• Deliver against retention (GRR) and expansion (New ARR) goals for your book of SMB accounts • Lead renewals and expansions with a consultative, value‑based sales approach • Maintain accurate forecasts and account health status in Salesforce • Manage multiple concurrent opportunities and accounts with consistent discipline • Build strong, trust‑based relationships with customer stakeholders • Ensure customers achieve measurable ROI and success outcomes with ABBYY solutions • Identify and mitigate churn risk early through proactive engagement • Execute strategic, multi‑threaded sales motions across functional stakeholders • Collaborate with internal teams to support upsell motions that are grounded in customer success • Maintain up-to-date and accurate activity, contacts, opportunities, and forecasting in Salesforce • Provide reliable sales pipeline visibility and forecast updates • Follow defined sales processes and cadences to ensure consistency and predictability • Prioritize documentation and record‑keeping that supports internal alignment and execution • Partner effectively with Technical Success, Support, Product, and Professional Services teams • Coordinate internal resources to ensure customer success at renewal and expansion points • Share customer insights to inform product direction and go‑to‑market improvements.