As an Inbound Sales Representative at BrightEdge, you will manage end-to-end coverage of all incoming US inbound leads across multiple channels, run structured multi-channel cadences across phone, email and LinkedIn, generate pipeline for AEs, and maintain CRM & data hygiene in Salesforce.
How you'll spend your time
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 for all Demo request (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.
- We're excited about you if you have:
- Bachelor's degree with a strong academic background required
Passion for technology and possess a high level of integrity
Strong communication, analytic, and listening skills, with a positive approach
Self-starter and hardworking, with a track record of success and drive for achievement
- Sales training, pre-call planning, or salesforce software experience is a plus
- Benefits & Perks
- 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
