Inside Sales Representative (Contract to Hire)

About DigiStor

DigiStor develops secure data-at-rest solutions for enterprise, government, defence, and other security-conscious organizations. Our portfolio includes secure and self-encrypting SSDs, removable NVMe storage solutions, and technologies designed for demanding client, workstation, server, and edge environments.

Role Overview

The Inside Sales Representative (Contract to Hire) will help DigiStor convert market interest into qualified opportunities, responsive customer support, and revenue.

The role combines rapid inbound lead follow-up, targeted outbound prospecting, basic discovery, quoting, opportunity coordination, and support for Account Executives and channel partners. You will often be the first commercial contact a prospect has with DigiStor and will help ensure every qualified opportunity receives timely, professional follow-through.

You will work closely with Account Executives, Marketing, Sales Engineering, Sales Operations, Order Management, Product, and Customer Support to create clean handoffs, accurate CRM data, and a consistently strong customer experience.

Key Responsibilities

Inbound Lead Response and Qualification

• Respond promptly to inbound inquiries from the website, campaigns, events, referrals, partners, and other lead sources.

• Conduct initial discovery to understand customer need, use case, timing, technical environment, buying role, and potential opportunity size.

• Qualify and route opportunities to the appropriate Account Executive, technical resource, channel partner, or internal team based on established criteria.

• Maintain consistent follow-up cadences so qualified interest does not stall or disappear.

• Document customer requirements, actions, next steps, and routing decisions accurately in the CRM.

Outbound Prospecting and Pipeline Support

• Execute targeted outbound campaigns for priority products, industries, accounts, partners, dormant customers, and event follow-up lists.

• Research target accounts and contacts and develop relevant phone, email, and social outreach approaches.

• Book qualified meetings for Account Executives and help prepare account context, customer history, and opportunity information.

• Support Account Executives with prospecting, contact development, opportunity hygiene, follow-up, and smaller transactional opportunities.

• Partner with Marketing on campaign follow-up, lead scoring, event conversion, and feedback on lead quality.

Quoting and Sales Coordination

• Prepare standard quotations and coordinate required pricing, availability, or commercial approvals before release.

• Respond to routine customer and partner requests for product, pricing, availability, documentation, and next-step information.

• Coordinate with Sales Engineering or Product when technical questions exceed the role's scope or require product-specific expertise.

• Support customer and partner requests through the sales cycle and ensure commitments are handed off cleanly to Order Management and Operations.

• Follow established approval processes and avoid making unapproved product, delivery, certification, or contractual commitments.

CRM and Sales Process Discipline

• Maintain complete, accurate, and timely account, contact, lead, activity, and opportunity data in the CRM.

• Track lead response time, conversion, meetings created, opportunity progression, pipeline contribution, quote activity, and revenue support metrics.

• Identify recurring customer questions, objections, competitive themes, and process gaps and share them with Sales and Marketing leadership.

• Help maintain repeatable inside-sales playbooks, email templates, call guides, qualification criteria, and follow-up standards.

Required Experience and Knowledge

• 2+ years of inside sales, sales development, business development, account support, or customer-facing B2B experience; technical-industry experience preferred.

• Strong telephone, email, virtual-meeting, and professional written communication skills.

• Comfort with outbound prospecting, initial discovery, objection handling, and persistent but professional follow-up.

• Experience using a CRM to manage leads, contacts, activities, and opportunities.

• Strong organization and ability to manage a high volume of customer requests and follow-up actions without losing detail.

• Ability to learn secure storage, cybersecurity, enterprise hardware, and government-market terminology.

• Sound judgement about when to answer, when to escalate, and when additional technical or commercial approval is required.

• Ability to work effectively with geographically distributed sales and technical teams.

Desirable Experience

• Experience selling or supporting storage, cybersecurity, enterprise hardware, electronics, rugged computing, or related technology products.

• Experience working with distributors, resellers, OEMs, system integrators, or government/regulated-industry customers.

• Experience creating quotations and supporting pricing or product-availability requests.

• Familiarity with demand-generation campaigns, trade-show follow-up, lead scoring, and marketing-to-sales handoff.

• Experience with technical product demonstrations, sales enablement, or customer onboarding.

• Bachelor's degree or equivalent relevant experience.

Core Competencies

• Responsiveness: Treats speed-to-lead and timely follow-up as core responsibilities.

• Customer focus: Creates a professional, helpful experience from the first interaction.

• Persistence: Maintains thoughtful follow-up without becoming mechanical or intrusive.

• Curiosity: Asks useful questions and develops enough product knowledge to qualify opportunities effectively.

• Organization: Manages high activity volume while maintaining accurate records and clear next steps.

• Communication: Writes and speaks clearly, concisely, and appropriately for customers and partners.

• Collaboration: Works smoothly with Account Executives, Marketing, Sales Engineering, Operations, and support functions.

• Accountability: Owns assigned leads and tasks through completion or documented handoff.

Measures of Success

Success in this position will be demonstrated through:

• Fast, consistent response to inbound inquiries and campaign-generated leads.

• Improved lead-to-meeting and lead-to-qualified-opportunity conversion.

• Meaningful qualified pipeline contribution from outbound and inbound activity.

• Accurate CRM records, timely follow-up, and clean handoffs to Account Executives and downstream teams.

• High-quality, timely quotations and customer responses within established approval processes.

• Stronger conversion of marketing campaigns, events, dormant accounts, and partner inquiries.

• Positive feedback from customers, Account Executives, Marketing, and Sales leadership.

DigiStor is committed to building an inclusive working environment. Employment decisions are based on business needs, role requirements, and individual qualifications.