Inside Sales Representative

aveva; United States; On-site; USD 114,000 - 190,000; Full time

Job summary

AVEVA is seeking an Inside Sales Representative in the United States to qualify inbound and outbound leads and advance opportunities through the MEDDPICC framework, collaborating with the LDR function and regional sales teams.

You will nurture prospects via phone, email, and virtual meetings, build trusted relationships with decision-makers, and drive pipeline progression from qualification to close while leveraging Salesforce and a strong SaaS background.

Qualifications

• 2+ years in sales, business development, or customer-facing roles.
• Experience in SaaS, software, or subscription-based business.
• Proven ability to qualify leads and meet pipeline targets.
• Strong discovery, communication, presentation, and relationship skills.
• Experience using CRM systems such as Salesforce.
• Ability to manage multiple priorities in a fast-paced environment.

Responsibilities

• Qualify inbound and outbound leads and convert them into sales opportunities.
• Determine route to market based on account segmentation and deal size.
• Own smaller opportunities from qualification to close when appropriate.
• Engage prospects via phone, email, social selling, and virtual meetings.
• Conduct structured discovery to understand challenges, objectives, and tech needs.
• Collaborate with LDR, Account Managers, and Customer Success to move opportunities forward.

Skills

Sales experience

SaaS software

Lead qualification

CRM Salesforce

Relationship building

Tools

Salesforce

Job description

AVEVA is creating software trusted by over 90% of leading industrial companies.

Salary Range:

$114,100.00 - $190,300.00

This pay range represents the minimum and maximum compensation that the position offers, and final compensation can vary within the range depending on work location, job experience, skills, and relevant educational attainment and/or training.

Inside Sales Representative

Key Responsibilities

Pipeline Development & Qualification

• Qualify inbound and outbound leads received from the LDR function, into clear, actionable sales opportunities.
• Qualify leads and based on account segmentation, deal size and customer need, determine the appropriate route to market, including progression to Regional Sales or direct ownership where applicable.
• Own smaller, defined sales opportunities from qualification through to close, in line with agreed deal size and segmentation guidelines.
• Engage prospective customers via phone, email, social selling, and virtual meetings to establish fit, need, urgency, authority, and next steps.
• Conduct structured discovery conversations to understand business challenges, objectives and technology requirements.

Sales Execution

• Follow up on LDR generated leads, nurture prospects through the buying journey, and convert qualified interest into accepted opportunities or directly closed business where appropriate.
• Manage a portfolio of prospects, qualified opportunities, and eligible accounts through the appropriate sales motion, from initial qualification to handover or close.
• Deliver product overviews and value-based conversations that help confirm customer fit and advance qualified opportunities.
• Using appropriate acquisition tools, develop and maintain a healthy, accurately qualified sales pipeline within CRM, with clear next steps, ownership status, handover notes, and Close Plans following the MEDDPICC methodology where applicable.

Customer Engagement

• Build trusted relationships with decision-makers and influencers to validate need, buying intent, and route to purchase.
• Understand customer business priorities and align AVEVA solutions accordingly during qualification and early-stage opportunity development.
• Maintain regular communication with prospects to progress qualification, secure next steps, and drive conversion to accepted opportunities or closed deals.

Collaboration

• Partner with the LDR Inbound and LDR Outbound Marketing teams to receive, assess and qualify leads, converting them into sales opportunities for progression or closure.
• Work closely with Account Managers to ensure qualified opportunities are routed, handed over, and followed up effectively, with clear context, customer needs, and recommended next actions.
• Collaborate with Customer Success teams to qualify potential expansion opportunities and determine whether these should be passed to account owners or progressed directly by the ISR.
• Share market intelligence, customer feedback, and competitive insights with internal stakeholders.

Forecasting & Reporting

• Qualified pipeline generated, accepted, and progressed to Regional Sales.
• Closed Won business for eligible ISR-owned opportunities where direct closure is appropriate.
• Forecast accuracy, CRM hygiene, qualification quality, and handover completeness.

Skills & Experience

Required

• 2+ years of sales, business development, or customer-facing experience.
• Experience in a SaaS, software, technology, or subscription-based business.
• Proven ability to qualify leads effectively and achieve or exceed pipeline generation, conversion, and sales targets.
• Strong discovery, communication, presentation, and relationship-building skills.
• Experience using CRM systems such as Salesforce.
• Ability to apply qualification criteria consistently and document clear handover notes, next steps, and ownership recommendations.
• Ability to manage multiple priorities in a fast-paced environment.

Preferred

• Experience selling enterprise software solutions.
• Familiarity with structured sales and qualification methodologies.
• Experience working with virtual and global teams.
• Knowledge of indust