Scope of this Role
This role is responsible for driving incremental revenue growth through a high‑velocity, digital-first inside sales model, focused on small to medium-sized B2B opportunities.
The Inside Sales role exists to:
- Expand seller reach through scalable inbound and outbound digital engagement
- Convert marketing demand into qualified pipeline and closed revenue
- Accelerate sales cycles and improve conversion rates
- Enable field sales teams to focus on high-value, strategic accounts
This is a quota‑bearing role, measured by pipeline creation, conversion efficiency, and closed-won revenue.
Key Objectives & Outcomes
Within the first 6–12 months, success looks like:
- Consistent generation of qualified inbound and outbound pipeline
- Strong MQL → SQL → Closed-Won conversion
- Faster lead response times, shorter sales cycles, and increased win rates
- Clear contribution to regional revenue growth via digital selling
Core Responsibilities
1. Inbound Lead Qualification & Conversion
- Respond rapidly to inbound leads from web forms, campaigns, events, and hotlines
- Qualify leads using the BANT framework
- Convert qualified leads into opportunities and close deals end‑to‑end
- Maintain strict SLA adherence and accurate CRM updates
2. Outbound Prospecting & Pipeline Generation
- Execute structured, multi‑touch outbound cadences across phone, email, and LinkedIn
- Prospect into target accounts within defined industries and buyer personas
- Leverage tools such as Sales Navigator and ZoomInfo to identify and engage decision-makers
- Create net-new opportunities aligned to campaign and account-based strategies
3. Deal Management & Closing
- Own and close small to medium-sized B2B deals
- Collaborate with channel partners and distributors to execute deals
- Manage objections, pricing discussions, and negotiations professionally
- Drive deals through the funnel with strong follow-through and urgency
4. CRM, Reporting & Forecasting
- Maintain clean, accurate data within Salesforce
- Track and report:
- MQL–SQL conversion
- Opportunities created
- Pipeline value
- Revenue closed
- Use data to refine approach, improve win rates, and optimize outreach
5. Sales Enablement & Collaboration
- Use approved sales assets and adapt messaging into:
- Email sequences
- Call scripts
- Objection-handling frameworks
- Align closely with:
- Marketing on campaign performance
- Field Sales on account coverage
- Channel partners on deal execution
- Participate in weekly performance reviews and optimization discussions
Required Experience & Profile
Experience
- 4–8+ years in quota‑carrying B2B inside sales or digital sales
- Proven experience closing deals via phone and digital channels
- Track record of consistent quota achievement
- Experience selling through or alongside channel partners preferred
Core Skills & Competencies
- High-volume outbound prospecting & cold calling
- Consultative selling and needs-based discovery
- Objection handling and negotiation
- Multitouch engagement strategy execution
- CRM mastery (Salesforce preferred)
- Social selling with LinkedIn Sales Navigator
- Pipeline management and forecasting discipline
- Strong written and verbal communication skills
Tools & Technology Familiarity
- Salesforce CRM
- ZoomInfo / LinkedIn Sales Navigator
- Sales cadence tools (Outreach, HubSpot, Loft or equivalent)
- Dialers, call recording, online meeting platforms
- Strong working knowledge of MS Excel, PowerPoint, Outlook
Mindset & Attributes (Non‑Negotiable)
- Commercially driven – thrives on targets and metrics
- Digitally fluent – comfortable with data, tools, and automation
- Consultative – builds trust through value‑based conversations
- Resilient & proactive – thrives in outbound and high-activity models
- Highly disciplined – strong follow-up, documentation, and time management
- Collaborative – works seamlessly with marketing, field sales, and partners
