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Key Responsibilities and Required Skills for Internal Sales Executive

💰 $40,000 - $65,000

SalesInside SalesB2BSaaSAccount Management

🎯 Role Definition

We are seeking a results-driven Internal Sales Executive (also known as Inside Sales Executive) responsible for converting inbound leads and proactively prospecting target accounts to drive revenue, accelerate pipeline, and deliver exceptional customer experiences. This role will own day-to-day outbound outreach, lead qualification, demo scheduling handoffs, pricing and proposal preparation for small to mid-market opportunities, and close collaborative execution with field sales and customer success teams. Success in this role is measured by quota attainment, pipeline velocity, lead-to-opportunity conversion, and retention of newly onboarded accounts.

Key target keywords: internal sales executive, inside sales, B2B sales, lead qualification, pipeline management, Salesforce, quota attainment, cross-sell, upsell, appointment setting.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Inside Sales Representative / Sales Development Representative (SDR)
  • Customer Service or Account Coordinator with sales exposure
  • Business Development Representative focused on lead generation

Advancement To:

  • Senior Inside Sales Executive / Senior Account Executive
  • Field Account Executive / Outside Sales Representative
  • Sales Manager / Team Lead (Inside Sales)
  • Account Manager or Renewals Manager (for customer retention focus)

Lateral Moves:

  • Customer Success Manager
  • Product Specialist / Solutions Consultant
  • Sales Operations or Revenue Operations Analyst

Core Responsibilities

Primary Functions

  • Proactively manage a high-volume daily cadence of outbound calls, emails, and LinkedIn outreach to targeted B2B accounts to generate qualified opportunities and accelerate pipeline; achieve or exceed weekly activity and conversion KPIs.
  • Serve as the primary point of contact for inbound leads from marketing campaigns, website forms, and partner referrals; qualify leads using BANT/CHAMP/MEDDIC frameworks and convert them into Sales Accepted Leads (SALs).
  • Conduct consultative discovery conversations to understand customer pain points, business drivers, decision-making process, and budget to recommend appropriate product or service solutions.
  • Prepare and present tailored quotes, proposals, and pricing options for prospects; negotiate terms within approved parameters and escalate complex pricing to Sales Managers to close deals efficiently.
  • Schedule and hand off product demos and discovery meetings to field sales or solutions consultants; ensure smooth knowledge transfer and follow-up to maintain momentum through the funnel.
  • Manage and update all prospect and opportunity records in the CRM (Salesforce, HubSpot or similar) in real time, including activity logs, next steps, deal stage progression, and forecast accuracy.
  • Execute targeted account penetration strategies: identify cross-sell and upsell opportunities within existing accounts and coordinate outreach with Customer Success to maximize Customer Lifetime Value (CLTV).
  • Meet or exceed monthly and quarterly revenue quotas, pipeline generation targets, lead-to-opportunity conversion rates, and average deal size KPIs as defined by sales leadership.
  • Conduct research and mapping of customer organizations (org charts, key stakeholders, buying committees) to identify champions and decision makers for faster deal cycles.
  • Run renewal and upgrade conversations for smaller accounts or collaborate with Renewals team to retain revenue; proactively address churn risk factors and present retention offers when appropriate.
  • Use data-driven selling techniques: analyze pipeline reports, conversion metrics, and sales enablement dashboards to refine messaging, prioritization, and outreach sequences.
  • Execute targeted outbound campaigns for product launches, promotions, and seasonal initiatives in partnership with Marketing and Demand Generation teams.
  • Follow established SLAs for response times on inbound leads and customer inquiries; ensure response within target windows to protect lead conversion rates.
  • Collaborate with Sales Operations to maintain clean CRM data, support territory management, and contribute to weekly and monthly sales forecasting activities.
  • Provide qualified feedback to Product, Marketing, and Pricing teams on competitor positioning, recurring customer objections, and feature requests to influence roadmap and go-to-market strategies.
  • Close transactional deals independently for SMB and mid-market accounts and manage the full sales cycle for assigned segments, from lead to contract signature.
  • Prepare and deliver timely sales reports and pipeline summaries to Sales Managers; participate in weekly pipeline reviews and 1:1 coaching sessions to drive continuous improvement.
  • Maintain up-to-date knowledge of the product portfolio, pricing model, integrations, and service-level offerings to articulate value and differentiate from competitors.
  • Coach and mentor junior inside-sales colleagues on objection handling, CRM best practices, and qualification techniques when serving as a senior contributor.
  • Coordinate with Legal and Finance for contract approvals, discount requests, and billing clarifications to ensure timely deal closure and accurate revenue recognition.
  • Maintain disciplined follow-up routines to re-engage stale opportunities, resurrect churned prospects, and re-qualify leads based on changing business needs or product updates.
  • Track and optimize Average Sales Cycle and Sales Velocity for assigned segments through process improvements and disciplined sales execution.
  • Represent the sales organization at trade shows, webinars, and account-focused events when required to support pipeline generation and brand awareness.

Secondary Functions

  • Support ad-hoc data requests and exploratory data analysis.
  • Contribute to the organization's data strategy and roadmap.
  • Collaborate with business units to translate data needs into engineering requirements.
  • Participate in sprint planning and agile ceremonies within the data engineering team.
  • Assist Marketing with lead-scoring calibration by providing frontline insight into lead quality and campaign effectiveness.
  • Participate in product beta programs and customer feedback sessions; act as a product advocate internally to accelerate feature adoption.
  • Help build and curate sales playbooks, email templates, objection-handling scripts, and case studies for scaling inside-sales best practices.
  • Deliver ad-hoc reports to Revenue Operations to aid in quarterly planning, commission calculations, and territory realignment.

Required Skills & Competencies

Hard Skills (Technical)

  • Demonstrated proficiency with CRM platforms (Salesforce strongly preferred; HubSpot, Microsoft Dynamics experience acceptable) including opportunity management, tasks, and reporting.
  • Experience with sales engagement platforms and automation tools (SalesLoft, Outreach, Apollo) to manage cadence, sequencing, and analytics.
  • Strong familiarity with pipeline and forecast management, quota attainment workflows, and commission structures.
  • Competence with Google Workspace or Microsoft Office (Excel pivot tables, VLOOKUPs for basic pipeline analysis).
  • Experience preparing quotes and proposals using CPQ tools or quoting templates (e.g., Salesforce CPQ, PandaDoc, or similar).
  • Ability to use sales intelligence and research tools (LinkedIn Sales Navigator, ZoomInfo, DiscoverOrg) for account mapping and contact discovery.
  • Basic knowledge of SaaS pricing models, subscription billing, and renewal mechanics, including ARR, MRR, and churn metrics.
  • Comfortable with virtual selling tools and demo platforms (Zoom, Teams, Gong/Chorus for call recording and coaching).
  • Familiarity with inbound marketing and lead-scoring models; ability to interpret marketing campaign reports and attribution.
  • Ability to produce sales reports, dashboards, and actionable insights using BI tools or CRM reporting features (Tableau, Looker, Salesforce Reports).

Soft Skills

  • Strong consultative selling and active listening skills with the ability to ask high-impact questions and uncover business drivers.
  • Exceptional verbal communication and persuasive written communication for email outreach and proposal development.
  • High degree of organization, time management, and ability to multi-task in a fast-paced quota-driven environment.
  • Resilience and persistence with a growth mindset; comfortable with frequent rejection and iterative improvement.
  • Team-oriented collaborator who partners effectively with Field Sales, Marketing, CS, Product, and Finance.
  • Analytical thinker who uses data to prioritize accounts, optimize outreach, and improve conversion rates.
  • Problem-solving orientation with a bias for action and a customer-first approach to resolving issues.
  • Strong attention to detail, particularly when managing contract terms, pricing exceptions, and CRM data hygiene.
  • Adaptability to changing product, pricing, and market conditions while maintaining consistent execution.
  • Coachable and open to feedback; committed to continuous learning and professional development.

Education & Experience

Educational Background

Minimum Education:

  • High School Diploma or equivalent.

Preferred Education:

  • Bachelor's degree in Business Administration, Marketing, Communications, Sales, or related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Sales & Negotiation
  • Communications
  • Economics
  • Information Systems (for SaaS/product familiarity)

Experience Requirements

Typical Experience Range:

  • 1 to 4 years in inside sales, inside account management, or sales development roles; experience in B2B or SaaS preferred.

Preferred:

  • 3+ years of demonstrated quota-carrying inside sales or full-cycle sales experience with documented quota attainment.
  • Experience working with CRM systems (Salesforce preferred) and sales engagement platforms.
  • Proven track record in handling outbound prospecting, lead qualification, and closing transactional deals in SMB to mid-market segments.
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