Inbound Sales Representative

BrightEdge is a leading enterprise SEO and content performance platform that helps companies understand how their digital content drives real business results. Founded in 2007, we’re trusted by thousands of organizations across more than 80 countries, including brands like Microsoft and Visa. Our platform combines powerful data and AI-driven insights, enabling customers to plan, optimize, and measure campaigns based on real-time content performance. With 400+ global employees across 7 offices, we foster a collaborative, curious, and supportive environment where smart ideas are encouraged and impact is visible.

About the Role

Our Sales organization drives growth by introducing the world’s most sophisticated marketing teams to a more effective way to unlock performance from organic search. Sales Development Representatives source, qualify, and set new customer demos for the Senior Sales Team to close. As an Inbound Sales Representative, you will manage end-to-end coverage of all incoming US inbound leads across multiple channels, run structured multi-channel cadences, generate pipeline for AEs, and maintain CRM and data hygiene in Salesforce.

Responsibilities

• Inbound Lead Management & Speed-to-Lead:
  • Sole Inbound Ownership: Manage end-to-end coverage of all incoming US inbound lead volume (~300 leads/month across demo requests, webinars, contact forms, case studies, and email campaigns).
  • Strict SLA Compliance:
    • Demo Requests (P0/P1): Contact within 24 hours (target response time under 1 hour for high-value enterprise accounts).
    • All Other Inbound Inquiries (P2–P4): Reach out within 48 hours.
  • Prioritization & Scoring: Triage leads using demographic and behavioral scoring criteria.
• Outreach & Multi-Touch Cadences:
  • Cadence Execution: Run structured 7-day multi-channel cadences across Phone, Email, and LinkedIn (minimum 2–3 touches before moving to long-term nurture).
  • Consultative Pitching: Act as a trusted advisor on Enterprise SEO, AI Search (AEO/GEO), and organic growth solutions, articulating BrightEdge's value proposition clearly.
  • Backend Form Verification: Cross-check website and backend submission form data prior to outreach to ensure contact accuracy and context awareness.
• Pipeline Generation & AE Handoff:
  • Monthly Quota: Book and deliver a minimum of 12 AE-Accepted Qualified Opportunities per month (36 per quarter).
  • BANT-AI Qualification Framework: Qualify leads across Budget, Authority, Need, Timing, and AI Readiness. Confirm at least 3 out of 4 criteria before scheduling an AE meeting.
  • Briefing & Handoff: Provide AEs with concise 30-second briefings and structured CRM handoff notes prior to discovery calls.
  • Territory & Account Routing: Promptly route non-US leads (EMEA/APAC), existing customer inquiries, agency requests, or active opps to the appropriate regional SDRs, CSMs, or AEs.
• CRM & Data Hygiene:
  • Salesforce Record Management: Maintain clean CRM records by logging all calls, emails, voicemails, LinkedIn interactions, disposition tags, and marketing campaign sources.
  • Opportunity Logging: Convert qualified leads using standard naming conventions (Company Name - INBOUND - 3500), tag primary campaign sources, and assign to designated AEs via distro rules.
• Recycled Lead Nurturing & Re-engagement: Periodically review non-converted or aged leads (30–90 days old) that show renewed digital engagement or job movement to unlock hidden pipeline. Utilize tools like ZoomInfo, Clearbit, Apollo, and LinkedIn Sales Navigator to map tech stacks and identify organizational hierarchy prior to initial contact.
• Maintain fluency in market positioning against competitors (e.g., Semrush, Conductor, Profound) to address top-of-funnel buyer queries effectively.

Requirements

• Bachelor's degree with a strong academic background.
• Passion for technology and a high level of integrity.
• Strong communication, analytic, and listening skills, with a positive approach.
• Self-starter with a track record of success and drive for achievement.
• Sales training, pre-call planning, or Salesforce software experience is a plus.

Benefits

• Total Rewards package with uncapped commission.
• Three-week sales and technology training.
• Clear path for career growth.
• Collaborative and fun sales culture.
• Paid parental leave.
• Medical, Dental, and Vision Insurance.

Pay

This role offers a base salary, uncapped monthly commission, and overtime pay. The listed range reflects the total on-target earnings (OTE) factoring in expected overtime.