Job Description

Inside Sales Representative (ISR) – Full-Cycle B2B & SaaS Sales | Remote

Position Type: Full-Time, Remote
Working Hours: U.S. Client Business Hours — aligned with prospect time zones

About the Role

At Pavago, one of our clients is hiring an Inside Sales Representative (ISR) to own the full remote sales cycle — from prospecting and lead qualification through discovery, product demos, negotiation, and closing.

This is a true revenue-generating sales role, not a lead handoff position.

You’ll own:

• Prospecting
• Lead qualification
• Discovery calls
• Product demos
• Follow-ups
• Objection handling
• Closing
• Pipeline management

If you’re competitive, consultative, comfortable with outbound sales, and motivated by quotas and revenue targets, this role is a strong fit.

What You’ll Own

Prospecting & Lead Generation

Respond quickly to inbound opportunities from:

• Marketing campaigns
• Website inquiries
• Referrals

Proactively generate outbound opportunities through:

• LinkedIn
• Cold calling
• Email outreach
• CRM prospecting

Research accounts and decision-makers before outreach and personalize messaging based on the prospect’s industry, business needs, and pain points.

Discovery & Qualification

Run structured discovery calls with prospects and decision-makers.

Use qualification and sales methodologies such as:

• BANT
• SPIN
• MEDDIC
• Challenger

You’ll:

• Identify business challenges and pain points
• Understand buying intent and priorities
• Qualify opportunities
• Uncover decision-making criteria
• Position solutions around prospect needs
• Handle objections confidently and professionally

Product Demos & Sales Presentations

Conduct virtual product demonstrations and sales presentations.

Clearly communicate:

• Product/service value
• Relevant use cases
• Business impact
• ROI
• Differentiators

Tailor each conversation to the prospect instead of relying on generic presentations.

Negotiation & Closing

Own opportunities through the final stages of the sales process.

You’ll:

• Follow up consistently
• Address objections
• Send proposals
• Negotiate pricing and terms within approved guidelines
• Move opportunities toward close
• Convert qualified prospects into customers

After closing, ensure a smooth handoff to onboarding, Customer Success, or Account Management.

CRM & Pipeline Management

Maintain accurate records in platforms such as:

• Salesforce
• HubSpot
• Zoho CRM

Track:

• Opportunity stages
• Prospect interactions
• Follow-ups
• Next steps
• Forecasts
• Deal progression

Maintain strong pipeline hygiene and ensure opportunities never go stale due to missed follow-ups.

Sales & Marketing Collaboration

Work closely with:

• Sales leadership
• Marketing
• Solutions consultants
• Account Managers
• Customer Success teams

Provide feedback on:

• Lead quality
• Prospect objections
• Messaging
• Competitors
• Market insights
• Conversion barriers

Use performance data and prospect feedback to continuously improve outreach, discovery, and closing strategies.

What Makes You a Strong Fit

You:

• Are confident speaking with decision-makers
• Can prospect and close rather than only handling one stage of the funnel
• Are comfortable with cold outreach
• Run structured, consultative discovery conversations
• Handle objections without becoming overly aggressive
• Know how to communicate value and ROI
• Follow up consistently
• Maintain an organized pipeline
• Are motivated by quotas, revenue, and measurable performance
• Can independently manage a remote sales cycle

Required Experience & Skills

• 2+ years of experience in:
• Inside Sales
• SDR / BDR
• Business Development
• Full-cycle sales
• Proven experience managing a remote sales cycle
• Track record of hitting or exceeding sales quotas
• Experience with:
• Prospecting
• Cold calling
• Discovery
• Product demos
• Objection handling
• Negotiation
• Closing
• Experience with CRMs such as:
• Salesforce
• HubSpot
• Zoho
• Familiarity with sales engagement platforms such as:
• Outreach
• Salesloft
• Apollo
• Strong virtual presentation skills
• Excellent written and verbal English communication
• Strong pipeline management and follow-up discipline
• Ability to work U.S. business hours

Nice to Have

Experience selling:

• SaaS
• B2B solutions
• Marketing services
• Professional services

Experience selling into:

• SMBs
• Mid-market companies

Familiarity with:

• SPIN Selling
• MEDDIC
• Challenger
• BANT

Experience with longer, relationship-driven, or consultative B2B sales cycles is also valuable.

What a Typical Day Looks Like

You might:

• Review your pipeline and prioritize active opportunities
• Respond quickly to new inbound leads
• Prospect through phone, email, and LinkedIn
• Conduct discovery calls
• Deliver virtual demos and presentations
• Follow up with active opportunities
• Handle objections and send proposals
• Negotiate and close deals
• Update CRM records and forecasts
• Collaborate with sales leadership on pipeline progress
• Review KPIs and improve conversion performance

In short: You generate revenue by taking prospects from initial conversation through qualification, discovery, demo, negotiation, and close.

Key Metrics for Success

• Monthly and quarterly quota attainment
• Closed revenue
• Lead-to-opportunity conversion rate
• Opportunity-to-close conversion rate
• Discovery calls completed
• Product demos completed
• Average deal size
• Pipeline velocity
• Sales cycle length
• Forecast accuracy
• CRM accuracy and pipeline hygiene

Why This Role Stands Out

• Full ownership of the sales cycle
• Direct impact on company revenue
• Strong earning and performance potential
• Exposure to modern B2B sales systems
• Opportunity to strengthen:
• Prospecting
• Discovery
• Consultative selling
• Negotiation
• Closing
• Pipeline management
• Fully remote environment
• Career growth into:
• Senior ISR
• Account Executive
• Senior Account Executive
• Sales Manager
• Revenue Leadership

Interview Process

1. Initial Phone Screen
2. Spark Hire Intro Video
3. Video Interview with Pavago Recruiter
4. Practical Sales Task – Discovery Call / Email Sequence
5. Client Interview with Sales Leadership
6. Offer & Background Verification

Apply Now

If you:

• Enjoy prospecting and closing deals
• Are confident running discovery calls and demos
• Know how to handle objections and communicate value
• Thrive in quota-driven B2B sales environments
• Want full ownership of your pipeline and revenue results

We’d love to hear from you.

Apply now and take ownership of the complete sales journey — from first conversation to closed deal.

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