Inside Sales Representative - Marketplace Seller Acquisition

demandDrive • Waltham, MA

9d • $45,000 - $55,000

About The Position

demandDrive is a growth-focused go-to-market agency providing integrated sales, marketing, and revenue operations solutions to B2B organizations. The Inside Sales Representative will own the full sales cycle for demandDrive’s partnership with a leading global B2B marketplace, acquiring U.S. manufacturers, private-label brands, wholesalers, and e-commerce brands with U.S. inventory as paid annual members. This is a transactional, high-velocity, phone-forward closing role. The representative works from an assigned book of target sellers and additional lookalike accounts, recommends membership packages, presents the value and return on investment, closes annual memberships, and hands new members to the client’s onboarding team. Typical investments are approximately $3,500 to $15,000, with closes usually occurring within one or two meetings.

The role is suited to candidates with experience closing short-cycle, paid B2B deals over the phone with small and mid-sized business owners. Success requires strong discovery, the ability to explain ROI and seller economics, confidence asking for an upfront investment, disciplined CRM documentation, resilience, and a willingness to learn through ongoing coaching. The position offers exposure to different companies and industries, modern sales technology, professional development, and potential paths into sales, account management, recruiting, leadership, client services, and other areas.

Compensation includes a base salary of $45,000 to $55,000, uncapped commission on paid memberships, and accelerators for top performers. On-target earnings are $68,000 to $86,000 at 100% of quota; actual earnings depend on performance and may exceed OTE. Commission is paid monthly on memberships the client confirms as qualified. The work model is hybrid or remote depending on proximity to the Waltham, Massachusetts headquarters. Hybrid employees work 80% remotely and 20% onsite, with onsite work on Thursdays; remote candidates anywhere in the U.S. are welcome.

Requirements

• At least 1 year of inside sales experience closing paid, short-cycle B2B deals by phone with small and mid-sized business owners.
• A track record of securing upfront investments in the thousands of dollars in one or two calls and building an ROI case to support the investment.
• Comfort carrying a quota and tracking results.
• Working knowledge of how online and wholesale sellers make money, including marketplaces, bulk pricing, minimum order quantities, and reseller and distributor relationships.
• CRM discipline, including logging every customer touch, and ability to learn client-required tools quickly.
• Strong communication skills and ability to build trust with business owners, founders, and heads of sales.
• Confidence discussing ROI, margins, and order economics, asking for an investment, and handling objections.
• Curiosity and ability to ask thoughtful discovery questions about sellers' businesses.
• Competitive, goal-oriented, resilient, organized, collaborative, coachable, and comfortable learning new technology.

Nice To Haves

• Experience selling to Amazon, Shopify, Faire, Etsy, or other marketplace sellers.
• Experience in seller, supplier, or merchant acquisition at a B2B or wholesale marketplace, directory, or lead-generation platform.
• Experience selling to manufacturers, private-label brands, wholesalers, or distributors.
• Comfort discussing advertising spend, cost per click, and marketplace traffic.
• Familiarity with exporting, importing, or cross-border trade.
• Experience with high-volume calling in a fast-paced, metrics-driven sales team.
• Spanish or another second language.
• A bachelor's degree in business, sales, marketing, communications, or a related field.

Responsibilities

• Own the full sales cycle, including prospecting, discovery, platform demonstrations, ROI discussions, objection handling, closing, and handoff to the client's onboarding team.
• Work an assigned book of target sellers and identify lookalike accounts with the GTM team, primarily by phone and through email and other client-approved channels.
• Discover sellers' products, current sales channels, inventory, typical order sizes, and capacity to take on new wholesale accounts.
• Present live buyer demand for sellers' categories and examples of comparable U.S. sellers succeeding on the platform.
• Recommend appropriate membership packages and explain add-ons such as keyword advertising.
• Secure an upfront annual investment and guide sellers through signup and payment during the call.
• Address objections regarding upfront cost and ROI, overseas competition, platform trust, buyer discovery, and time to first inquiry or order.
• Record every call, email, and outcome on the same day in demandDrive's CRM and the client's CRM, maintaining a complete record of every seller contacted.
• Follow client brand and compliance rules for scripts, email templates, and claims about the platform.
• Meet or exceed targets for conversations, demonstrations, and paid memberships.
• Share seller feedback with demandDrive leadership and the client team to improve messaging, targeting, and call flows.
• Participate in ongoing coaching, training, and role-play.

Benefits

• Base salary of $45,000 to $55,000 plus uncapped commission and accelerators for top performers.
• On-target earnings of $68,000 to $86,000 at 100% of quota; actual earnings may exceed OTE.
• Health coverage, vision care, dental coverage, paid parental leave, life and disability insurance, and 401(k) matching.
• Paid time off, including 14 paid holidays.
• Internal growth opportunities and career development.
• Ongoing coaching and development.
• Company laptop, full tech stack, tools, and other resources provided by demandDrive.
• Team contests and competitions with rewards.
• Great work-life balance and a positive company culture.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed