Inside Sales Representative

Kenya
Permanent
Full-time

3 days ago
Apply easily

Job Title: Inside Sales RepresentativePosition Type: Full-Time, RemoteWorking Hours: U.S. client business hours (aligned with prospect time zones and sales team schedules)About the Role:Our client is seeking an Inside Sales Representative (ISR) to manage the end-to-end sales process remotely — from prospecting and qualifying leads to running demos and closing deals. This role requires strong communication, relationship-building, and pipeline management skills. The ISR is responsible for achieving revenue targets while maintaining a consultative, solutions-focused sales approach.Responsibilities:Lead Management & Qualification:

Respond to inbound leads from marketing campaigns, websites, and referrals.
Proactively prospect outbound leads via email, phone, and LinkedIn.
Qualify opportunities using frameworks such as BANT, SPIN, or MEDDIC.

Sales Process Execution:

Conduct discovery calls and virtual demos with decision-makers.
Present value propositions tailored to prospect needs and industry.
Handle objections and build trust with stakeholders.
Negotiate pricing and terms within approved guidelines.

Pipeline Management:

Maintain accurate records in CRM (Salesforce, HubSpot, Zoho).
Track opportunities through each sales stage, ensuring follow-ups are timely.
Update forecasts and report on progress toward quota.

Collaboration:

Work closely with marketing to provide feedback on lead quality and campaign results.
Partner with sales engineers or solutions consultants for technical demos when required.
Collaborate with account managers to ensure smooth handoff of closed accounts.

Continuous Improvement:

Stay updated on product features, competitor offerings, and market trends.
Refine sales pitches and discovery questions based on client interactions.

What Makes You a Perfect Fit:

Confident, persuasive communicator with strong listening skills.
Comfortable running full-cycle remote sales (prospecting → qualification → close).
Resilient and goal-oriented, with a track record of hitting or exceeding quota.
Consultative approach — balancing persistence with professionalism.

Required Experience & Skills (Minimum):

2+ years inside sales or business development experience.
Familiarity with CRMs (Salesforce, HubSpot, Zoho) and sales engagement tools (Outreach, SalesLoft).
Proven track record of meeting sales quotas.
Strong written, verbal, and virtual presentation skills.

Ideal Experience & Skills:

Experience selling SaaS, marketing services, or professional services.
Exposure to SMB or mid-market sales cycles (average deal size $5k–$50k).
Familiarity with Challenger, SPIN, or MEDDIC sales methodologies.
Background in consultative, solution-based selling.

What Does a Typical Day Look Like?An Inside Sales Rep’s day revolves around managing pipelines and closing deals remotely. You will:

Start the day reviewing your pipeline, following up with open opportunities.
Make outbound calls and emails, responding to inbound inquiries quickly.
Run discovery calls and virtual demos, tailoring presentations to prospect needs.
Update CRM records with notes, opportunity stage, and next steps.
Collaborate with marketing and sales leadership on pipeline strategy and feedback.
End the day reviewing metrics, preparing forecasts, and planning tomorrow’s outreach.

In essence: you are responsible for driving revenue remotely by converting leads into customers through a structured, consultative sales process.Key Metrics for Success (KPIs):

Quota attainment (monthly/quarterly revenue).
Conversion rate from lead → opportunity → closed deal.
Number of discovery calls and demos completed.
Average sales cycle length and deal size.
CRM hygiene: 100% of opportunities updated accurately.

Interview Process: * Initial Phone Screen

Video Interview with Pavago Recruiter
Practical Task (e.g., roleplay a discovery call with objections, or draft a sales email sequence for a sample lead)
Client Interview with Sales Leadership
Offer & Background Verification

Pavago