Inside Sales Representative
Summary
the pitchJoin our team as an Inside Sales Representative, where you will play a crucial role in driving revenue growth by identifying, engaging, and qualifying high-value opportunities. You will be responsible for building a qualified Stage 2 pipeline for the Enterprise and Strategic Sales organization, conducting structured discovery conversations, and maintaining high data quality in our CRM. This role combines proactive outbound prospecting with ownership of inbound lead qualification, and you will work closely with Account Executives and Marketing to ensure alignment and success.
Role
posted by companyThe Inside Sales Representative is responsible for building qualified Stage 2 pipeline for the Enterprise and Strategic Sales organisation
This role plays a critical part in driving revenue growth by identifying, engaging, and qualifying high-value opportunities across a defined set of target accounts
The role combines proactive outbound prospecting with ownership of inbound lead qualification
The successful candidate will run structured discovery conversations to assess qualification against agreed criteria (Budget, Authority, Need, Timeline) and convert qualified interest into pipeline-ready opportunities for the Enterprise and Strategic sales teams
Build and progress Stage 2 qualified pipeline for the Enterprise and Strategic Sales organisation
Own discovery conversations for inbound leads, ensuring consistent and thorough qualification against MEDDPICC (or equivalent) criteria
Clearly articulate customer pain points, use cases, and buying intent before passing opportunities to Account Executives
Maintain high data quality and accurate opportunity stage progression in CRM
Execute targeted outbound prospecting into a defined list of Enterprise and Strategic accounts
Research accounts and stakeholders to develop relevant, personalised outreach strategies
Engage senior decision-makers through a mix of channels (email, phone, LinkedIn, etc.)
Book and qualify meetings that meet agreed pipeline quality standards
Act as the first point of contact for inbound interest within the supported segment
Run structured discovery calls to validate fit, urgency, and readiness
Disqualify leads that do not meet qualification criteria, providing clear rationale and feedback to marketing and sales stakeholders
Partner closely with Enterprise and Strategic Account Executives to ensure smooth opportunity handoff and alignment on account strategy
Collaborate with Marketing to provide feedback on lead quality, messaging, and campaign effectiveness
Align with the Global BDR organisation on best practices, metrics, and continuous improvement
Success Metrics
Volume and value of Stage 2 qualified pipeline generated
Conversion rates against agreed qualification criteria
Quality of discovery and opportunity handoff (as measured by AE pipeline acceptance and pipeline progression)
Activity levels and effectiveness of outbound prospecting into target accounts
Health & Wellness: Parental Leave, Wellness Days Off, Quarterly Wellness Speakers, Wellness Challenges
Giving Back: Giving Fridays Rotating Charity Support, 6sense Gives Back Programs, Month of Service
Social Well Being: Flexible Time Off, HUB Working Model, WeWork Access
Professional Development: LinkedIn Learning Courses, WFH Stipend, Revenue Certifications, Management Training