Inside Sales Representative – London Full Time

Function: (DEAI HV) EMEA Sales

Requisition ID: R01036548

Role Overview

The Inside Sales Representative (ISR) is responsible for engaging, and qualifying potential customers for the sales organisation.

This role focuses on outbound and inbound prospecting, building early-stage relationships, and creating qualified sales meetings/opportunities for Account Managers (AMs).

The ISR is the first human touchpoint for many prospects and plays a critical role in pipeline generation and revenue growth.

Key Responsibilities

Prospecting & Outreach

• Conduct high-volume outbound prospecting via phone, email, LinkedIn, and other digital channels
• Respond to and qualify inbound leads from marketing campaigns, events, and website enquiries
• Research target accounts to identify key decision-makers and influencers
• Personalise outreach based on prospect industry, role, and pain points

Lead Qualification

• Qualify prospects using frameworks – BANT or MEDDICC
• Identify customer challenges, business objectives, budget awareness, and buying timelines
• Determine fit for company products or services
• Disqualify leads that do not meet minimum criteria

Meeting & Opportunity Creation

• Schedule discovery meetings, demos, or introductory calls for AMs
• Clearly articulate the company’s value proposition in simple, compelling terms
• Ensure smooth handoff of qualified meetings to sales team with accurate notes

CRM & Process Management

• Maintain accurate and up-to-date records in SalesLoft and Salesforce
• Track activity metrics including calls, emails and meetings booked
• Follow defined sales processes and outreach cadences via SalesLoft

Collaboration & Learning

• Work closely with Sales, Marketing, and Channel teams, including Distribution and Partners
• Participate in ongoing product, industry, and sales training
• Provide feedback to marketing on lead quality and messaging effectiveness

Required Skills & Qualifications

Experience & Education

• 0–2+ years of experience in sales, telesales, customer service, or business development
• Experience in technology, SaaS, cloud, cybersecurity, or IT services preferred
• Bachelor’s degree preferred but not required

Core Skills

• Strong verbal and written communication skills
• Confidence making cold calls and handling objections
• Ability to quickly understand and explain technical concepts at a business level
• High level of resilience, persistence, and coachability
• Strong time management and organisational skills

Tools & Technology

• CRM systems (Salesforce, HubSpot, Zoho, etc.)
• Sales engagement tools (Outreach, Lusha, Zoominfo, etc.)
• LinkedIn Sales Navigator and other prospecting tools

Key Performance Indicators (KPIs)

• Number of outbound activities (calls, emails, touches)
• Meetings or demos booked per month
• Conversion rate from meeting to opportunity

Career Progression

This role is often the first step toward advancement into:

• Account Manager
• Global Account Manager
• Customer Success Manager
• Pre Sales Engineer (with technical aptitude)