Inside Sales Representative

Job Title: Inside Sales Representative

Position Overview

The Inside Sales Representative is responsible for driving revenue by managing, nurturing, and converting inbound and existing opportunities through consistent follow-up, CRM execution, and targeted communication. This role is heavily focused on inside sales activity including phone, email, and CRM-driven workflows, ensuring no opportunity falls through the cracks.

The ideal candidate is highly organized, proactive, and disciplined in follow-up, with a strong ability to manage a high volume of opportunities while supporting both sales and operational functions. This role plays a critical part in keeping the sales pipeline active, accurate, and consistently moving toward close.

Key Responsibilities

Lead Follow-Up & Opportunity Management

• Proactively follow up on inbound leads, existing bids, and open opportunities via phone, email, and CRM workflows
• Maintain consistent communication cadence with prospects to drive engagement and decision-making
• Execute structured follow-up sequences and campaigns to re-engage stalled opportunities
• Qualify leads and identify next steps to move deals forward efficiently
• Ensure all opportunities are actively progressing through the pipeline

CRM Execution & Pipeline Management

• Maintain accurate and up-to-date records of all communications, notes, and deal activity in CRM (Zoho)
• Manage task lists, reminders, and automated workflows to ensure consistent follow-up
• Monitor pipeline stages and proactively move deals forward based on activity and timelines
• Support reporting accuracy by maintaining clean and organized CRM data
• Assist in implementing and improving CRM workflows and automation

Client Communication & Relationship Support

• Serve as a consistent point of contact for clients during early and mid-stage sales processes
• Build rapport and maintain professional communication with contractors, builders, and clients
• Support outside sales and estimating teams by coordinating communication and follow-ups
• Help position the company as responsive, organized, and easy to work with

Marketing & Outreach Support

• Assist with email campaigns, outreach initiatives, and CRM-driven marketing efforts
• Execute follow-up campaigns tied to marketing initiatives and lead generation efforts
• Support database management, contact segmentation, and list organization
• Track engagement and help optimize outreach effectiveness

Operational & Sales Support

• Provide operational support to the sales and estimating teams as needed
• Assist with proposal coordination, document collection, and client communications
• Help ensure smooth handoff of closed deals to operations
• Support internal coordination between sales, estimating, and project teams
• Contribute to process improvements across sales and operations workflows

Key Performance Indicators (KPIs)

• Number of follow-ups per opportunity
• Speed to lead response time
• Pipeline movement and stage conversion rates
• Total revenue influenced and closed
• CRM data accuracy and hygiene
• Number of re-engaged or revived opportunities
• Email/phone outreach activity and engagement rates

Qualifications

• The right person is more important than the right experience
• 1–3+ years of inside sales, customer service, or sales support experience preferred
• Strong communication skills (phone, email, and written)
• Highly organized with strong attention to detail
• Experience using CRM systems preferred
• Ability to manage multiple opportunities and priorities simultaneously
• Self-starter with a proactive and disciplined follow-up mindset

Core Traits for Success

• Relentless follow-up and consistency
• High level of organization and task management
• Strong sense of urgency and ownership
• Process-driven and detail-oriented
• Professional, responsive, and team-oriented
• Comfortable working both in front and behind the scenes to drive results

Compensation Structure

• On Target Earnings (OTE): $85,000
• Competitive Base Salary + Commission Structure to achieve the OTE