Inside Sales Representative

Security 101; Richmond (VA); On-site; USD 55,000 - 60,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Prescription coverage

Life Insurance

Disability insurance

401(k) match

Paid holidays

PTO

Job summary

Security 101 is seeking an Inside Sales Representative to generate qualified pipeline by engaging prospective customers and existing accounts through outbound prospecting and targeted campaigns. Working with Marketing and the field sales team, you will execute ABM initiatives, nurture buyers, and identify cross-sell opportunities across our installed base within a US regional focus.

This full-time, non-exempt role offers a salary of $55,000–$60,000 plus a comprehensive benefits package and

Qualifications

• 1–3 years in business development, inside sales, or lead generation.
• Excellent communication and organizational skills.
• Comfortable with high-volume outbound prospecting.
• Experience with CRM platforms; HubSpot preferred.
• Experience in electronic security, physical security, SaaS, or B2B sales preferred.

Responsibilities

• Identify and engage new prospective customers through outbound calling, email, LinkedIn, and digital prospecting.
• Generate qualified appointments and opportunities for outside sales.
• Research target accounts, decision makers, and buying centers.
• Maintain consistent prospecting activity to achieve pipeline goals.
• Conduct proactive outreach to existing customers to uncover cross-sell, upsell, refresh, service, and managed services opportunities.
• Partner with Marketing to execute ABM follow-up, webinar follow-up, event follow-up, digital campaigns, target account campaigns, vertical initiatives, product launches, and territory sales plays.
• Specialize in assigned vertical markets as needed.
• Schedule qualified discovery meetings and document customer intelligence in CRM.
• Collaborate with Marketing and Sales to improve campaigns and messaging.

Skills

Excellent communication

Organizational skills

High-volume outbound prospecting

CRM experience (HubSpot preferred)

Education

Bachelor's degree or equivalent experience

Tools

HubSpot

Job description

Security 101 is seeking an Inside Sales Representative responsible for generating qualified pipeline by engaging prospective customers, existing accounts, and marketing-generated leads through strategic outbound prospecting and data-driven sales campaigns. Operating primarily within HubSpot, this role executes targeted sales plays, nurtures prospective buyers, supports Account-Based Marketing (ABM) initiatives, and identifies cross-sell and upsell opportunities across Security 101's installed customer base. Working in close partnership with Marketing and the field sales organization, the Inside Sales Representative plays a critical role in converting demand into revenue opportunities and accelerating company growth.

Salary and Benefits:

This is a Full-time position with an annual salary of $55,000-$60,000 non-exempt, commensurate with skills, and experience. Our benefits include medical, dental, vision, prescription coverage, life and disability insurance, 401(k) match plan, paid holidays, PTO and more.

Key Responsibilities:

• Identify and engage new prospective customers through outbound calling, email, LinkedIn, and digital prospecting.
• Generate qualified appointments and opportunities for outside sales.
• Research target accounts, decision makers, and buying centers.
• Maintain consistent prospecting activity to achieve pipeline goals.
• Conduct proactive outreach to existing customers to uncover cross-sell, upsell, refresh, service, and managed services opportunities.
• Partner with Marketing to execute ABM follow-up, webinar follow-up, event follow-up, digital campaigns, target account campaigns, vertical initiatives, product launches, and territory sales plays.
• Specialize in assigned vertical markets as needed.
• Schedule qualified discovery meetings and document customer intelligence in CRM.
• Collaborate with Marketing and Sales to improve campaigns and messaging.

HubSpot & Sales Technology Responsibilities:

• Execute outbound prospecting campaigns using HubSpot Sequences.
• Manage daily prospecting using HubSpot Tasks and Work Queues.
• Qualify inbound and marketing-generated leads within established SLAs.
• Execute follow-up strategies for ABM campaigns.
• Manage nurture sequences for prospects not yet sales-ready.
• Maintain CRM accuracy for contacts, companies, opportunities, lifecycle stages, and lead status.
• Identify trigger events such as expansions, acquisitions, refresh cycles, and staffing changes.
• Collaborate with Marketing using HubSpot reporting and dashboards.
• Support CRM data hygiene initiatives.

Marketing Alignment:

• Follow up on webinar attendees.
• Follow up on event attendees.
• Respond to digital campaign engagement.
• Execute industry-specific campaigns.
• Support new solution launches.
• Reactivate dormant opportunities.
• Support Pro AV cross-sell initiatives.
• Support managed services campaigns.
• Coordinate territory growth initiatives with field sales.

Qualifications:

• 1-3 years of business development, inside sales, lead generation, or sales development experience.
• Excellent communication and organizational skills.
• Comfortable with high-volume outbound prospecting.
• Experience with CRM platforms (HubSpot preferred).
• Experience in electronic security, physical security, technology, SaaS, or B2B solution sales preferred.

Education:

• Bachelor's degree or equivalent experience.

Security 101 is a DFWP and EOE organization with a team-oriented work environment.

Employment is contingent upon successfully completing applicable pre-employment screening requirements.