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Inside Sales Representative
Inside Sales RepresentativePavago • Fresno, CA, US
Inside Sales Representative

Inside Sales Representative

Pavago • Fresno, CA, US
[job_card.30_days_ago]
[job_preview.job_type]
  • [job_card.full_time]
[job_card.job_description]

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 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
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