The Inside Sales Representative is a key driver of demand generation and early-stage pipeline acceleration. This role combines data driven lead qualification, targeted outbound prospecting, and coordinated sales motion execution to surface high propensity opportunities for subject matter experts (SMEs) and engagement teams. Success in this role requires precision in lead assessment, proficiency with sales intelligence tools, and the ability to convert early buyer interest into scheduled revenue generating conversations.

Key Responsibilities

Inbound Lead Qualification

- Respond to inbound inquiries and Marketing Qualified Leads (MQLs) within defined SLAs to maximize conversion potential.
- Apply structured qualification frameworks (e.g., BANT, MEDDICC‑aligned criteria, or GT‑defined scoring models) to evaluate fit, buying intent, and sales readiness.
- Ensure compliant, timely handoff of qualified leads through established workflows.
- Responsible for accurately tracking outreach, qualification outcomes, buyer insights, and next steps in the CRM to support pipeline visibility and effective sales handoffs.

Targeted Outbound & Prospect Activation

- Execute structured outbound sequences to re‑engage dormant accounts, activate colder prospects, and penetrate whitespace segments.
- Develop personalized outreach using buyer signal insights, industry triggers, persona aligned messaging, and account level research.
- Leverage intelligence platforms (ZoomInfo, Sales Navigator, intent tools, CRM analytics) to identify target contacts, prioritize accounts, and optimize outreach timing.




- Test and refine outbound messaging based on response patterns, conversion trends, and campaign performance data.

Meeting Generation & Sales Motion Enablement

- Secure qualified introductory calls, discovery sessions, or solution‑oriented meetings with decision makers and influencers.
- Provide SMEs with clear, structured pre‑call briefs including context, pain points, engagement history, and recommended next steps.
- Track meeting outcomes, capture action items, and ensure downstream follow‑up occurs within SLA.
- Maintain ownership of early‑stage pipeline momentum until successfully transitioned to sales or delivery teams.

Data Integrity, Analytics & Reporting

- Maintain complete, accurate contact and account data within the CRM, ensuring all touchpoints, dispositions, and qualification notes are documented.
- Monitor and log outreach velocity, sequence performance, connect rates, and conversion outcomes.
- Ability to work closely with Sales and Sales Excellence to apply lead qualification criteria, use approved messaging, and hand off opportunities with the information needed to move deals forward.




- Contribute to continuous improvement by identifying patterns in lead quality, ICP alignment, and lead‑routing effectiveness.

Collaboration & Cross‑Functional Alignment

- Partner with Sales Excellence to refine lead‑scoring models, strengthen MQL definitions, and improve campaign‑to‑sales feedback loops.
- Collaborate with Sales Excellence and Revenue Operations to optimize workflows, enhance dashboards, and standardize qualification practices.
- Participate in cross‑functional performance reviews, pipeline working sessions, and process‑enhancement initiatives.

Qualifications

- +5 years of experience in inside sales, SDR/BDR, business development, or a similar client‑facing role within a B2B environment.
- Comfortable crafting and executing professional written outreach, including concise, personalized emails and LinkedIn messages used in inbound follow‑up and outbound prospecting motions.
- Strong verbal communication skills, with the ability to clearly articulate value propositions during live conversations and discovery calls across diverse industries and buyer personas.
- Comfortable managing both warm inbound conversations and colder outbound prospecting motions.
- Experience using CRM systems (MS Dynamics or equivalent), sales engagement platforms, and sales intelligence tools.
- Highly organized, detail‑oriented, and capable of executing multiple prospecting motions concurrently.
- Analytical mindset with ability to interpret buyer signals and adjust outreach strategies accordingly.

📌 Inside Sales Representative (México)
🏢 Auxis
📍 México