As an Inside Sales Account Representative Analyst within our Digital Inside Sales (DIS) organization, you'll own the full B2B sales cycle, from inbound and outbound lead engagement through discovery, qualification, negotiation, and close. In this quota-carrying role, you'll help customers identify relevant software and AI use cases, understand their business needs, and select solutions that fit their goals.
You'll be accountable for building and converting pipeline, meeting revenue targets, and maintaining accurate notes. Success requires strong closing skills, consistent customer follow-through, and the ability to work with technical and commercial partners to resolve presales blockers and move opportunities forward.
Core Responsibilities
- Own the full sales cycle, from initial engagement and qualification through negotiation and close, with accountability for individual sales targets.
- Engage inbound leads and conduct targeted outbound outreach to build qualified pipeline and identify new business and cross-sell opportunities.
- Lead discovery to understand customer workflows, business priorities, anticipated usage, technical requirements, budget, decision-makers, and buying timelines.
- Recommend solutions and commercial commitments based on customer needs, clearly communicate value, and handle objections with accurate product and pricing information.
- Prepare quotes and proposals using approved tools and terms, negotiate within established guidelines, and drive customer decisions and signatures.
- Maintain accurate Salesforce records, including deal amounts, stages, close dates, customer activity, risks, and buyer-confirmed next steps.
- Build clear close plans, provide evidence-based forecasts, and proactively address stalled opportunities and gaps to target.
- Coordinate with technical, security, legal, and Deal Desk teams to resolve presales requirements. Ensure closing documentation meets booking requirements and provide a clear handoff following the sale.
- Review activity, conversion, and revenue performance, apply coaching and call-review feedback, and share insights that improve sales execution.