General Purpose:
The Senior Inside Sales Representative is responsible for qualifying inbound leads and generating outbound pipeline within the Mid‑Market and SMB segments. This role owns the full sales cycle for assigned opportunities and supports new logo acquisition and early account expansion, primarily through remote engagement. As a Sr. individual contributor, this role reflects a greater level of relevant experience and carries a higher quota. Following the first year of ownership, accounts transition to the Commercial Account Executive team for ongoing management.
Direct Reports: No
Essential Duties and Responsibilities:
- Own inbound lead management for Mid‑Market and SMB direct segments, as well as outbound prospecting into Mid‑Market accounts.
- Qualify inbound leads, create opportunities in CRM, and advance prospects through the sales pipeline.
- Conduct outbound prospecting activities to generate additional pipeline within assigned segments.
- Run the full opportunity lifecycle, including discovery, solution positioning, quoting, proposal development, negotiation, and close.
- Collaborate with Solution Architects and Overlay teams to design fit‑for‑purpose solutions and quantify expected outcomes.
- Deliver a strong customer buying experience while closing profitable deals.
- Maintain accurate and up‑to‑date CRM data, including pipeline, forecasts, and detailed opportunity notes.
- Provide clear and concise opportunity handoff documentation to the appropriate Account Management after close.
- Serve as a resource for less experienced ISR team members, sharing best practices in qualification, discovery, and deal strategy.
Other Responsibilities:
- Own new logo motion for inbound and outbound Mid‑Market accounts and inbound SMB accounts.
- Route larger or more complex inbound opportunities to the appropriate Business Development Executive as needed.
- Transition account ownership to the appropriate Commercial Account Executive after the first year.
- Partner with implementation and support teams to support successful onboarding and early customer success.
- Stay informed on product offerings, value messaging, and competitive positioning.
Required Qualifications:
- Bachelor's degree in Business, Communications, Marketing, or related field preferred; equivalent experience acceptable.
- 5+ years of experience in inside sales, lead qualification, or B2B customer engagement roles, with a demonstrated track record of consistent quota attainment.
- Experience working with high‑volume inbound leads and outbound prospecting in a sales environment.
- Professional experience within the Managed Service Provider (MSP) industry is required.
- Strong qualification, discovery, and closing skills
- Ability to manage multiple opportunities simultaneously with strong organization
- Strong communication skills (written and verbal)
Preferred Qualifications:
- Experience in Mid-Market and/or SMB sales environments
- Experience with both inbound and outbound prospecting motions
- Prior telecom, technology, SaaS, or managed services experience preferred but not required.
- Familiarity with structured sales processes and playbooks
- Strong experience with CRM tools (Salesforce preferred)
TPx is an Equal Opportunity / Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex (including pregnancy, childbirth, breast-feeding and related medical conditions), sexual orientation, gender identity, gender expression, national origin or ancestry, age, mental or physical disability (including medical condition), military or veteran status, political preference, marital status, citizenship, genetic information or other status protected by law or regulation.
We are committed to providing reasonable accommodations for qualified individuals with disabilities. If you need assistance or an accommodation, please let us know during the application process.
#LI-Remote
Req: #26-0108
5+ years inside sales or B2B customer engagement experience with quota attainment; MSP industry experience required; strong qualification, discovery, and closing skills; CRM proficiency; bachelor's degree preferred.
Key Responsibilities
- qualifying inbound leads
- generating outbound pipeline
- closing sales
Skills & Tools
Salesforce, CRM
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
About TPx Communications
A communications provider offering managed services and technology solutions. — Industry: Information Technology