Inside Sales - National USA & Canada

Hamilton Storage provides automation solutions to customers in life science and clinical research. The company develops modular, scalable systems that automate sample storage, management, and processing, offering all the benefits of advanced automation without the complexity of large-scale custom systems. Headquartered in Franklin, Massachusetts, USA, with R&D facilities in Franklin, MA and Bonaduz, Switzerland, Hamilton Storage serves the North American market with a decentralized R&D organization that ensures responsiveness to local market needs.

About the role

The Inside Sales - National USA & Canada role is a high-impact, dual-function position that drives new business across the United States and Canada. Operating at an approximate 50/50 split, it combines proactive outbound lead generation with disciplined bid research and market intelligence. This role ensures both a steady pipeline of qualified prospects and a continuous stream of competitively identified bid and tender opportunities.

Responsibilities

• Proactive Lead Generation & Outbound Sales (50%)
  • Execute high-volume outbound calling, email, and digital campaigns targeting life sciences, biopharma, clinical research, and clinical diagnostics prospects across the USA and Canada.
  • Prospect, qualify, and develop new leads, identifying key decision-makers and building a continuously replenished sales pipeline.
  • Qualify opportunities against defined criteria (budget, authority, need, timeline - BANT) and hand off warm, sales-ready leads to regional Storage Sales Managers.
  • Follow up on marketing-qualified leads (MQLs) from trade shows, digital campaigns, webinars, and inbound inquiries to convert interest into qualified opportunities.
  • Maintain accurate, up-to-date records of all prospect interactions and pipeline activity in the CRM (HubSpot), ensuring full visibility for the sales team.
  • Achieve defined KPIs—including call volume, leads generated, conversion rates, and pipeline contribution—and report activity and pipeline health to sales leadership.
• Bid Searching, Market Intelligence & Opportunity Identification (50%)
  • Systematically search, monitor, and analyze government and institutional procurement platforms (e.g., Bloomberg Government/BGOV, SAM.gov, Merx, and state/provincial portals) to identify relevant bid, tender, and RFP opportunities across North America.
  • Serve as the primary internal resource for bid identification, ensuring no relevant solicitation goes unnoticed and Hamilton Storage is consistently positioned to compete.
  • Evaluate and qualify bids against Hamilton Storage’s capabilities and strategic priorities, escalating high-value or time-sensitive opportunities to the appropriate Sales Manager or leadership.
  • Maintain a comprehensive bid tracker with timely alerts and regular reporting on active bids, deadlines, and award status.
  • Gather and synthesize market intelligence—competitor activity, pricing trends, purchasing patterns, and procurement cycles—to inform sales strategy, and monitor awarded contracts for renewal and displacement opportunities.
  • Support the preparation of bid responses, capability statements, and pre-qualification documents in collaboration with Sales Managers and internal stakeholders.
• Cross-Functional Collaboration & Commercial Support
  • Act as the strategic link between inside sales activity and field sales execution, ensuring seamless handoff of qualified leads and bid opportunities to regional Sales Managers.
  • Partner with Marketing on campaign effectiveness, target account lists, and outreach templates, sharing market intelligence gathered through prospecting and bid research.
  • Participate in pipeline reviews and planning sessions, and continuously improve inside sales processes, bid research workflows, and CRM hygiene.

Requirements

• Proven experience in inside sales, business development, or lead generation, ideally within life sciences, laboratory automation, diagnostics, medical devices, or a related technical/scientific industry.
• Demonstrated success running high-volume outbound campaigns and meeting or exceeding lead generation and pipeline contribution targets.
• Experience with bid searching, procurement monitoring, and government contracting in the USA and/or Canada is strongly preferred; familiarity with platforms such as BGOV, SAM.gov, or Merx is an advantage.
• Proficiency with CRM platforms, particularly HubSpot; experience with sales engagement tools (e.g., Outreach, SalesLoft) is a plus.
• Excellent verbal and written communication with a confident, professional telephone presence and the ability to engage senior scientific and procurement professionals.
• Highly organized, detail-oriented, and analytical, with a self-starter’s hunter mentality and the ability to work independently in a remote, national-coverage role.
• Proficiency in Microsoft Office Suite and virtual communication platforms (Microsoft Teams, Zoom); bilingual in English and French is an asset for Canadian market coverage.
• Bachelor’s degree required, preferably in Business, Marketing, Life Sciences, or a related field.
• Minimum 2-4 years of inside sales, business development representative (BDR), or sales development representative (SDR) experience, preferably in a technical or life sciences environment. A combination of equivalent education and directly relevant professional experience will be considered.

Pay

The base salary range for this position is $65,000 to $85,000 per annum. The final salary offer will be determined based on a variety of factors, including the candidate’s relevant experience, specialized skills, professional qualifications, and internal equity.

Benefits

• Competitive compensation with performance-based incentives
• Excellent benefits package including medical, dental, vision, paid time off, and disability insurance
• Opportunities for professional growth within a global organization
• Access to a comprehensive portfolio of innovative automation and storage solutions
• Stable and growing company with global reach
• Drug-free workplace