Senior Sales Consultant, Inside Sales

Intergraph Corporation; Madison (AL); Remote; USD 60,000 - 90,000; Full time

Job summary

Octave, a mission-critical software company, is seeking an Inside Sales Senior Sales Consultant to join its public sector sales team in North America. You will generate net-new pipeline, engage target accounts, and qualify opportunities to hand to Account Executives.

Working remotely from the United States, you will build relationships, research ICPs, and map buying groups while collaborating with Marketing and Partners to accelerate demand-generation initiatives.

Qualifications

• 2+ years of experience in B2B technology sales or inside sales.
• Proven prospecting and opportunity creation through outbound activity.
• Experience engaging with senior-level stakeholders.

Responsibilities

• Generate net-new pipeline through outbound prospecting of public sector accounts.
• Develop territory with Account Executives to expand within strategic markets.
• Qualify opportunities and capture business challenges, timing and stakeholders.
• Support cross-sell across Octave portfolio in existing accounts.
• Collaborate with Marketing and Partners on campaigns and market intelligence.
• Maintain Salesforce accuracy and pipeline metrics.

Skills

B2B technology sales

Inside sales

Account development

Tools

Salesforce CRM

Job description

Job title: Senior Sales Consultant, Inside Sales

Location: Madison, Alabama-USA

Req ID: 3365

Workplace Type: Remote

Responsibilities

The Inside Sales Representative will support Octave's Public Sector sales organization by developing qualified pipeline across strategic public sector markets in North America. This role will partner closely with Account Executives to identify and engage target accounts, develop relationships with prospective customers, qualify opportunities, and create new sales opportunities across the Octave portfolio.

This is a pipeline generation and territory development role, with a primary focus on creating net-new opportunities and helping the sales team expand within strategic markets. The ideal candidate is proactive, organized, persistent, and enjoys prospecting, researching accounts, building relationships, and creating opportunities from the ground up.

Key Responsibilities

Net-New Pipeline Generation

• Develop and execute outbound prospecting strategies focused on target public sector accounts.
• Identify and engage prospects across key markets, including Transit, Water & Wastewater, and Municipalities.
• Research accounts to identify organizations that align with our Ideal Customer Profile (ICP).
• Identify business drivers, modernization initiatives, funding opportunities, procurement activity, RFPs, and other buying signals.
• Conduct outbound outreach through phone, email, LinkedIn, and other appropriate channels.
• Generate qualified meetings and opportunities for Account Executives.
• Maintain accurate activity, account, and opportunity information in Salesforce.

Territory & Account Development

• Build and maintain prioritized target-account lists in partnership with Account Executives.
• Research organizations, technology environments, business priorities, organizational structures, and key stakeholders.
• Identify and map potential buying groups and decision-makers.
• Monitor changes within target accounts that may create sales opportunities.
• Help Account Executives develop account strategies and increase penetration within priority markets.

Opportunity Qualification

• Conduct initial prospect conversations and discovery.
• Determine whether opportunities align with defined qualification criteria and sales methodology.
• Capture relevant business challenges, current technology, timing, stakeholders, and next steps.
• Coordinate qualified opportunities and introductions with the appropriate Account Executive.

Expansion & Cross-Sell Support

• Identify opportunities to expand relationships within existing Public Sector customers.
• Research additional departments, divisions, and business units that may benefit from Octave solutions.
• Support cross-sell initiatives across Attune EAM, Projectmates, AKMS, and APM.
• Partner with Account Executives to identify whitespace and additional opportunities within existing accounts.

Sales Team & Partner Collaboration

• Work closely with Account Executives on territory plans, target accounts, and pipeline objectives.
• Collaborate with Marketing on campaigns, inbound leads, and demand-generation activities.
• Work with partners to identify new opportunities and market intelligence.
• Share competitive and market intelligence gathered through prospecting and account research.

Key Performance Indicators

• Success in this role will be measured through:
• Qualified meetings generated
• New opportunities created
• Qualified pipeline sourced
• Net-new target accounts engage
• Target-account penetration
• Conversion of meetings to qualified opportunities
• Pipeline contribution
• Salesforce activity and data quality
• Achievement of quarterly and annual pipeline-generation goals

Education / Qualifications

Qualifications

• 2+ years of experience in B2B technology sales, inside sales, business development, or a similar role.
• Demonstrated ability to prospect and create opportunities through outbound activity.
• Strong research and account-development skills.
• Ability to engage and communicate effectively with business and senior-level stakeholders.
• Highly organized with strong follow-through and attention to detail.
• Experience using Salesforce or a similar CRM.
• Comfortable working in a complex, consultative sales environment.
• Public sector, transportation, utilities, municipal, or infrastructure experience is a plus.
• Experience with EAM, CMMS, asset management, project management, or enterprise software is a plus.

What Success Looks Like

The successful candidate will develop a strong understanding of our target markets and ICP, establish a repeatable prospecting process, build relationships within strategic accounts, and consistently generate qualified net-new pipeline.

Most importantly, this role will create additional capacity for our Account Executives by owning the front end of the sales motion — researching the market, identifying the right accounts, initiating conversations, and creating qualified opportunities.

About Octave

Octave provides mission-critical software that empowers organizations to make informed decisions across every stage of the asset lifecycle - Design, Build, Operate and Protect - where performance, safety, and reliability are non-negotiable and failure is not an option.

Turning complex operational data into actionable intelligence, Octave connects expertise, real-world conditions and enterprise-scale insight to improve performance, resilience and incident response where it matters most.

Octave has more than 7,000 employees in 45 countries. Learn more at octave.com and follow us on LinkedIn.

Why work for Octave?

All in. Always forward. That's the way we do things around here. We put trust in our people because we believe it's the best way to unleash potential, bring ideas to life, and keep moving ahead. And it's why we're committed to creating an environment that's truly supportive, providing you with the resources you need to support your ambitions, no matter who you are or where you are in the world.

Everyone is welcome

At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. Here, everyone is welcome. As an inclusive workplace, we don't discriminate. In fact, we embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all.

Respect is the cornerstone of how we operate, so speak up and be yourself. You're valued here.

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