Inside Sales Representative - Fuels & Lubricants

Anova

About The Position

Join us on the Sales team as an Inside Sales Representative, and help shape the future of safer, more efficient, and more reliable operations across the globe. Start your journey with Anova today! You'll own the entire customer journey for independent and regional customers: finding and closing new accounts, getting them live and seeing value, growing them over time, and renewing them. You'll turn Anova's IIoT tank-monitoring data into a clear business case for owners and leadership teams. You'll work closely with Customer Service Reps and Field Installers on installation and support, with Sales Engineers and Customer Success Managers supporting as needed. Success in this role is measured by new customers won, growth within your accounts, customer satisfaction, and renewal and retention.

Requirements

Bachelor's degree or equivalent combination of education and professional experience
3+ years of B2B sales experience in a quota-carrying role, with a track record of consistently meeting or exceeding quota
Experience managing a full sales cycle from prospecting through close
Experience with value-based, consultative selling and presenting ROI-driven business cases to owners and executive-level decision makers
Experience negotiating and finalizing contract terms and pricing
Strong working knowledge of a modern CRM (e.g., Salesforce, HubSpot, Microsoft Dynamics) for pipeline and forecast management
Comfort learning and explaining technical products, including hardware and cloud-based software platform

Nice To Haves

Experience selling into the Fuels & Lubricants industries
Experience in fields tied to inventory, logistics, or asset management, such as supply chain or distribution
Experience in IIoT, industrial technology, SaaS, or telemetry and monitoring solutions
Experience with customer onboarding, training, account management, or renewals in addition to new business
Familiarity with ERP systems or software integration

Responsibilities

Own the full sales cycle for Rest of Market prospects and customers in the Fuels & Lubricants industries, from first conversation through close, onboarding, expansion, and renewal
Land new logos by sourcing your own prospects, working inbound leads, and partnering with Business Development Representatives (BDRs) to qualify and accept handoffs
Lead executive-level discovery and value-based presentations that connect Anova's IIoT tank-monitoring and telemetry capabilities to each prospect's inventory, logistics, and asset-utilization challenges, and quantify the ROI they'll gain
Scope solutions, run product demonstrations, and remove technical barriers to closing, partnering with Sales Engineers as needed
Negotiate and finalize pricing and contract terms, complete order details, and hand off smoothly to deployment
Lead onboarding and deployment: define success criteria, identify key contacts at each location, configure location-based reporting, set customers up in the platform, and track installation progress with the installation team
Lead customer training, including training the customer's designated trainer on installation, partnering with Customer Success Managers as needed
Integrate tank monitoring with customers' ERP systems, from reviewing compatibility requirements through training users
Hold regular health check-ins to resolve open issues and configure platform reporting, and serve as the escalation point when Customer Service Reps need support on Tier 1 installation or technical issues
Grow accounts by assessing performance against industry benchmarks, developing internal advocates, introducing value-added products, and bringing in Sales Engineers on expansion opportunities as needed
Build renewal plans beginning 6 months before contract end, flag risks early, and secure renewal terms ahead of forecast, including moving customers to longer-term agreements where it makes sense
Build and manage an accurate pipeline and forecast, and keep opportunity and account data current in Salesforce
Maintain deep expertise in Anova's IIoT product portfolio, the competitive landscape, and Fuels & Lubricants industry best practices