Inside Sales Representative

Job Description

Job Description

Leesburg, VA — Hybrid
Department: Inside Sales
Reports to: Inside Sales Manager

The Inside Sales Representative (ISR) manages qualified sales opportunities and drives pipeline progression in support of Vertosoft’s Government Sales strategy. This role works closely with technology vendor partners and internal sales leadership to develop account engagement strategies, conduct discovery, and advance opportunities within federal, state, and local government agencies.

Unlike the SDR role, the ISR owns opportunity development beyond initial qualification, influencing revenue outcomes through strategic engagement, campaign execution, and disciplined pipeline management. This position requires strong sales acumen, autonomy, and cross-functional coordination.

· Own and manage qualified sales opportunities from discovery through pipeline advancement

· Conduct discovery calls to assess customer needs, procurement pathways, budget, authority, and timeline

· Develop account engagement strategies aligned to vendor priorities and government buying cycles

· Advance opportunities through defined sales stages in Salesforce

· Lead execution of vendor-aligned sales campaigns targeting government prospects

· Identify strategic account expansion opportunities within assigned portfolio

· Collaborate with SDRs to optimize conversion and ensure smooth transition into active pipeline

· Maintain accurate opportunity updates, monitor pipeline health, and contribute to forecasting activities

· Track and report campaign performance metrics

· Stay informed on public sector procurement vehicles, acquisition trends, and contract vehicle alignment

· Other duties as assigned

· Pipeline value generated and advanced

· Opportunity conversion rates

· Revenue influenced or closed (if applicable)

· Forecast accuracy

· Campaign effectiveness

· Vendor satisfaction and engagement quality

· CRM data integrity and reporting accuracy

· BA/BS degree in Business, Marketing, Communications, or related field

· 1–3 years of experience in sales development, inside sales, or business development

· Demonstrated experience managing opportunities within a CRM environment

· Strong verbal and written communication skills

· Experience in public sector or government sales

· Familiarity with federal procurement processes and contract vehicles

· Proficiency with Salesforce or comparable CRM tools

· Experience collaborating with external vendor partners

· Compensation Range based on total On-Target Earnings (OTE)): $85,000 - $125,000

· Total on-target earnings (OTE) include base salary plus target bonus and/or commission, as applicable to the position.

· Competitive base salary with bonus potential

· Pay commensurate with experience

· Comprehensive benefits package including health, dental, vision

· 401(k) with company match

· Paid Time Off (PTO) and all Federal holidays

· Hybrid work schedule (Leesburg, VA)

· Career development, certifications, and growth opportunities

· ISRs may be eligible for advancement to Account Executive, Strategic Sales, or Vendor Management roles based on sustained pipeline performance, revenue impact, leadership demonstration, and completion of required certifications.

Vertosoft is a small business focused on accelerating the adoption of technology in Government. With deep expertise across the government acquisition lifecycle, Vertosoft simplifies how public sector customers access innovative solutions. We combine the agility of a small business with the reach and professionalism of a large organization, providing ethical, reliable, and results-driven service.

At Vertosoft, we value hard work, adaptability, and balance. Our culture encourages excellence and teamwork while supporting employee well-being through a flexible, collaborative work environment.

Vertosoft is an Equal Employment Opportunity Employer. All qualified applicants will be considered without regard to any characteristic protected by law.