Inside Sales Representative

Key Responsibilities

1. ICP Definition & Market Mapping

Collaborate with sales leadership to refine and maintain the Ideal Customer Profile

(ICP).

Identify high-potential industries, use cases, and target segments.

Map target accounts to understand maturity, business priorities, and opportunity areas.

2. Strategic Account Research

Conduct deep research on target accounts: business model, priorities, buying centers, and technology landscape.

Build and maintain stakeholder maps across target organizations.

Prepare concise account briefs to support outreach, meetings, and proposals.

3. Consultative Lead Generation

Understand our services well enough to map offerings to client pain points.

Craft value-led, personalized outreach campaigns (email, LinkedIn, phone, video).

Engage prospects with insight-driven conversations that establish credibility early.

Create qualified opportunities with the right personas and buying committees.

4. Campaign Execution & Pipeline Support

Execute targeted account-based campaigns not mass marketing.

Drive consistent generation of high-quality meetings and early-stage opportunities.

Maintain disciplined CRM hygiene and follow structured workflows for reporting.

5. Cross-Functional Collaboration

Work closely with sales, presales, and marketing to align messaging and positioning.

Provide market feedback and prospect insights to improve GTM plays.

Support preparation for demos, workshops, and proposals as needed.

What Success Looks Like

A steady flow of strategically aligned, well-qualified opportunities.

High-quality stakeholder and account research that elevates outreach and meetings.

Strong alignment between ICP, messaging, and market engagement.

Improved efficiency and repeatability in our GTM motions.

Outreach based on insight and value — not generic templates or high-volume calling.

Required Skills & Experience

3–6 years of experience in Business Development, SDR/BDR roles, consulting, or

similar strategic research-driven positions.

Strong understanding of consultative, value-based selling.

Excellent research and synthesis skills — ability to quickly understand accounts and stakeholders.

Strong written communication for personalized outreach.

Experience with CRM tools (HubSpot, Salesforce, etc.).

High ownership, discipline, and ability to operate independently.

Nice-to-Have

Experience in AI, analytics, digital transformation, or technology services.

Exposure to account-based marketing or enterprise GTM environments.

Familiarity with enterprise org structures and B2B buying committees.

Why This Role Matters

This role is central to building our next-generation GTM engine. You will help us target the right accounts, craft the right narratives, and build a predictable, high-quality pipeline. The work you do will directly shape our strategic growth and position us to win in competitive markets.