Inside Sales Specialist - REMOTE

Job Purpose

The Inside Sales Specialist is responsible for identifying, qualifying, and nurturing potential customers interested in real-world data solutions for healthcare, life sciences, and related research markets. This role focuses on outbound prospecting, inbound lead management, and early-stage sales activities to support pipeline growth and revenue objectives. The ideal candidate is consultative, data-driven, and comfortable engaging with stakeholders across clinical, research, analytics, and commercial functions.

Duties and Responsibilities

Sales & Pipeline Development
• Proactively identify and qualify potential customers for RWD products and services via outbound calls, emails, and digital outreach
• Manage inbound leads and convert marketing-qualified leads (MQLs) into sales-qualified leads (SQLs)
• Conduct discovery conversations to understand customer needs related to real-world evidence, outcomes research, market access, safety, and commercialization
• Schedule and coordinate meetings and product demos for field sales executives or account managers
• Maintain accurate pipeline activity and forecasts within CRM (e.g., Salesforce)

Customer Engagement & Education
• Clearly articulate the value proposition of RWD solutions, datasets, and analytics offerings
• Educate prospects on use cases such as HEOR, RWE studies, post-marketing surveillance, clinical development, and commercial strategy
• Serve as a knowledgeable first point of contact for prospective customers

Collaboration & Enablement
• Partner closely with marketing, sales leadership, and field sales teams to optimize outreach strategies
• Provide feedback on market trends, customer objections, and competitor activity
• Support proposal development, pricing discussions, and contract handoffs as needed

Performance & Process
• Achieve or exceed activity, pipeline, and revenue-related targets
• Maintain detailed records of customer interactions and lead status
• Continuously improve sales processes through training, feedback, and best-practice sharing
• Handle other duties as assigned

Training
• GRN HIPAA/Privacy & Security Training
• Harassment/Hostile Workplace
• CITI modules appropriate for role
• GRN data elements and systems
• Workflow(s) required for assigned projects

Minimum Qualifications
• Bachelor's degree or equivalent experience
• 1 year of inside sales, business development, or lead-generation experience
• Strong communication, presentation, and active-listening skills
• Experience using CRM tools and sales engagement platforms
• Ability to understand and explain complex data or technical solutions

Required Competencies/Knowledge, Skills, and Abilities
• Excellent interpersonal skills in order to effectively and appropriately engage internal and external contacts at all seniority levels
• Ability to thrive as part of a fast-moving team to achieve deliverables
• Strong written and verbal communication skills
• Ability to quickly learn new software applications
• Strong organizational skills, including ability to manage multiple deliverables
• Excellent office productivity skills, especially with MS office applications
• Adaptability and flexibility
• Ability to complete tasks independently, accurately, and within compressed timelines

Working conditions
• Day shift with standard working hours (8AM – 5 PM), with occasional flexibility required as deadlines may warrant
• Corporate office and/or home office environment with regular computer and phone usage

Direct reports
None