Inside Accounts Manager

Role & responsibilities

AI Product

Primary Responsibilities:

Lead Qualification & Routing:

• Respond to inbound demo requests and "talk to sales" form fills within 5 minutes
• Score and prioritize leads based on product usage data, company size, and buying signals
• Conduct discovery calls to understand use cases and identify expansion opportunities
• Route enterprise-level opportunities to Account Executives appropriately

Product-Led Sales Motion:

• Monitor user activation metrics and reach out to high-intent trial users
• Conduct product demos that build on what prospects have already discovered
• Help users understand advanced features and use cases they haven't explored
• Remove technical or process barriers preventing conversion to paid plans

Customer Expansion:

• Identify upgrade opportunities for existing customers showing usage growth
• Facilitate plan changes, seat additions, and feature upgrades
• Collaborate with Customer Success to prevent churn during expansion conversations
• Upsell complementary products or higher-tier plans based on usage patterns

Revenue Generation:

• Own monthly/quarterly revenue targets for inbound and expansion pipeline
• Manage sales cycle from initial contact through contract signature
• Negotiate pricing within established parameters and discount approval processes
• Maintain accurate forecasting in CRM with stage progression and close probability

Market Intelligence:

• Gather competitive intelligence from prospect conversations
• Provide feedback to Product team on common user pain points and feature requests
• Share insights on pricing objections and market positioning with Marketing
• Document common use cases and success stories for future sales enablement

Preferred candidate profile

Strong product knowledge

• Data interpretation skills to understand user behavior and usage patterns
• Consultative selling approach rather than aggressive closing tactics
• CRM proficiency (Salesforce, HubSpot) and sales engagement tools
• Understanding of

  SaaS metrics, pricing models, and buying processes

• Excellent written/verbal communication for both technical and business audiences

• Must be willing to work in U.S. time zone [6 30 PM to 3 30 AM IST]

Success Metrics:

• Monthly Recurring Revenue (MRR) added from

  new customers

  and expansions
• Lead response time and conversion rates from trial to paid
• Average deal size and sales cycle length
• Pipeline coverage ratio and forecast accuracy
• Product adoption rates for customers you've converted