Inside Sales Representative

Keyfactor, Inc. • Atlanta, GA

3d • Hybrid

About The Position

The Inside Sales Representative enhances lead generation efforts, provides guidance to junior team members, and optimizes outreach strategies. The role uses an Account-Based Experience (ABX) approach to identify, develop, and qualify new business opportunities within named and customer accounts, while coordinating with account directors, account executives, regional sales directors, and Customer Success.

The representative manages and closes smaller transactional opportunities, owning the sales cycle for small-ARR customer deals, and supports larger, more complex opportunities through research, stakeholder mapping, follow-up, and coordinated handoffs. The role also manages an assigned book of business and active pipeline, maintains CRM visibility and forecasting, and works toward pipeline and revenue quota targets.

This is a full-time, hybrid position based in Atlanta, Georgia. The role requires a bachelor's degree and experience in sales development or a related role, along with proficiency in CRM and sales enablement tools, marketing automation skills, and the ability to generate pipeline and close deals.

Requirements

• Bachelor’s degree in business, marketing, or a related field.
• Experience in sales development or related roles, with a proven track record of meeting or exceeding sales targets.
• Moderate proficiency in CRM systems and sales enablement tools.
• Skills in using marketing automation tools.
• Strong communication and interpersonal skills.
• Ability to strategize and implement lead generation plans.
• Strong understanding of Account-Based Experience (ABX) strategy.
• Moderate understanding and ability to manage both pipeline generation and deal-closing responsibilities.
• Strong discovery and qualification skills.
• Strong objection-handling and negotiation skills.
• Analytical mindset with the ability to interpret sales metrics and adjust tactics accordingly.
• Experience with account-based or multi-threaded selling approaches.

Responsibilities

• Use an ABX approach to identify, develop, and qualify new business opportunities within named and customer accounts.
• Align with Global and Strategic Account Directors on account penetration and pipeline development.
• Participate in strategic planning to identify target accounts and develop engagement tactics.
• Coordinate with Account Executives and Regional Sales Directors on strategic opportunities.
• Work with Customer Success to identify expansion signals and generate upsell pipeline.
• Participate in account planning and coordinated engagement strategies; align messaging and outreach across roles.
• Independently own and close smaller transactional deals while collaborating on larger, complex opportunities.
• Own the full sales cycle for transactional, small-ARR customer opportunities, including generating, advancing, and closing deals below defined ARR thresholds.
• Conduct discovery, position products, manage objections, and negotiate pricing and contracts.
• Issue quotes, build proposals, and manage deal execution through close.
• Partner with field or strategic sellers on opportunities that exceed defined thresholds or complexity.
• Support larger opportunities through research, stakeholder mapping, and follow-up execution.
• Participate in structured handoffs and joint calls to maintain continuity and deal progression.
• Manage and progress a book of business and active pipeline within assigned accounts or territory.
• Maintain accurate forecasting, deal tracking, and pipeline visibility in CRM.
• Prioritize opportunities based on deal size, complexity, and likelihood to close.
• Execute against pipeline and revenue quota targets.

Benefits

• Company-wide day off on the second Friday of each month, except November and December; subject to change.
• Comprehensive benefit coverage globally.
• Paid parental leave, with structure varying by region and government requirements.
• Adoption and fertility support.
• Competitive time off globally.
• Wellbeing resources, wellness allowance, free mindfulness app membership, and Wellness Wednesdays.
• Global Volunteer Day, company nonprofit matching, and three volunteer days off.
• Monthly talent development and cross-functional meetings to support professional development.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level