Inside Sales Representative

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