Senior Sales Consultant, Inside Sales

Octave; Madison (AL); On-site; USD 45,000 - 75,000; Full time

Job summary

Octave seeks an Inside Sales Representative to support its Public Sector sales organization in North America. You will develop qualified pipeline, engage target accounts, and partner with Account Executives to create opportunities across the Octave portfolio.

This role emphasizes outbound prospecting, territory development, and expanding relationships within strategic markets. The ideal candidate is proactive, organized, and persistent, with a passion for research, relationship-building, and

Responsibilities

• 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 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.

Job description

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