Inside Sales Representative

Trilliant Incorporated; Cary (NC); Hybrid; USD 110,000 - 170,000; Full time

Benefits offered by this job

Comprehensive benefits

Insurance programs

Job summary

Trilliant Incorporated in Cary, NC is seeking an experienced Inside Sales Leader to build, lead, and scale our inside-sales function. This hands-on role drives revenue, pipeline development, and lead conversion while coordinating with Marketing, Field Sales, and Operations.

You will manage internal teams and external lead-generation partners, set performance metrics, and translate campaigns into measurable sales motions.

Qualifications

• 8+ years of progressive inside sales or sales leadership experience.
• Experience managing external lead-generation vendors.
• Strong understanding of B2B sales cycles, pipeline management.
• Experience partnering with Marketing on campaigns and funnel performance.
• Familiarity with CRM systems and sales analytics tools.
• Experience in utility, energy, technology, or infrastructure industries.
• Bachelor's degree required; advanced degree a plus.

Responsibilities

• Own inside-sales revenue targets and drive consistent achievement of pipeline and bookings goals.
• Develop and execute inside-sales strategies across residential and commercial segments.
• Partner with Marketing to define lead qualification criteria, handoff processes, and funnel stages.
• Translate marketing campaigns into actionable sales motions that drive pipeline growth.
• Manage relationships with external lead-generation firms and measure ROI.
• Establish sales processes, playbooks, and best practices for consistency and scalability.
• Foster a performance-driven culture focused on accountability, collaboration, and continuous improvement.
• Collaborate with Regional Sales, Operations and Customer Service to ensure a seamless customer experience.

Skills

Inside sales leadership

Revenue growth

CRM proficiency

Pipeline management

Stakeholder management

B2B sales

Education

Bachelor’s degree

Tools

Salesforce

Sales analytics tools

Job description

Trilliant offers a universal communications platform that is at the convergence of the smart grid, smart city, and global Industrial Internet of Things (IIoT) applications. We bring together multi-technology solutions, global capabilities, and mission-critical communications to deliver future-proof solutions.

We are a device-agnostic, integrated, multi-technology communication platform that provides flexibility to balance technological capabilities with economic needs. Trilliant is committed to best-in-class solutions that empower our customers and their customers to connect to the world of things

We are an equal-opportunity employer offering comprehensive benefits and compensation packages with a selection of insurance programs. We have dynamic and collaborative work environments with some of the brightest employees in the world. We invest in people and provide opportunities for our employees to grow hand in hand with our business.

Job Description:

We are seeking an experienced and results‑driven Inside Sales Leader to build, lead, and scale our inside‑sales function. This role is accountable for revenue generation, sales pipeline development, and lead conversion, working closely with Marketing, Field Sales, and Operations to ensure a predictable and high‑quality sales funnel.

The Inside Sales Leader will manage internal sales resources as well as external lead‑generation partners, ensuring alignment to revenue goals, target markets, and customer acquisition strategies. This is a hands‑on leadership role that blends strategy, execution, and team development.

Position Responsibilities:

Sales Strategy & Revenue Generation

• Own inside‑sales revenue targets and drive consistent achievement of pipeline and bookings goals.
• Develop and execute inside‑sales strategies that support company growth objectives across residential and commercial customer segments.
• Establish clear performance metrics for pipeline creation, conversion rates, and deal velocity.

Pipeline Development & Demand Generation

• Partner closely with Marketing to define lead qualification criteria, handoff processes, and funnel stages.
• Translate marketing campaigns and programs into actionable sales motions that drive measurable pipeline growth.
• Continuously evaluate pipeline health, forecast accuracy, and conversion performance, recommending adjustments as needed.

External Lead‑Generation Management

• Manage relationships with external lead‑generation firms, including scope definition, performance expectations, and ROI measurement.
• Ensure external partners are aligned to target customer profiles, messaging, and compliance requirements.
• Monitor lead quality, follow‑up effectiveness, and conversion outcomes, taking corrective action when necessary.
• Establish sales processes, playbooks, and best practices to ensure consistency and scalability.
• Foster a performance‑driven culture focused on accountability, collaboration, and continuous improvement.

Cross‑Functional Collaboration

• Work closely with Regional Sales to align on territory coverage, deal ownership, and handoff processes.
• Collaborate with Operations and Customer Service to ensure a seamless customer experience from initial engagement through onboarding.
• Provide feedback to Marketing and Product teams based on customer insights and sales outcomes.

Reporting, Forecasting & Tools

• Own pipeline reporting, forecasting, and CRM data integrity.
• Analyze sales performance data to identify trends, risks, and opportunities.
• Recommend improvements to sales tools, systems, and processes to enhance productivity and effectiveness.

Position Requirement:

• 8+ years of progressive experience in inside sales or sales leadership, with demonstrated success driving revenue growth.
• Proven experience managing external lead‑generation vendors and optimizing lead‑to‑revenue conversion.
• Strong understanding of B2B sales cycles, pipeline management, and demand‑generation models. Experience partnering with Marketing to align campaigns, messaging, and funnel performance.
• Working knowledge of CRM systems and sales analytics tools.
• Excellent leadership, communication, and stakeholder‑management skills.
• Experience in utility, energy, technology, or infrastructure‑related industries.
• Familiarity with solution‑based or consultative selling models.

Educations/Certifications:

• Bachelor’s degree required; advanced degree a plus.

Trilliant Values:

PASSIONATE- We find the right solutions for customers and exceed their expectations.

ACCOUNTABLE- We work smart and tackle problems with urgency to get the job done.

CONFIDENT- We look to the future and partner with each other to deliver world-class solutions.

ENERGIZED- We are excited and support the growth and direction of Trilliant.