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 prospecting, and enabling sales motions that deliver high‑propensity opportunities to subject‑matter experts and engagement teams.

Key responsibilities

• Qualify inbound Marketing Qualified Leads (MQLs) within defined SLAs using structured frameworks (e.g., BANT, MEDDICC) and record outcomes in the CRM.
• Execute outbound sequences to re‑engage dormant accounts, activate colder prospects, and penetrate whitespace segments with personalized, data‑driven messaging.
• Leverage sales intelligence platforms such as ZoomInfo, Sales Navigator, intent tools and CRM analytics to identify target contacts, prioritize accounts and optimize outreach timing.
• Secure qualified introductory calls or discovery meetings, provide pre‑call briefs to SMEs, and ensure seamless hand‑off to sales or delivery teams.
• Maintain accurate contact and account data, track outreach velocity, sequence performance and conversion metrics, and contribute to continuous improvement of lead‑scoring models.
• Collaborate with Sales Excellence and cross‑functional teams to refine MQL definitions, improve feedback loops and support pipeline visibility.

Required profile

• Strong attention to detail and precision in lead assessment.
• Ability to work independently while coordinating closely with sales and enablement teams.
• Experience in a fast‑paced, data‑driven sales environment.

Required skills

• ZoomInfo
• Sales Navigator
• CRM platforms (e.g., Salesforce)
• Intent‑based intelligence tools
• Analytics and reporting tools