Inside Sales Specialist

Role Overview:

Inside Sales Specialist with proven experience in enterprise ERP sales

senior decision-makers, including C-suite executives, department heads, and enterprise stakeholders

Key Responsibilities:

Lead Qualification & Engagement

• Engage with inbound leads promptly via phone and email, conducting discovery calls to assess enterprise ERP fit.
• Identify business needs, decision-making structures, and budget timelines to qualify leads.
• Advanced qualified opportunities to Sales Accepted Leads (SALs) for seamless handover to the sales team.

Strategic Outbound Outreach

• Execute targeted cold calling and emailing to reach key stakeholders, including C-level executives, IT heads, and business unit leaders within large enterprises.
• Develop outreach strategies aligned with vertical-specific challenges relevant to ERP.
• Consistently achieve outreach KPIs (calls, emails, meetings booked) to support pipeline growth.

Pipeline Ownership & Follow-through

• Ensure structured follow-ups on all MQLs, using multi-channel cadences to avoid lead drop-off.
• Track movement from SAL to SQL and support sales with context-rich handoffs.
• Identify delays or friction in the lead funnel and work with marketing to optimize conversion paths.

CRM & Reporting Excellence

• Maintain clean and accurate lead data within HubSpot CRM, capturing all touchpoints and interactions.
• Deliver weekly reports on outreach performance, lead progression, and quality metrics.
• Highlight insights and patterns to inform future campaigns or content alignment.

Cross-functional Alignment & Enablement

• Serve as a vital connector between marketing and sales by providing field intelligence and campaign feedback.
• Collaborate in the development of sales enablement tools, templates, and talk tracks.
• Contribute to the ongoing refinement of inside sales processes to improve efficiency and help meet revenue targets.

Ideal Candidate Profile:

• 45 years of inside sales or sales development experience, mainly in ERP or enterprise technology solutions.
• Proven success engaging senior decision-makers (CIOs, CFOs, CTOs, Heads of Operations) in large organizations.
• Deep understanding of ERP sales cycles, including multi-touch engagement and long conversion timelines.
• Highly skilled in cold calling, consultative discovery, objection handling, and qualifying for complex needs.
• Proficient with CRM tools (especially HubSpot) and committed to maintaining structured, data-driven workflows.
• Strong communication and listening skills, with the ability to ask intelligent questions and tailor conversations.
• Self-motivated, process-oriented, and capable of working across teams to drive revenue outcomes.