Inside Sales Representative

Role Summary

The Inside Sales Team is responsible for driving revenue growth by identifying, engaging, and qualifying prospective customers through outbound outreach, inbound lead follow-up, and strategic account development. This team serves as the front line of the commercial organization, educating prospects, identifying customer needs, generating pipelines, and supporting field sales with well-qualified opportunities that accelerate the sales cycle.

Responsibilities

• Lead Generation & Prospecting
  • Conduct outbound calling, emailing, and social outreach to targeted accounts or customers.
  • Qualifying inbound leads and responding to inquiries with speed and professionalism.
  • Research prospects to understand business needs, buying triggers, and decision-making structures.
  • Maintain a high volume of outreach while ensuring quality conversations.
• Pipeline Development
  • Use structured qualification frameworks (e.g., BANT, MEDDICC, Challenger) to assess fit and buying readiness.
  • Schedule discovery calls, demos, and meetings for Account Executives and Territory Managers.
  • Track all prospective interactions, notes, and status updates accurately within Salesforce.
  • Maintain a strong understanding of product offerings, value propositions, and competitive differentiators.
• Collaboration & Support
  • Partner closely with Marketing to follow up on campaigns, events, and content-driven leads.
  • Support Field Sales with account research, contact discovery, and stakeholder mapping.
  • Provide feedback on Marketing and Commercial Operations on lead quality, objections, and market trends.
  • Assist in onboarding new customers by setting expectations and handing off accurately to Customer Success or Implementation teams.
• Performance & Process Excellence
  • Hit or exceed weekly/monthly KPIs (calls, meetings booked, SQLs, pipelines created).
  • Continuously optimize outreach sequences, messaging, and tools to improve conversion rates.
  • Maintain a clean, organized pipeline and follow standardized sales processes.
  • Participate in training and coaching sessions to improve product knowledge and selling skills.

Qualifications

• Required: 1–3 years of inside sales, sales development, tele-prospecting, or similar experience.
• Required: Strong verbal and written communication skills.
• Required: Demonstrated ability to manage high outreach volume while staying organized.
• Required: Experience using CRM platforms (Salesforce preferred) and sales engagement tools (Outreach, SalesLoft, HubSpot, etc.).
• Required: Ability to build rapport quickly, handle objections, and engage prospects in meaningful conversations.
• Required: High energy, self-motivation, and strong resilience in a fast-paced environment.
• Preferred: Familiarity with Challenger Sales or other structured qualification methodologies.
• Preferred: Experience or education in life sciences, oncology diagnostics, biotech, or healthcare.
• Preferred: Proficiency with lead research tools (ZoomInfo, LinkedIn Sales Navigator, Apollo, etc.).

Additional Requirements

• Must possess ability to sit and/or stand for long periods of time.
• Employees may be required to lift routine office supplies and use standard office equipment.
• This position requires periodic travel and some evenings, weekends and/or Holidays.
• This is an on-site role and requires travel to the corporate office building.