Senior Inside Sales

We are seeking a Senior Inside Sales Specialist to lead B2B lead generation, prospect engagement, qualification, and sales pipeline development. This role focuses on outbound email campaigns, including building and managing independent email infrastructure, and leveraging AI-assisted prospecting workflows. Additionally, the position involves multichannel outreach through LinkedIn and other platforms to nurture leads, qualify opportunities, and advance them through the sales funnel. Collaboration with Marketing, Sales, and Business Units is essential to support business development across InfoTech’s target markets and solutions.

Key Responsibilities

- Research and identify target organizations, accounts, and key decision-makers within defined industries and markets.
- Manage outbound email campaigns end-to-end, including running mass email campaigns via Salesforce and independently handling email infrastructure such as domains, IPs, SMTP/relay setup, authentication, warm-up, and deliverability monitoring.
- Develop and operate AI or agent-enabled workflows to scale prospecting efforts, personalize outreach at scale, and accelerate outbound execution.
- Execute multichannel prospecting strategies across email, LinkedIn/Sales Navigator, and other channels to generate new B2B leads.
- Engage prospects through tailored messaging on email, LinkedIn connections/InMail, and structured follow-ups.
- Qualify leads using established frameworks like BANT and support their progression through MQL, SAL, and SQL stages.
- Conduct discovery calls to assess lead fit before transitioning them to the sales team.
- Maintain a robust prospect pipeline through consistent outreach, follow-ups, and lead nurturing.
- Coordinate the handover of qualified leads to Sales and Business Unit teams and monitor progress post-handover.
- Keep CRM data accurate and up-to-date, including accounts, contacts, leads, and opportunities.
- Support pre-event prospecting and meeting generation for conferences and exhibitions, followed by structured post-event lead follow-up.
- Assist the Marketing team with campaign execution, outreach content, event support, and other marketing activities as needed.
- Identify new prospecting channels, target accounts, and lead-generation opportunities.
- Track outreach activities, response and engagement rates, lead generation, qualification, conversions, and pipeline contributions.
- Prepare regular reports on prospecting activities and pipeline performance.
- Collaborate closely with Marketing and Sales to align target audiences, messaging, campaigns, and outreach priorities.
- Ensure timely follow-ups, accurate reporting, and compliance with lead-management processes and targets.

Required Qualifications

- Bachelor’s degree in Business Administration, Marketing, or a related field.
- 3–5 years of experience in B2B inside sales, lead generation, business development, or a similar role.
- Proven expertise with Salesforce for email marketing, including campaign building, automation, list management, and performance reporting.
- Hands-on experience building and managing outbound email infrastructure independently, covering domains, IPs, SMTP/relay setup, authentication, warm-up, reputation, and deliverability monitoring.
- Experience with AI or agent-enabled go-to-market (GTM) and sales automation, including designing or orchestrating workflows to scale prospecting, personalization, and outbound execution.
- Proficiency in multichannel outreach, with working knowledge of LinkedIn/Sales Navigator for targeted prospecting.
- Ability to identify and engage senior business and technology decision-makers effectively.
- Solid understanding of B2B sales funnels, including MQLs, SALs, SQLs, and qualification frameworks such as BANT.
- Experience using CRM platforms for managing prospect and pipeline data.
- Strong written and verbal communication skills, with the ability to conduct effective discovery calls.
- Excellent research, analytical, reporting, and organizational skills.
- Demonstrated ability to meet defined lead-generation, qualification, and conversion targets.
- Capacity to independently manage prospecting activities, follow-ups, and multiple target markets/accounts.
- Willingness to support marketing initiatives such as campaigns, content creation, and event participation alongside core sales responsibilities.

Tools & Technical Skills

- Salesforce email marketing tools, including campaign builder, automation journeys, list segmentation, and email performance analytics.
- Independent management of outbound email infrastructure, including domain and IP procurement, SMTP server configuration, authentication setup, warm-up processes, and ongoing reputation/deliverability monitoring.
- AI or agent-enabled GTM and sales automation platforms for building workflows that enhance prospect research, personalization, and outbound execution.
- Multichannel outreach tools and tactics for curated campaigns beyond email.
- Proficient use of LinkedIn/Sales Navigator for prospecting and lead generation.

This role offers the opportunity to work at the intersection of sales and marketing, leveraging advanced technology to drive business growth in a dynamic B2B environment.