Inside Sales Representative

Job Description

Job Title: Inside Sales Representative

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Company: Security 101

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Location: Richmond, VA.

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Job Summary:

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Security 101 is seeking an Inside Sales Representative responsible for generating qualified pipeline by engaging prospective customers, existing accounts, and marketing-generated leads through strategic outbound prospecting and data-driven sales campaigns. Operating primarily within HubSpot, this role executes targeted sales plays, nurtures prospective buyers, supports Account-Based Marketing (ABM) initiatives, and identifies cross-sell and upsell opportunities across Security 101's installed customer base. Working in close partnership with Marketing and the field sales organization, the Inside Sales Representative plays a critical role in converting demand into revenue opportunities and accelerating company growth.

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Salary and Benefits:

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This is a Full-time position with an annual salary of $55,000-$60,000 non-exempt, commensurate with skills, and experience. Our benefits include medical, dental, vision, prescription coverage, life and disability insurance, 401(k) match plan, paid holidays, PTO and more.

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Key Responsibilities:

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• Identify and engage new prospective customers through outbound calling, email, LinkedIn, and digital prospecting.
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• Generate qualified appointments and opportunities for outside sales.
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• Research target accounts, decision makers, and buying centers.
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• Maintain consistent prospecting activity to achieve pipeline goals.
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• Conduct proactive outreach to existing customers to uncover cross-sell, upsell, refresh, service, and managed services opportunities.
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• Partner with Marketing to execute ABM follow-up, webinar follow-up, event follow-up, digital campaigns, target account campaigns, vertical initiatives, product launches, and territory sales plays.
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• Specialize in assigned vertical markets as needed.
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• Schedule qualified discovery meetings and document customer intelligence in CRM.
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• Collaborate with Marketing and Sales to improve campaigns and messaging.
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HubSpot & Sales Technology Responsibilities:

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• Execute outbound prospecting campaigns using HubSpot Sequences.
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• Manage daily prospecting using HubSpot Tasks and Work Queues.
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• Qualify inbound and marketing-generated leads within established SLAs.
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• Execute follow-up strategies for ABM campaigns.
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• Manage nurture sequences for prospects not yet sales-ready.
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• Maintain CRM accuracy for contacts, companies, opportunities, lifecycle stages, and lead status.
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• Identify trigger events such as expansions, acquisitions, refresh cycles, and staffing changes.
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• Collaborate with Marketing using HubSpot reporting and dashboards.
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• Support CRM data hygiene initiatives.
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Marketing Alignment:

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• Follow up on webinar attendees.
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• Follow up on event attendees.
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• Respond to digital campaign engagement.
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• Execute industry-specific campaigns.
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• Support new solution launches.
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• Reactivate dormant opportunities.
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• Re-engage inactive customers.
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• Run installed-base expansion campaigns.
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• Support Pro AV cross-sell initiatives.
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• Support managed services campaigns.
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• Coordinate territory growth initiatives with field sales.
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Qualifications:

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• 1–3 years of business development, inside sales, lead generation, or sales development experience.
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• Excellent communication and organizational skills.
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• Comfortable with high-volume outbound prospecting.
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• Experience with CRM platforms (HubSpot preferred).
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• Experience in electronic security, physical security, technology, SaaS, or B2B solution sales preferred.
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Education:

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• Bachelor's degree or equivalent experience.
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Security 101 is a DFWP and EOE organization with a team-oriented work environment.

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Employment is contingent upon successfully completing applicable pre-employment screening requirements.

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