Inbound Lead Management Qualification:
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Engage with a high volume of inbound leads from various marketing channels with speed and efficiency.
- Conduct thorough discovery calls to qualify leads, uncover prospect needs, pain points, and business objectives, effectively positioning our SaaS solution as the optimal answer.
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Manage and prioritize the inbound lead pipeline to consistently meet and exceed quarterly and annual sales quotas.
Full Sales Cycle Management:
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Own the entire sales cycle from initial inbound inquiry and qualification through product demonstration, proposal generation, negotiation, and deal closure.
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Deliver compelling and tailored product demonstrations (often virtually) that highlight the unique value and ROI of our platform for the North American audience.
Revenue Generation Quota Attainment:
- Consistently meet or exceed individual sales targets and contribute significantly to the teams overall revenue goals.
- Forecast sales accurately and maintain a healthy pipeline coverage.
- Identify upsell and cross-sell opportunities within newly acquired accounts post-initial sale.
Strategic Account Engagement:
- Develop and nurture strong, long-term relationships with prospects and key stakeholders, acting as a trusted advisor throughout the sales process.
- Navigate complex organizational structures and identify all relevant decision-makers and influencers.
- Understand the competitive landscape and articulate our differentiating factors effectively.
Collaboration Communication:
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Collaborate closely with the Marketing team to provide a tight feedback loop on lead quality and campaign effectiveness.
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Work with Sales Development, Product, and Customer Success teams to ensure a seamless prospect and customer experience.
- Maintain accurate and up-to-date records of all sales activities, pipeline, and customer information in the CRM system (e.g., Salesforce, HubSpot).
Continuous Learning Improvement:
- Stay abreast of industry trends, market developments, and competitor activities, particularly within the North American market.
- Continuously refine sales methodologies, product knowledge, and objection handling techniques.
- Actively participate in sales training, workshops, and coaching sessions.
Qualifications
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Proven Inbound Sales Success (3-7 years):
Demonstrated track record of consistently meeting or exceeding sales quotas in a B2B SaaS inbound sales environment, with significant experience selling to North American clients. -
Inbound Lead Conversion Expertise:
Skill in rapidly engaging, qualifying, and converting a high volume of marketing-qualified leads. -
Consultative Selling & Discovery:
Strong ability to conduct deep discovery, actively listen, understand complex business challenges, and articulate value-based solutions rather than just features. -
Compelling Presentation & Demonstration:
Exceptional ability to deliver engaging and tailored virtual product demonstrations and presentations that resonate with diverse North American audiences, including C-level executives. -
Objection Handling & Negotiation:
Proven skill in anticipating, addressing, and overcoming objections effectively, leading to successful negotiations and deal closures. -
Pipeline Management & Forecasting:
Strong proficiency in managing a sales pipeline, accurately forecasting revenue, and utilizing CRM tools (e.g., Salesforce, HubSpot) to track progress and report on performance. -
Communication Excellence:
Outstanding verbal and written communication skills in English, with a strong understanding of North American business etiquette and cultural nuances. -
Resilience & Persistence:
High level of tenacity and a positive attitude, with a strong drive to succeed in a target-driven environment. -
Self-Motivation & Autonomy:
Ability to work independently, manage time effectively, and take initiative to drive results without constant supervision, often during hours that align with the North American market. -
Adaptability & Learning Agility:
Quick learner, capable of adapting to new technologies, market changes, and evolving sales strategies. -
Tech Savvy:
Comfortable with SaaS platforms and proficient in using sales engagement tools (e.g., SalesLoft, Outreach.io), and CRM systems.
Desired Skills:
- Experience selling within specific industries relevant to the North American market (e.g., FinTech, HR Tech, Healthcare).
- Familiarity with specific sales methodologies (e.g., MEDDIC, Challenger Sale, SPIN Selling, Sandler).
- Strong analytical skills to identify trends and opportunities from sales data.
- Experience working in shifts aligned with North American time zones.
Educational Background:
