Inside Sales Representative

Inside Sales Representative

Description -

Inside Sales Representative – Retail & Industry Solutions (RIS)

Job Summary

The Inside Sales Representative (ISR) for Retail & Industry Solutions (RIS) plays a critical role in driving pipeline generation, accelerating deal velocity, and supporting revenue growth across the field sales organization. This role is responsible for proactively engaging prospective customers, qualifying opportunities, and advancing leads through the sales funnel using a consultative, solution-based approach.

The ISR partners closely with field sales, marketing, and cross-functional teams to identify customer needs, position relevant solutions, and contribute to overall go-to-market success.

Key Responsibilities

• Pipeline Generation & Prospecting

  • Proactively identify and engage potential customers through outbound outreach (calls, email, digital channels, and social selling)

  • Build and maintain a healthy pipeline of qualified opportunities aligned to RIS priorities

• Lead Qualification & Opportunity Development

  • Assess customer needs, business challenges, budget, and decision-making criteria

  • Convert marketing-qualified leads (MQLs) into sales-qualified opportunities (SQLs)

  • Route high-quality opportunities to field sales with strong context and next steps

• Consultative Selling

  • Develop a strong understanding of RIS solutions, value propositions, and competitive positioning

  • Conduct discovery conversations and deliver tailored solution messaging that aligns to customer outcomes

  • Address objections and articulate business value to advance deals

• Sales Execution & Enablement

  • Support market penetration campaigns and targeted account initiatives

  • Partner with field reps on account strategy, deal progression, and follow-ups

  • Deliver virtual presentations, demos, and solution overviews to prospects

• CRM & Pipeline Management

  • Maintain accurate and timely updates in CRM (e.g., Salesforce)

  • Track activities, pipeline health, and conversion metrics

  • Ensure strong sales hygiene and process adherence

• Market Intelligence & Continuous Improvement

  • Stay informed on industry trends, customer needs, and competitive landscape within retail and industry verticals

  • Provide insights and feedback to marketing, product, and sales leadership

  • Analyze performance data to optimize outreach and conversion strategies

• Collaboration & Leadership (Senior-Level Scope)

  • Mentor and support junior inside sales team members

  • Contribute to campaign execution, playbook development, and best practices

  • Partner cross-functionally with marketing, product, and customer success teams

Required Qualifications

• High school diploma or equivalent experience required; bachelor’s degree preferred

• 6–8+ years of experience in inside sales, business development, or quota-carrying sales roles

• Proven track record of meeting or exceeding sales targets and pipeline generation goals

• Experience supporting field sales teams in a B2B environment

Preferred Qualifications

• Experience selling into retail, manufacturing, or industry verticals

• Familiarity with solution-based or consultative selling methodologies

• Certified Inside Sales Professional (CISP) or similar certification

Core Skills & Competencies

• Pipeline generation and prospecting

• Consultative and value-based selling

• Strong business acumen and customer discovery skills

• CRM proficiency (Salesforce or similar)

• Effective communication and executive presence

• Data-driven decision making and sales analytics

• Cross-functional collaboration and stakeholder management

• Digital selling and virtual engagement techniques

Success Profile

• Results-driven with a strong sense of ownership and accountability

• Highly adaptable with strong learning agility

• Customer-centric mindset with the ability to build trust quickly

• Comfortable operating in a fast-paced, high-volume sales environment

• Strong organizational and time management skills

Impact & Scope