Inside Sales Representative

About the Role

Inside Sales Representative (ISR)

Key Responsibilities

Lead Qualification & Prospecting

• Qualify inbound leads and execute outbound outreach across verticals such as BFSI, healthcare, manufacturing, and IT/ITES.
• Create and manage leads through multiple channels:

• Upselling

  to existing accounts by identifying expansion opportunities.

• Cross-selling

  complementary cybersecurity solutions.

• Net New Logo

  acquisition through targeted outreach.

• Marketing-Generated Leads

  from campaigns, webinars, and digital channels.

• Apply BANT criteria to assess lead quality:

• Budget: Gauge financial readiness and procurement cycles.
• Authority: Identify and engage key decision-makers (CISOs, IT Heads, etc.).
• Need: Understand cybersecurity challenges and solution fit.
• Timeline: Determine urgency and project timelines.
• Use tools like LinkedIn Sales Navigator, ZoomInfo, and CRM platforms to build prospect lists.
• Build and refresh a

  weekly lead funnel

  to ensure consistent pipeline velocity.

Prospect Engagement & Nurturing

• Conduct discovery calls and virtual meetings to understand client needs.
• Deliver compelling messaging around cybersecurity offerings such as SIEM, endpoint protection, IAM, and cloud security.
• Maintain consistent follow-ups to move leads through the sales funnel.

Pipeline Management & Reporting

• Log all prospect interactions and update opportunity stages in CRM (e.g., Salesforce, HubSpot).
• Collaborate with field sales and pre-sales teams to hand off qualified leads.
• Track and report on KPIs such as lead conversion rates, opportunity creation, and revenue impact.

Required Skills & Qualifications

• Bachelor’s degree in Business, IT, or a related field; MBA is a plus.
• 5+ years of experience in inside sales or lead generation, with at least 2-3 years in cybersecurity/SAAS/Cloud sales.
• Strong understanding of cybersecurity technologies and buyer journeys.
• Excellent verbal and written communication skills.
• Proficiency with CRM and sales engagement tools.
• Self-motivated, organized, and able to thrive in a fast-paced, metrics-driven environment.

Preferred Attributes

• Familiarity with cybersecurity certifications (e.g., CISSP, CISM) or vendor-specific credentials (e.g., Antivirus/Cybersecurity).
• Prior experience working with MSSPs or global cybersecurity vendors.