Job description
Job Title: Inside Sales Representative
Position Type: Full-Time, Remote
Working Hours: U.S. client business hours (aligned with prospect time zones and sales team schedules)
About the Role:
Our client is seeking an Inside Sales Representative (ISR) to manage the end-to-end sales process remotely — from prospecting and qualifying leads to running demos and closing deals. This role requires strong communication, relationship-building, and pipeline management skills. The ISR is responsible for achieving revenue targets while maintaining a consultative, solutions-focused sales approach.
Responsibilities:
Lead Management & Qualification:
- Respond to inbound leads from marketing campaigns, websites, and referrals.
- Proactively prospect outbound leads via email, phone, and LinkedIn.
- Qualify opportunities using frameworks such as BANT, SPIN, or MEDDIC.
Sales Process Execution:
- Conduct discovery calls and virtual demos with decision-makers.
- Present value propositions tailored to prospect needs and industry.
- Handle objections and build trust with stakeholders.
- Negotiate pricing and terms within approved guidelines.
Pipeline Management:
- Maintain accurate records in CRM (Salesforce, HubSpot, Zoho).
- Track opportunities through each sales stage, ensuring follow-ups are timely.
- Update forecasts and report on progress toward quota.
Collaboration:
- Work closely with marketing to provide feedback on lead quality and campaign results.
- Partner with sales engineers or solutions consultants for technical demos when required.
- Collaborate with account managers to ensure smooth handoff of closed accounts.
Continuous Improvement:
- Stay updated on product features, competitor offerings, and market trends.
- Refine sales pitches and discovery questions based on client interactions.
What Makes You a Perfect Fit:
- Confident, persuasive communicator with strong listening skills.
- Comfortable running full-cycle remote sales (prospecting → qualification → close).
- Resilient and goal-oriented, with a track record of hitting or exceeding quota.
- Consultative approach — balancing persistence with professionalism.
Required Experience & Skills (Minimum):
- 2+ years inside sales or business development experience.
- Familiarity with CRMs (Salesforce, HubSpot, Zoho) and sales engagement tools (Outreach, SalesLoft).
- Proven track record of meeting sales quotas.
- Strong written, verbal, and virtual presentation skills.
Ideal Experience & Skills:
- Experience selling SaaS, marketing services, or professional services.
- Exposure to SMB or mid-market sales cycles (average deal size $5k–$50k).
- Familiarity with Challenger, SPIN, or MEDDIC sales methodologies.
- Background in consultative, solution-based selling.
What Does a Typical Day Look Like?
An Inside Sales Rep’s day revolves around managing pipelines and closing deals remotely. You will:
- Start the day reviewing your pipeline, following up with open opportunities.
- Make outbound calls and emails, responding to inbound inquiries quickly.
- Run discovery calls and virtual demos, tailoring presentations to prospect needs.
- Update CRM records with notes, opportunity stage, and next steps.
- Collaborate with marketing and sales leadership on pipeline strategy and feedback.
- End the day reviewing metrics, preparing forecasts, and planning tomorrow’s outreach.
In essence: you are responsible for driving revenue remotely by converting leads into customers through a structured, consultative sales process.
Key Metrics for Success (KPIs):
- Quota attainment (monthly/quarterly revenue).
- Conversion rate from lead → opportunity → closed deal.
- Number of discovery calls and demos completed.
- Average sales cycle length and deal size.
- CRM hygiene: 100% of opportunities updated accurately.
Interview Process:
- Initial Phone Screen
- Video Interview with Pavago Recruiter
- Practical Task (e.g., roleplay a discovery call with objections, or draft a sales email sequence for a sample lead)
- Client Interview with Sales Leadership
- Offer & Background Verification
