Inside Sales Representative

Job Title: Inside Sales Representative

Company: Security 101

Location: Charlotte, NC

Job Summary:

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.


• Re-engage inactive customers.


• Run installed-base expansion campaigns.


• 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.