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. The position also 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 end-to-end outbound email campaigns using Salesforce and independently maintain email infrastructure, including domain procurement, IP management, SMTP/relay setup, authentication, warm-up processes, and deliverability monitoring.
- Develop and operate AI or agent-enabled workflows to scale prospecting efforts, personalize outreach, and accelerate outbound execution.
- Execute multichannel prospecting strategies across email, LinkedIn/Sales Navigator, and other platforms to generate new B2B leads.
- Engage prospects through tailored messaging via email, LinkedIn connections/InMail, and structured follow-ups.
- Qualify leads using frameworks such as BANT and support their progression through MQL, SAL, and SQL stages.
- Conduct discovery calls to assess lead fit before transferring to the sales team.
- Maintain a healthy prospect pipeline through consistent outreach, follow-up, and lead nurturing.
- Coordinate qualified lead handover to Sales and Business Unit teams and monitor progress post-handover.
- Keep CRM data accurate and current for accounts, contacts, leads, and opportunities.
- Support pre-event prospecting and meeting generation for conferences and exhibitions, followed by structured post-event 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 activity, response rates, lead qualification, conversions, and pipeline contributions.
- Prepare regular reports on prospecting activity 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 adherence to 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, and deliverability monitoring—beyond reliance on platforms like Salesforce or HubSpot.
- Experience with AI or agent-enabled go-to-market (GTM) and sales automation, including creating or orchestrating workflows to scale prospecting and personalize outreach.
- Skilled in multichannel outreach with working knowledge of LinkedIn/Sales Navigator for targeted prospecting.
- Ability to identify and engage senior business and technology decision-makers.
- Strong understanding of B2B sales funnels, including MQL, SAL, SQL stages, and qualification frameworks such as BANT.
- Proficient in CRM usage and managing prospect and pipeline data.
- Excellent written and verbal communication skills, with the ability to conduct effective discovery calls.
- Strong research, analytical, reporting, and organizational skills.
- Ability to meet defined lead-generation, qualification, and conversion targets independently.
- Comfortable managing prospecting activities, follow-ups, and multiple target markets/accounts simultaneously.
- Willingness to support marketing activities such as campaigns, content creation, and event participation alongside core sales responsibilities.

Tools & Technical Skills

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

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