Inside Sales Representative

Inside Sales Representative

The Inside Sales Representative (ISR) is responsible for driving revenue growth by identifying, qualifying, and closing cybersecurity product sales. While the role emphasizes mid-market, enterprise and transactional opportunities, the ISR also supports broader lead generation across various customer segments, contributing to pipeline development and sales acceleration.

The ISR proactively identifies and engages prospects across mid-market, and enterprise segments through outbound calls, emails, and digital outreach. They qualify inbound and outbound leads using frameworks like MEDDPICC. Leads are segmented and prioritized based on industry, business size, cybersecurity maturity, and urgency of need.

The ISR manages the entire sales process for transactional opportunitiesfrom discovery to closeespecially for the Confirm product line. They deliver tailored product demos and pricing proposals. They negotiate and close deals independently, especially for lower ACV or SaaS-based offerings.

The ISR understands cybersecurity needs across different customer profiles, including mid-market with limited IT resources and larger organizations with complex environments. They educate prospects on product value, deployment ease, and ROI. They serve as a trusted advisor to help customers navigate cybersecurity decisions.

The ISR maintains accurate and up-to-date records in CRM (e.g., Salesforce, HubSpot). They track opportunity positioning (MEDDPICC) stages, forecast revenue, and report on sales activities. They collaborate with VP Strategic Accounts in support of North America business, including collaboration on major/strategic accounts. They partner with marketing on campaigns and lead nurturing across segments. They provide feedback to product and marketing teams based on customer conversations. They coordinate with channel partners or MSPs when applicable.

The ISR has 1-3 years in an inside/outside sales or business development role, preferably in B2B SaaS or cybersecurity. They have exceptional verbal and written communication skills. They are able to research and tailor outreach to individual prospects. They have strong organizational skills and attention to detail. They have a proven ability to meet and exceed KPIs in a fast-paced environment. They are a self-starter with a positive attitude and a growth mindset. They are comfortable engaging senior-level decision-makers in large enterprises. They are eager to learn and grow within the sales organization. They are familiar with CRM software (e.g., Salesforce, HubSpot). They are proficient in sales engagement tools (e.g., Outreach, SalesLoft, or LinkedIn Sales Navigator).

$90,000/year to $140,000/year OTE + benefits + equity