Title: Inside Sales Representative
Location: Atlanta, Georgia; (Hybrid)
Experience: Mid-Senior Level
Job Function: Sales Development
Employment Type: Full Time
Industry: Computer and Network Security
About the position
The Inside Sales Representative enhances lead generation efforts, provides guidance to junior team members, and optimizes outreach strategies.
Job Responsibilities
- Leverages an ABX approach to strategically identify, develop, and qualify new business opportunities within Named and Customer Accounts.
- Aligns with Global and Strategic Account Directors to ensure a cohesive approach to account penetration and pipeline development.
- Participates in strategic planning sessions to identify key target accounts and devise tactics for engagement.
- Work closely with:
- Account Executives / Regional Sales Directors on strategic opportunities
- Customer Success to identify expansion signals and drive upsell pipeline
- Participate in account planning and coordinated engagement strategies
- Align messaging and outreach across roles to present a unified customer experience
- Independently own and close smaller / transactional deals while collaborating on larger, complex opportunities
- Own the entire sales cycle for transactional, small ARR customer opportunities
- Generate, advance, and close deals below defined ARR thresholds
- Conduct discovery, deliver product positioning, manage objections, and negotiate pricing and contracts
- Issue quotes, build proposals, and manage deal execution through close
- Partner with field or strategic sellers on deals that exceed defined thresholds or complexity
- Support larger opportunities through research, stakeholder mapping, and follow-up execution
- Participate in structured handoffs and joint calls to ensure continuity and deal progression (no stalled pipeline)
- Manage and progress a book of business and active pipeline within assigned accounts/territory
- Maintain accurate forecasting, deal tracking, and pipeline visibility in CRM
- Prioritize opportunities based on deal size, complexity, and likelihood to close
- Execute against quota targets for pipeline and revenue attainment
Minimum Qualifications, Education, and Skills
- Bachelor's degree in business, marketing, or a related field.
- Experience in sales development or related roles, with a proven track record of meeting or exceeding sales targets.
- Moderate proficiency in CRM systems and sales enablement tools.
- Skills in using marketing automation tools. • Strong communication and interpersonal skills.
- Ability to strategize and implement lead generation plans.
- Strong understanding of Account-Based Experience (ABX) strategy.
- Can demonstrate moderate understanding and ability to manage both pipeline generation and deal closing responsibilities
- Strong skills in: Discovery and qualification
- Objection handling and negotiations
- Analytical mindset with ability to interpret sales metrics and adjust tactics accordingly
- Experience with account-based or multi-threaded selling approaches