Inside Sales Lead

Qualitest is seeking a high performing Inside Sales Lead to drive outbound pipeline growth and lead strategic prospecting initiatives across enterprise accounts. This role focuses on engaging senior decision-makers, building qualified opportunities, and shaping data-driven outbound strategies for IT services and QA-led solutions.

You will own the full top-of-funnel motion from account targeting and outreach strategy to qualified meetings and handoff while mentoring junior team members and improving overall sales development effectiveness.

Key Responsibilities

• Own and execute outbound pipeline strategy by targeting high-value enterprise accounts and engaging VP, Director, and C-level stakeholders across IT and business functions through multichannel outreach (email, phone, LinkedIn, events, referrals).
• Define and refine Ideal Customer Profiles (ICP) and account prioritization models using win/loss insights, engagement data, and market intelligence.
• Build and manage targeted account lists using tools such as Apollo.io, LinkedIn Sales Navigator, ZoomInfo, and Clay, incorporating buying signals like ERP migrations, cloud adoption, leadership changes, and hiring trends.
• Design, test, and optimize outbound sequences, continuously improving messaging, subject lines, and call scripts through A/B testing and performance analysis.
• Conduct in-depth account research using technographics, industry news, job postings, and public data to craft personalized outreach strategies aligned to customer pain points.
• Execute senior-level cold calling and outreach, effectively navigating complex enterprise buying groups and securing meetings with C-suite and VP-level executives.
• Qualify opportunities using frameworks such as BANT or MEDDICC, ensuring strong alignment on budget, authority, need, and timeline before handoff.
• Prepare detailed meeting briefs for account executives and delivery teams, including stakeholder mapping, business context, pain points, and recommended engagement strategies.
• Mentor and coach junior SDRs/associates on research quality, outreach effectiveness, calling skills, and qualification discipline through call reviews and feedback sessions.
• Maintain CRM hygiene and pipeline accuracy in Salesforce, ensuring proper tagging, stage progression, forecasting, and reporting discipline.

Qualifications

• 8 10 years of experience in B2B inside sales, sales development, or business development within IT services, consulting, staffing, or SaaS, including at least 4 years in a senior SDR or team lead role.
• Proven success in generating qualified pipeline and booking enterprise meetings in a hunter-driven role.
• Strong cold calling skills with demonstrated ability to engage C-level and VP-level decision makers.
• Hands-on experience with CRM systems (Salesforce) and prospecting tools such as Apollo.io, LinkedIn Sales Navigator, and ZoomInfo.
• Working knowledge of IT services such as QA, test automation, application development, AI/ML, cloud migration, ERP systems, and staff augmentation.
• Familiarity with enterprise platforms such as SAP, Salesforce, ServiceNow, and Workday.
• Excellent written communication skills with the ability to create personalized, research-driven outreach.
• Experience mentoring or leading junior SDR or sales development team members.
• Strong organizational and analytical skills with a metrics-driven mindset.
• Bachelor s degree in Business, Marketing, IT, or related field.

Preferred Qualifications

• Prior experience selling IT services or enterprise technology solutions.
• Familiarity with signal-based selling and data enrichment tools.
• Knowledge of sales methodologies such as Challenger, Sandler, or MEDDICC.
• Experience building sales playbooks, outreach frameworks, or onboarding guides.