Inside Sales Representative

Position Summary

The Inside Sales Team is responsible for driving revenue growth by identifying, engaging, and qualifying prospective customers through outbound outreach, inbound lead follow-up, and strategic account development. This team serves as the front line of the commercial organization, educating prospects, identifying customer needs, generating pipelines, and supporting field sales with well-qualified opportunities that accelerate the sales cycle.

Job Responsibilities

Lead Generation & Prospecting

• Conduct outbound calling, emailing, and social outreach to targeted accounts or customers.
• Qualifying inbound leads and responding to inquiries with speed and professionalism.
• Research prospects to understand business needs, buying triggers, and decision-making structures.
• Maintain a high volume of outreach while ensuring quality conversations.

Pipeline Development

• Use structured qualification frameworks (e.g., BANT, MEDDICC, Challenger) to assess fit and buying readiness.
• Schedule discovery calls, demos, and meetings for Account Executives and Territory Managers.
• Track all prospective interactions, notes, and status updates accurately within Salesforce.
• Maintain a strong understanding of product offerings, value propositions, and competitive differentiators.

Collaboration & Support

• Partner closely with Marketing to follow up on campaigns, events, and content-driven leads.
• Support Field Sales with account research, contact discovery, and stakeholder mapping.
• Provide feedback on Marketing and Commercial Operations on lead quality, objections, and market trends.
• Assist in onboarding new customers by setting expectations and handing off accurately to Customer Success or Implementation teams.

Performance & Process Excellence

• Hit or exceed weekly/monthly KPIs (calls, meetings booked, SQLs, pipelines created).
• Continuously optimize outreach sequences, messaging, and tools to improve conversion rates.
• Maintain a clean, organized pipeline and follow standardized sales processes.
• Participate in training and coaching sessions to improve product knowledge and selling skills.

Required Qualifications

• 1-3 years of inside sales, sales development, tele-prospecting, or similar experience.
• Strong verbal and written communication skills.
• Demonstrated ability to manage high outreach volume while staying organized.
• Experience using CRM platforms (Salesforce preferred) and sales engagement tools (Outreach, SalesLoft, HubSpot, etc.).
• Ability to build rapport quickly, handle objections, and engage prospects in meaningful conversations.
• High energy, self-motivation, and strong resilience in a fast-paced environment.

Preferred Qualifications

• Familiarity with Challenger Sales or other structured qualification methodologies.
• Experience or education in life sciences, oncology diagnostics, biotech, or healthcare.
• Proficiency with lead research tools (ZoomInfo, LinkedIn Sales Navigator, Apollo, etc.).

Other

• This position requires periodic travel and some evenings, weekends and/or Holidays.
• This is an on-site role and requires travel to the corporate office building.