About the Inside Sales Representative role
An Inside Sales Representative sells remotely by phone, email, and video instead of visiting customers in person. They work a steady rhythm of outbound calls and follow-ups, qualify inbound leads, run product demos or sales conversations over video, and close deals, all while logging activity and pipeline stages in a CRM.
The role sits at different points of the funnel depending on your model. In some teams, inside sellers own the full cycle from first call to closed deal, typically for smaller deal sizes with shorter cycles. In others, they focus on qualifying and developing leads that field or enterprise reps close. High-volume environments can expect 40 or more calls a day, so resilience matters as much as skill.
Be explicit in your posting about the sales motion: inbound versus outbound mix, average deal size, sales cycle length, quota structure, and on-target earnings. Inside sales candidates compare offers on these numbers, and vague postings lose the strongest performers to companies that publish them.
Inside Sales Representative job description template
Job brief
We are looking for an Inside Sales Representative to grow revenue by selling to customers over phone, email, and video. You will source new opportunities through outbound calls and follow-up on inbound leads, understand each prospect's needs, present our product convincingly, and close deals against a monthly quota. You will keep your pipeline and activity up to date in the CRM and work closely with marketing and customer success. Success means you consistently hit quota with clean pipeline data and customers who feel understood rather than pressured.
Responsibilities
- Source new sales opportunities through outbound calls, emails, and social outreach
- Respond to and qualify inbound leads quickly, before interest cools
- Understand customer needs through discovery questions and route unqualified leads appropriately
- Deliver product presentations and demos over video and phone
- Manage a pipeline of opportunities through defined CRM stages with accurate close dates
- Prepare quotes and proposals, negotiate within guidelines, and close deals against a monthly quota
- Follow up persistently and professionally across multi-touch sequences
- Collaborate with marketing on lead quality feedback and with customer success on smooth handoffs
- Hit daily and weekly activity targets for calls, emails, and booked meetings
- Keep CRM records complete so forecasts and reports stay reliable
Requirements and skills
- Proven inside sales experience with a track record of meeting or exceeding quota
- Strong phone presence and comfort making dozens of calls per day
- Excellent verbal and written communication, including concise and persuasive emails
- Experience working with a CRM such as Salesforce or HubSpot and keeping it accurate
- Solid discovery and listening skills: you diagnose before you pitch
- Ability to manage time across prospecting, follow-ups, and active deals
- Resilience and a positive response to rejection and coaching
- BA or BSc degree or equivalent practical sales experience
Nice to have
- Experience selling SaaS or another subscription product
- Familiarity with sales engagement tools for sequencing and call recording
- Experience with video-based demos and screen-sharing presentations
- A second language if you sell into multilingual markets
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