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Key Responsibilities and Required Skills for Digital Sales Representative

💰 $45,000 - $85,000

SalesDigital SalesInside SalesE-commerceB2BRemote

🎯 Role Definition

The Digital Sales Representative is responsible for driving revenue and customer acquisition through online channels by qualifying leads, conducting virtual demos, negotiating contracts, and closing deals. This role blends digital prospecting, consultative selling, and strong CRM discipline to grow pipeline and meet monthly and quarterly sales targets. The ideal candidate is comfortable with multi-channel outreach (email, phone, social), uses analytics to optimize conversion rates, and collaborates closely with marketing, customer success, and product teams to deliver a frictionless buyer experience.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Inside Sales Representative or Sales Development Representative (SDR)
  • Customer Success Associate or Account Coordinator
  • Retail Sales Associate or E-commerce Customer Support

Advancement To:

  • Senior Digital Sales Representative / Account Executive
  • Key Account Manager or Strategic Account Executive
  • Sales Manager / Team Lead — Digital Sales
  • Head of Digital Channels / Director of Digital Sales

Lateral Moves:

  • Business Development Representative (BDR)
  • Digital Marketing Specialist (lead gen focus)
  • Product Specialist or Solutions Consultant

Core Responsibilities

Primary Functions

  • Proactively source, qualify and convert inbound and outbound digital leads using email outreach, social selling (LinkedIn Sales Navigator), phone calls, and marketing-qualified leads to achieve monthly and quarterly quota targets.
  • Maintain and manage a dynamic sales pipeline in CRM (Salesforce, HubSpot, or similar), ensuring all activities, next steps, forecasting data, and deal stages are accurate and updated in real time.
  • Conduct engaging product demonstrations and virtual presentations tailored to prospective customer needs, highlighting value propositions, ROI, and product differentiators for digital buyers.
  • Develop customized proposals, pricing quotes, and contract terms in collaboration with sales operations and legal, and negotiate to close deals while protecting margin and company terms.
  • Execute a structured sales process that includes discovery, needs analysis, objection handling, proposal delivery, negotiation, and closing with a focus on consultative selling and solution alignment.
  • Build and nurture long-term customer relationships through regular follow-ups, upsell and cross-sell strategies, and handoffs to customer success to ensure smooth onboarding and retention.
  • Collaborate with marketing to optimize lead nurturing campaigns, landing pages, content offers, and cadence strategies that increase lead-to-opportunity conversion rates and lower cost-per-acquisition.
  • Use analytics and sales performance dashboards (Google Analytics, CRM dashboards) to monitor conversion metrics, identify bottlenecks in the funnel, and propose data-driven process improvements.
  • Execute targeted account-based selling tactics for high-value accounts, coordinate multi-touch outreach, and manage stakeholder mapping for complex B2B purchase decisions.
  • Manage a high volume of daily outreach (cold calls, personalized emails, social touches) while maintaining quality conversations and adhering to GDPR/CCPA and other compliance guidelines.
  • Collaborate with product and engineering teams to communicate customer feedback, feature requests, competitive intelligence, and market insights that inform the product roadmap.
  • Prepare accurate sales forecasts, weekly pipeline reviews, and territory plans; present results and action plans to sales leadership and participate in quarterly business reviews.
  • Facilitate pilot programs, proofs-of-concept (POCs), and trials by coordinating internal resources, defining success criteria, and tracking pilot conversions to paid accounts.
  • Support pricing strategy by collecting competitive intel, identifying discounting risks, and escalating complex pricing situations to sales enablement and management.
  • Assist in the creation and delivery of sales enablement content — case studies, battle cards, playbooks, email templates, and demo scripts — to accelerate ramp time and improve win rates.
  • Maintain expert-level product knowledge and industry vertical expertise to provide consultative advice, tailor pitches, and position offerings against competitive alternatives.
  • Conduct win/loss analyses to capture lessons learned, share best practices with peers, and refine messaging, outreach sequences, and objection-handling techniques.
  • Manage renewals and subscription upsells for assigned accounts where applicable, ensuring continuity of service and maximizing customer lifetime value.
  • Represent the company in virtual events, webinars, and industry conferences to generate demand, nurture leads, and expand professional networks in target markets.
  • Optimize digital sales workflows by integrating sales tools (calendar schedulers, e-signature platforms, CPQ systems, and marketing automation) to reduce friction and speed up deal velocity.
  • Monitor and follow internal SLA with marketing and lead response time targets to ensure rapid follow-up on high-intent inbound signals and minimize lead decay.
  • Mentor junior sales team members, share playbook improvements, and contribute to recruitment and onboarding activities to scale the digital sales function.

Secondary Functions

  • Support ad-hoc competitive research and market segmentation projects that inform targeting and messaging strategies.
  • Contribute to A/B tests for email subject lines, outreach cadences, and landing page copy to incrementally improve conversion metrics.
  • Participate in cross-functional planning sessions with marketing, product, and customer success to align go-to-market strategies and launch plans.
  • Assist sales operations with CRM data hygiene, lead routing rules, and workflow automation to maintain a clean, actionable database.
  • Provide customer usage feedback and churn risk indicators to retention teams and support renewal strategies.
  • Help design commission and incentive structures by providing field insights on what drives behavior and closes deals.
  • Participate in weekly pipeline reviews and coach peers on deal strategy and prioritization for high-value opportunities.
  • Coordinate logistics for customer references, case study development, and reference calls as needed to support the sales process.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM proficiency: Salesforce, HubSpot, or similar (pipeline management, reporting, lead scoring).
  • Digital prospecting tools: LinkedIn Sales Navigator, Outreach, SalesLoft, or similar cadence platforms.
  • Experience delivering live product demos via Zoom, Google Meet, or other web conferencing tools.
  • Familiarity with marketing automation platforms: Marketo, Pardot, HubSpot Marketing, or Mailchimp.
  • Analytics & reporting: Google Analytics basics, CRM reporting, and pipeline forecasting.
  • E-commerce/channel knowledge: Shopify, Magento, WooCommerce, or experience selling digital subscriptions and SaaS.
  • Quoting and e-signature tools: CPQ, DocuSign, PandaDoc, or similar platforms for proposals and contract management.
  • Ability to read and interpret basic sales KPIs: conversion rates, ARPA/ACV, LTV, churn, CAC.
  • Comfortable using spreadsheets for tracking and modeling (Excel or Google Sheets).
  • Basic understanding of digital marketing channels (PPC, SEO, content, email) to collaborate with demand-gen teams.

Soft Skills

  • Strong consultative selling and active listening skills to uncover customer needs and align solutions to business outcomes.
  • Excellent written communication for personalized outreach, proposals, and follow-up messaging.
  • Resilience and persistence in outbound prospecting with a data-informed approach to improving outreach effectiveness.
  • Time management and prioritization to balance inbound leads, outbound prospecting, and pipeline nurturing.
  • Negotiation and closing skills with focus on value-based selling and win-win outcomes.
  • Empathy and customer-centric mindset to build trust and long-term relationships.
  • Collaborative team player who partners effectively with marketing, product, customer success, and operations.
  • Problem-solving and creative thinking to overcome objections and design tailored pilot or implementation plans.
  • Adaptability in a fast-paced, shifting digital environment and comfort with continuous learning.
  • Results-oriented mindset with accountability for targets and a track record of meeting or exceeding quotas.

Education & Experience

Educational Background

Minimum Education:

  • High school diploma or equivalent; strong emphasis on demonstrable sales performance and digital channel experience.

Preferred Education:

  • Bachelor's degree in Business, Marketing, Communications, Information Systems, or related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing / Digital Marketing
  • Communications
  • Sales / Commercial Management
  • E-commerce / Retail Management

Experience Requirements

Typical Experience Range:

  • 1–4 years of direct sales experience with at least 1 year focused on digital channels, inside sales, or SaaS/e-commerce selling.

Preferred:

  • 2–5+ years of experience in B2B or B2C digital sales, with proven quota attainment, CRM ownership, and experience closing deals end-to-end.
  • Prior experience working with cross-functional GTM teams, managing complex pipelines, and presenting to executive-level stakeholders.
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