Build Your Future with Sovos 

If you're seeking a career where innovation meets impact, you've come to the right place. As a global leader, Sovos is transforming tax compliance from a business requirement to a force for growth while revolutionizing how businesses navigate the ever-changing regulatory landscape. At Sovos, we're dedicated to more than just solving compliance challenges – we're committed to making a positive and lasting difference in everything we do. 

Don't worry if you don't check all the boxes – apply anyway! We're focused on hiring the right people, not just the "right" resume. It's not about what you've done elsewhere; it's all about what you're capable of doing here. 

Position Overview 

The eCommerce Sales Representative – is responsible for driving new logo acquisition and cross-sell growth across Sovos' suite of tax information reporting and unclaimed property compliance solutions designed for small to mid-sized businesses. This role manages the full sales cycle remotely — from prospecting and lead qualification through demo, negotiation, and close — using digital communication channels including phone, email, video, and online demonstrations. 

This role collaborates closely with Marketing and Customer Success to create a seamless lead-to-conversion experience, and partners with the broader eCommerce team to identify and act on expansion opportunities within the existing customer base. 

Job Responsibilities 

• Prospect within assigned territory to generate new business opportunities through outbound outreach, inbound lead follow-up, and digital engagement. 

• Qualify inbound and marketing-generated leads, converting prospects into trials, sign-ups, and paid customers. 

• Manage the complete sales cycle from initial outreach through contract close, maintaining consistent activity levels to support pipeline health and quota attainment. 

• Conduct compelling product demonstrations via phone and video, tailoring messaging to each prospect's business needs and compliance challenges. 

Customer Cross-Sell 

• Partner with the Customer Success team to identify existing customers with unmet compliance needs or adjacent use cases suited to additional Sovos eCommerce products. 

• Develop a working understanding of the full eCommerce product portfolio — including 1099 Pro, TINCheck, and ReportMyUP — to articulate multi-product value across diverse buyer personas. 

• Engage existing customers with targeted cross-sell outreach, qualifying opportunities and advancing them through a defined sales motion. 

Sales Execution & Pipeline Management 

• Maintain accurate and up-to-date opportunity records, activity logs, and forecasts in Salesforce. 

• Deliver timely price quotes, custom plan proposals, and purchase order processing in support of a streamlined buying experience. 

• Assist customers through the online purchase process, reducing friction and improving conversion rates. 

• Consistently apply effective discovery techniques to uncover prospect needs, qualify fit, and prioritize time on high-probability opportunities. 

Collaboration & Continuous Improvement 

• Partner with Marketing to provide feedback on lead quality, campaign effectiveness, and messaging alignment. 

• Share market insights, competitive intelligence, and customer feedback with the broader sales and product teams. 

• Participate actively in team meetings, training sessions, and enablement programs to continuously develop product knowledge and sales skills. 

• Demonstrate a growth mindset by learning from peers, internal partners, and customer interactions to refine sales process execution. 

What Success Looks Like 

• Consistent attainment of new logo and cross-sell revenue targets 

• Strong pipeline coverage with accurate and timely CRM hygiene 

• High lead-to-close conversion rates across inbound and outbound channels 

• Effective product demonstrations that clearly articulate Sovos value to SMB buyers 

• Positive collaboration with Customer Success and Marketing teams 

Organizational Alignment 

• Reports to the Sales Manager – North America eCommerce 

• This position has no direct reports 

Qualifications 

• 1–3 years of experience in B2B inside sales, preferably in SaaS or subscription software 

• Demonstrated ability to manage a full sales cycle from prospecting through close 

• Strong communication and presentation skills; comfortable leading remote demos and discovery calls 

• Effective time management, territory planning, and prioritization skills 

• Experience with CRM platforms (Salesforce preferred) 

• Bachelor's degree preferred, or equivalent professional experience 

Preferred 

• Familiarity with IRS information reporting, 1099 compliance, or unclaimed property regulations 

• Experience selling to finance, accounting, or operations buyers in SMB environments 

• Background in eCommerce or high-velocity transactional sales 

What Does Sovos Offer You? 

The tools to enhance your life — because we want you to enjoy your life outside of work and inside! 

• Flexible Time-Off 

• Comprehensive Health Benefits 

• Bi-Weekly Meeting Free Days 

• Mentoring Programs 

• Globally recognized Training and Development programs 

Environmental Job Requirements and Working Conditions 

• Primary office location – USA (Remote) 

• Minimal travel required (less than 10%), domestic, to Sovos locations and events 

• Ability to interact effectively with team members, colleagues, and clients across digital communication channels