Description
Inside Sales Representative (ISR)
Reports To: President
Position Summary
The Inside Sales Representative (ISR) is responsible for driving revenue growth through proactive outbound sales activity, lead generation, and account development. This role focuses on building relationships, identifying opportunities, and supporting National Account Managers by expanding pipeline and accelerating deal flow.
The ISR is highly activity-driven, with performance measured by outbound call volume, qualified opportunities created, and revenue contribution.
Key Responsibilities
Outbound Sales & Prospecting
Execute daily outbound call campaigns to generate new business opportunities
Prospect target accounts, re-engage dormant customers, and follow up on inbound leads
Qualify prospects and identify decision-makers, needs, and buying timelines
Schedule meetings and hand off qualified opportunities to National Account Managers
Pipeline Development
Build and maintain a strong pipeline of qualified opportunities
Track all activities, notes, and next steps in NetSuite CRM
Consistently meet or exceed outbound activity and pipeline creation quotas
Account Support
Support National Account Managers in managing and growing key accounts
Assist with quoting, follow-ups, customer communication & tradeshows
Identify upsell and cross-sell opportunities within existing accounts
Customer Engagement
Deliver an efficient, professional, consultative sales experience
Clearly communicate product value propositions and differentiators
Handle objections and position solutions effectively
Reporting & Metrics
Maintain accurate activity tracking and reporting
Monitor personal performance against KPIs and adjust approach as needed
Performance Metrics (KPIs)
Daily/weekly outbound call volume (50–100+ calls/day)
Conversations/connection rate
Qualified meetings or opportunities set
Pipeline value created
Revenue influenced or closed (where applicable)
CRM data accuracy and activity logging
Qualifications
1–3+ years of inside sales, BDR/SDR, or customer-facing experience
Strong phone presence and excellent verbal and written communication skills
Proven ability to meet or exceed activity-based quotas
Experience with CRM systems, sales tools, and Microsoft Suite
Self-motivated, disciplined, and goal-oriented
High attention to detail with the ability to manage multiple projects at one time
Excellent time management and highly organized
Ability to travel as needed (up to 25%)
Preferred
Bachelor’s degree in Business, Marketing, Communications, or related field
Equipment rental/supplier industry knowledge
Familiarity with construction projects and phases of construction
Bilingual
Core Competencies
Activity Discipline: Consistent execution of outbound call targets
Resilience: Comfortable with rejection and high-volume outreach
Curiosity: Asks strong discovery questions
Organization: Manages pipeline and follow-ups effectively
Collaboration: Works closely with National Account Managers
Compensation Structure
Base salary + commission/bonus structure
Business travel reimbursement
Health, dental, and vision insurance
Paid time off and holidays
401(k) plan (if applicable)
ESOP – Be an owner, not just an employee
Requirements
1–3+ years of inside sales, BDR/SDR, or customer-facing experience
Strong phone presence and excellent verbal and written communication skills
Proven ability to meet or exceed activity-based quotas
Experience with CRM systems, sales tools, and Microsoft Suite
Self-motivated, disciplined, and goal-oriented
High attention to detail with the ability to manage multiple projects at one time
Excellent time management and highly organized
Ability to travel as needed (up to 25%)
