Inside Sales Representative

About the role

The Inside Sales Representative drives demand generation and early‑stage pipeline acceleration by qualifying inbound leads, executing targeted outbound outreach, and setting up revenue‑generating conversations for subject‑matter experts. This role requires a data‑driven approach, precision in lead assessment, and strong coordination with sales and marketing teams.

Key responsibilities

• Qualify inbound Marketing Qualified Leads (MQLs) within defined SLAs using frameworks such as BANT or MEDDICC.
• Execute structured outbound sequences to re‑engage dormant accounts, activate colder prospects, and penetrate whitespace segments.
• Develop personalized outreach based on buyer signals, industry triggers, and account research.
• Secure introductory calls, discovery sessions, or solution‑oriented meetings with decision makers and provide detailed pre‑call briefs to SMEs.
• Maintain accurate contact and account data in the CRM, tracking outreach velocity, dispositions, and qualification notes.
• Collaborate with Sales Excellence to refine lead‑scoring models, improve MQL definitions, and close the feedback loop between marketing and sales.

Required profile

• Data‑oriented mindset with the ability to assess lead quality and buying intent.
• Proficiency in using sales intelligence and intent‑tracking platforms.
• Strong organizational skills to manage CRM records and handoff processes.
• Excellent written and verbal communication for crafting personalized outreach.
• Team player who can work cross‑functionally with sales, marketing, and operations.

Required skills

• ZoomInfo
• LinkedIn Sales Navigator
• CRM (e.g., Salesforce)
• Intent‑tracking tools
• CRM analytics