Inside Laboratory Sales Specialist generating qualified leads for IDEXX's reference lab business through customer engagement and collaboration with sales teams.
About the role
- Inside Sales Manager leading a team of AEs and BDRs at Pinecone. Engaging technical buyers and driving revenue growth for AI applications in startups and mid-market accounts.
Responsibilities
- Build & Lead the Commercial Inside Sales Team
- Hire, onboard, and develop high-caliber Commercial AEs and BDRs
- Coach reps on running credible discovery with engineering leaders and AI teams
- Elevate technical fluency across the team (LLMs, vector search, RAG, production AI workflows)
- Develop reps across full-cycle sales fundamentals: qualification, multi-threading, objection handling, and expansion
- Build a culture of accountability, curiosity, craftsmanship, and ownership
- Own Commercial Pipeline & Revenue
- Own pipeline creation and revenue targets for the commercial segment
- Ensure predictable top-of-funnel generation through outbound and PLG conversion
- Drive tight alignment between BDR pipeline creation and AE conversion
- Improve velocity from first meeting to close
- Identify expansion signals within startup and mid-market accounts
- Design outbound strategy for AI-native startups and traditional companies adopting AI
- Partner with marketing on high-intent inbound (developer signups, PQLs, content engagement)
- Create structured PQL follow-up motions that convert usage into revenue
- Continuously refine messaging to resonate with AI builders and platform teams
- Balance thoughtful outbound with developer-led inbound engagement
- Define and manage KPIs across meetings, SALs, SQLs, pipeline coverage, close rate, and ACV
- Improve lead routing, territory design, and commercial segmentation
- Implement structured call reviews and coaching cadences
- Partner with RevOps to optimize Salesforce, sequencing tools, enrichment, and intent data
- Build forecasting discipline and pipeline hygiene
- Partner closely with Enterprise AEs to surface expansion paths
- Provide structured feedback to Marketing on ICP, vertical traction, and messaging resonance
- Collaborate with Product and Developer Relations to ensure strong PLG-to-sales motion
- Act as the voice of the commercial segment in GTM planning
Requirements
- 5+ years in B2B SaaS sales; 2+ years managing SDR, BDR, or Commercial AE teams
- Experience selling technical products (infrastructure, data platforms, developer tools, DevOps, AI/ML)
- Demonstrated success leading both pipeline creation and revenue ownership
- Strong understanding of selling into engineering and AI platform teams
- Proven track record of building predictable commercial revenue in a high-growth environment
- Deep comfort operating in a data-driven sales culture
- Experience working in product-led growth (PLG) environments is a strong plus
Benefits
- Comprehensive health coverage including medical, dental, vision, and mental health resources
- 401(k) Plan
- Equity award
- Flexible time off
- Paid parental leave
- Annual Company Retreat
- WFH Equipment Stipend
Job title
Job type
Experience level
Salary
Degree requirement
Location requirements
Inside Sales Account Manager building relationships and consulting on solutions in chemical distribution. Responsible for business growth with existing and new customers in the Columbus, OH area.
Inside Sales Assistant supporting dance flooring sales at Stagestep. Assisting with quotes, orders, and customer follow - ups in a hybrid capacity.
Inside Sales Manager leading a team of Inside Sales Engineers to achieve sales goals at Emerson in Shakopee, MN. Fostering collaboration and effective customer support for Rosemount products.
Inside Sales Account Manager selling parts and services to municipal wastewater treatment plants in South - Central US. Managing customer relationships and supporting regional sales activities.
Responsible for consultative inside sales connecting client needs to financial solutions in a hybrid environment. Managing sales through various communication channels with a focus on excellence.
Inside Sales Manager responsible for B2B sales performance and team development. Enhance commercial processes in a key role at an international organization.
Sales Development Representative for Top Doctors Group digitalizing healthcare in Barcelona. Prospecting leads and scheduling meetings for Account Managers in the UK market.
Head of Inside Sales leading EMEA sales development team at nCino to drive revenue growth. Overseeing strategy development, performance monitoring, and team management.
Inside Sales Representative managing customer inquiries and orders in the IT distribution sector. Collaborating with teams to ensure customer satisfaction without cold calling.