Inside Sales Representative

About This Role

This Inside Sales Representative role focuses on managing and nurturing a high-volume portfolio of approximately 1,500 existing accounts with annual revenue under $299,000. The position emphasizes delivering high-touch customer engagement, identifying growth opportunities, and strengthening long-term relationships. As a pivotal part of the sales organization, the Inside Sales Representative proactively supports customer needs, ensures proper service routing, and uncovers commercial opportunities that drive incremental revenue and overall account health.

Responsibilities

• Manage, retain, and engage a book of business consisting of approximately 1,500 existing accounts under $299,000 annual revenue
• Conduct proactive outreach to customers to review account activity, understand needs, and maintain consistent engagement
• Ensure customers are appropriately connected to the correct service or support channel, providing guidance and seamless handoffs
• Deliver high-touch support, ensuring customers feel valued, informed, and supported in maximizing their product or service portfolio
• Identify cross-sell and upsell opportunities through relationship-building, account insights, and need-based discovery
• Utilize value-based selling techniques to transition conversations from service-related topics to strategic growth opportunities
• Qualify opportunities and move them through the sales funnel, contributing to territory revenue targets
• Review customer portfolios regularly to identify whitespace opportunities and unmet needs
• Maintain a regular cadence of customer engagements with a minimum of 16 customer contacts daily
• Build trust-based relationships that support loyalty, retention, and long-term revenue stability
• Communicate proactively about product updates, value propositions, and relevant solutions aligned with customer business needs
• Contribute to a healthy and predictable sales funnel with high-quality opportunities at each stage
• Monitor funnel metrics, including value, conversion rates, stage distribution, and cycle velocity
• Develop and maintain a territory business plan in alignment with the Inside Sales Manager
• Document all activities using CRM tools to ensure accuracy and visibility of customer interactions and pipeline status
• Master call scripts, conversation frameworks, and messaging sequences
• Apply value-based selling techniques to shift service conversations into commercial opportunities
• Develop capabilities in objection handling, opportunity identification, and funnel progression
• Effectively guide customer conversations while ensuring appropriate support channel routing

Requirements

• Experience in inside sales, account management, or customer-facing roles preferred