Inside Sales Representative

Infomedia

About the Role

The Inside Sales Representative (ISR) is responsible for driving sales activity within an assigned territory or customer segment through proactive outbound engagement, lead qualification, pipeline development, and closing assigned sales opportunities. The ISR is measured on revenue/ARR, pipeline generation, sales activity, and achievement of assigned targets. The role has two primary orientations: New Business (identifying and converting new customer opportunities) and Expansion Business (growing commercial value within existing installed accounts). The ISR owns assigned opportunities through qualification, product demonstration, proposal, and close, and partners with the Account Executive, Customer Success Manager, and other teams when opportunities require broader commercial or technical support.

Key Responsibilities

• Grow annual revenue in the assigned territory or customer segment in line with individual annual and quarterly targets, contributing to the company's five-year growth plan.
• Deliver effective product demonstrations, prospect and develop new customers through high volume outbound calling, email and other targeted outreach.
• Identify and qualify new customers and expansion opportunities into the sales pipeline.
• Manage inbound and outbound leads and assigned sales opportunities using LinkedIn, marketing campaigns, customer data, and other approved resources.
• Qualify leads from the Customer Success Manager (CSM), marketing, Account Executives, and other sources. Responsible for timely follow-up, qualification, progression, and closing of opportunities within the defined inside sales scope.
• Provide regular updates on performance, pipeline, conversion, and business development activity.
• Manage all assigned sales opportunities using the agreed sales process and sales methodology.
• Log and progress all qualified opportunities in Salesforce through all stages of the sales cycle.
• Work together with other teams, including Account Executives, Implementation, Training, Customer Success, and Marketing, and provide all information needed for an effective customer handoff.
• Plan and conduct high-quality proactive outbound contact with prospects, leads, and existing customers by phone, email, and other approved channels.
• Plan and execute sales activity with the broader team in the region, ensuring alignment on priorities, campaigns, and customer opportunities.
• Maintain a qualified pipeline at the required coverage ratio and provide accurate weekly forecasts for assigned opportunities.
• Manage and update Salesforce records, ensuring lead data, activity, opportunity stages, and customer information are accurate and up to date at all times.
• Partner with the Account Executive and Solution Engineer (SE) when an opportunity requires complex pricing, technical demonstration, proof of concept, RFP response, or broader commercial support. Remain accountable for a clear and timely handoff.
• Build and maintain strong relationships with prospects and customers at the appropriate level for the assigned account segment.
• Support broader sales and marketing initiatives to increase brand awareness, customer engagement, pipeline, and client base.
• Collaborate with internal teams, including Account Executives, Implementation Consultants (IC), SEs, Product Management, Customer Success, and Marketing, to ensure customer needs are understood and supported.
• Be a positive representative of Infomedia and its brand within every customer and market interaction.
• Conduct all sales activities with the highest level of professionalism and integrity.
• Collaborate with the Technology Team and sales leadership to ensure sales activity aligns with Infomedia's cybersecurity capabilities and clients' security requirements.
• Manage all customer and prospect information in compliance with relevant data protection laws and internal Infomedia policies.

Requirements & Tech Stack

• Experience managing leads, pipeline, and sales activity using a CRM system, preferably Salesforce.
• Confidence in the use of online tools for research, prospecting, and customer engagement.
• High attention to detail and a commitment to maintaining the confidentiality and integrity of customer and prospect data.
• Ability to articulate the importance of security and privacy in a sales context and to address or appropriately escalate related customer queries.
• Ability to occasionally work outside of office hours, primarily to communicate with colleagues or customers in regions other than that which you are locally based.
• Ability to travel within your sales region periodically, as required.

Qualifications

• Sales experience in a B2B SaaS, technology, inside sales, or customer-facing commercial environment, with demonstrated success against activity, pipeline, or revenue targets.
• High volume outbound call center experience.
• Training or experience in SaaS sales processes and methodologies is preferred.
• Ability to qualify opportunities rigorously and progress them through a structured sales process.
• Confidence engaging with customers and prospects by phone, email, video, and other digital channels.
• Strong commercial instinct: ability to understand customer needs, position value, handle objections, and close assigned opportunities without unnecessary discounting.
• Ability to recognize when an opportunity requires Account Executive, Solution Engineer, or leadership support and to coordinate an effective handoff.
• Excellent organisational skills and ability to manage a high volume of leads, activities, and opportunities simultaneously.
• Excellent written and verbal English language skills, plus local market language skills.
• Automotive or adjacent industry experience is advantageous but not mandatory.
• Confidence in proactive prospecting and customer interaction via email, phone calls, and virtual meetings.
• High degree of accuracy and attention to detail.
• Excellent organisational, follow-up, and recordkeeping skills.
• Ability to work under pressure, to clear targets, and to deadlines.
• Ability to work independently and as part of a team.
• Strong administration skills, personal discipline, and consistent follow-through.
• High sales drive and motivation to achieve and exceed targets.
• Collaborative by nature: works effectively with Account Executives, CSMs, SEs, Marketing, and internal teams rather than operating independently.
• Commercially curious: understands the customer's business problem and positions solutions against business outcomes, not product features.
• Proactive and persistent: comfortable initiating contact, following up consistently, and creating momentum with prospects and customers.
• Able to represent Infomedia professionally and positively.
• Polite, clear, and articulate communicator with technical and non-technical audiences.
• Respectful to others. Acts with integrity.
• Enjoy picking up the phone, are energized by business that did not exist yesterday and know how to stay motivated.