Note: The job is a remote job and is open to candidates in USA. Capstone is an educational content company focused on improving learning experiences for children and educators. The Inside Sales Representative partners with Account Executives to execute territory coverage plans, generate pipeline, manage sales opportunities, develop customer relationships, and drive revenue growth. The role also supports strategic opportunities, account expansion, CRM operations, forecasting, and market engagement.
Responsibilities
- Execute territory coverage plans designed to maximize customer engagement and sales opportunities
- Prospect within assigned territories through phone, email, virtual meetings, and other outreach methods
- Identify and qualify new sales opportunities and customer needs
- Build and maintain a healthy sales pipeline to support territory revenue goals
- Generate appointments, demonstrations, and discovery meetings for strategic opportunities
- Own and manage mid-level sales opportunities
- Conduct product demonstrations and presentations aligned to customer needs
- Develop proposals, provide product recommendations, and respond to customer inquiries
- Advance qualified opportunities through the sales process to close revenue
- Maintain ownership of designated revenue targets and activity goals
- Expand customer relationships by identifying and engaging additional contacts, influencers, and buying-center stakeholders
- Support existing customers through upsell and cross-sell activities
- Increase territory penetration through proactive outreach and account development
- Maintain strong customer engagement throughout the sales cycle
- Partner with Account Executives to support enterprise and complex sales opportunities
- Assist with customer research, meeting preparation, follow-up, and opportunity progression
- Coordinate communication with multiple stakeholders throughout the buying process
- Help execute account plans and territory initiatives
- Maintain accurate customer and opportunity records within Salesforce and other systems
- Document activities, contacts, pipeline status, and next steps
- Support forecasting and pipeline reporting efforts
- Follow established sales processes and best practices
- Develop expertise in Capstone products, educational trends, and customer needs
- Stay informed on market conditions, competitive offerings, and industry developments
- Participate in webinars, trade shows, and customer-facing events as appropriate
Skills
- Proven ability to meet or exceed sales performance metrics
- Strong negotiation and business acumen
- Excellent forecasting and pipeline management skills
- CRM proficiency (Salesforce preferred)
- Strong presentation and communication skills
- Intermediate skills with Microsoft Office Suite (Word, Excel, PowerPoint)
- This position requires some travel – 5-10%
- At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa. To be considered for one of our roles, applicants must be authorized to work in the United States
- Bachelor's degree preferred in Business, Marketing, Education, or related field
- 2-5 years of sales, account management, customer success, or business development experience preferred
- Experience with outbound prospecting and pipeline development preferred
- Experience with AI assistant tools preferred
Benefits
- Hybrid work schedule of a minimum of 2 days per week in office; fully remote work may be considered.
- Opportunities for professional learning and development.
- This role is eligible for a sales commission plan.
Company Overview