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Inside Sales Representative
2 days ago
About the Role
Our client is seeking a business-savvy and technically minded Inside Sales Representative to act as the engine of our inbound sales team. This is not a robotic "call center" role; it requires a commercial mindset, sharp judgment, and technical precision.
In this role, you will be responsible for strategic triaging: you will use effective discovery to qualify leads and determine their potential. You will have the autonomy to own and close small-to-mid-sized deals end-to-end, while identifying high-value enterprise opportunities to nurture and hand off to our Account Executives.
Crucially, you will act as a technical product expert. In hardware sales, a factual error can lead to installation failures. You will guide clients through their purchasing journey with clarity and accuracy, ensuring the solutions you sell will work flawlessly in their specific environment.
Location: Remote (GMT/BST to EST coverage)
Job Type: Full-Time
Reporting to: CMO
What You'll Do
1. Strategic Deal Qualification & Triaging
- Exercise "Business Spidey Sense": Go beyond surface-level qualification. Use research and commercial intuition to evaluate incoming leads, accurately assessing company size, budget potential, and complexity.
- Conduct Efficient Discovery: Ask the right questions early to uncover the client's root problems, use cases, and timeline. You need to quickly determine if a lead is a transactional buyer or a complex enterprise solution seeker.
- Route Opportunities Effectively: Act as a strategic filter. Own the full sales cycle for SMB and mid-market opportunities, while professionally handing off large, complex enterprise deals to the Account Executive team with detailed context.
2. Client Interaction & Technical Expertise
- Technical Gatekeeper: Ensure every recommendation is technically viable. You must verify that the proposed solution fits the client's physical environment and connectivity requirements to prevent expensive deployment issues down the line.
- High-Efficiency Communication: Drive the majority of sales cycles through clear, high-quality email correspondence and phone calls. You know how to conduct discovery and move a deal forward without needing a meeting for every interaction.
- Targeted Demos & Meetings: Capable of stepping in to conduct video meetings or product demos when necessary to clarify technical details or unblock a deal.
3. Quoting & Full-Cycle Management
- Own the Close: For the deals you manage, handle the entire process from discovery to close, including negotiation and preparing accurate proposals.
- Detail Management: Ensure all client specifications are addressed comprehensively in quotes. Accuracy is non-negotiable—you are responsible for ensuring the right parts are quoted for the right application.
- Follow-Up: Maintain proactive communication to clarify details, overcome objections, and finalize agreements.
4. Pipeline Hygiene & Process Optimization
- CRM Excellence: Maintain impeccable records in HubSpot. Accurate data entry regarding client interactions and deal progress is vital for the smooth handover of accounts to AEs and Customer Success.
- Feedback Loop: Collaborate with Sales, Product, and Marketing teams to share insights from the front lines, helping to refine our messaging and product roadmap.
What You'll Bring
Experience:
- Proven Sales Experience: Previous experience in a B2B sales or SDR role (preferably in Tech/SaaS/Hardware). We prioritize sales acumen and business smarts over years served.
- Experience managing a pipeline and using CRM tools (HubSpot preferred).
Skills & Core Competencies:
- Commercial Intuition ("The Spidey Sense"): You can quickly read between the lines of an inquiry to estimate budget, authority, and deal potential without asking robotic qualification questions. You know exactly when to nurture a lead and when to fast-track it.
- Technical Precision: You understand that in hardware sales, details (connectivity, power, placement) matter. You are meticulous in your recommendations to ensure clients don't face deployment disasters.
- Master of Discovery: You ask high-impact, second-level questions that uncover the "why" behind a purchase, ensuring we solve the root problem, not just the symptom.
- High-Velocity Communication: You are an exceptional writer. You can move deals forward efficiently via email and phone, writing concise, compelling copy that gets responses.
- Adaptive Engagement: While primarily efficient/inbound focused, you are "camera-ready" and capable of commanding a room (virtual or otherwise) for ad-hoc demos and meetings when a deal demands it.
- Independent & Likable: You are a self-starter who manages your own day without micromanagement, combined with a natural warmth that builds immediate trust with prospects.
Specific Competencies
- Strong business background (not purely administrative).
- Critical thinking and problem-solving capability.
- Comfortable working independently in a fully remote environment.
- Demonstrates initiative, tenacity, and sound judgment.
- Able to support complex, long sales cycles.
- Strong written and verbal communication skills for global, asynchronous collaboration.
- Preferred backgrounds include sales support, consulting, business analysis, or early-career professionals exposed to deal-driven environments.
