Inside Sales Representative (SDR-to-Closer)
Employment Type: Full-Time
Location: Remote
Apply here: https://operationsarmy.com/application
About the Role
We are looking for a driven, results-oriented Inside Sales Representative who is ready to grow from sales development into a closing role with a fast-growing healthcare technology company.
This is an SDR-to-Closer opportunity, not a traditional cold-calling BDR position. The role is primarily focused on inbound leads, qualifying prospects, understanding their needs, maintaining consistent follow-up, and helping move opportunities through the sales process.
The ideal candidate has experience in a high-volume sales environment, knows how to engage prospects and uncover their pain points, and is comfortable working toward measurable sales targets. You should be organized, persistent, coachable, and motivated by the opportunity to take on greater sales ownership.
Initially, you will support an existing sales team by qualifying inbound prospects, managing follow-ups, and advancing opportunities. As you develop product knowledge and demonstrate strong performance, you will progressively take ownership of your own pipeline, lead sales conversations, handle objections, and close customers.
This is an opportunity for a productive SDR or BDR who wants to move beyond appointment setting and develop into a full-cycle sales professional.
What You'll Do
Inbound Lead Management & Qualification
- Respond promptly to inbound leads and engage prospects through phone and video conversations.
- Qualify potential customers based on their needs, challenges, and suitability for the company's services.
- Ask thoughtful questions to uncover pain points, understand business needs, and identify opportunities.
- Determine which prospects are ready to move forward and which require additional nurturing.
- Manage a high volume of inbound inquiries while maintaining responsiveness and conversation quality.
- Schedule and coordinate sales conversations with the appropriate team members.
- Ensure qualified prospects are properly advanced through the sales process.
Sales Conversations & Follow-Up
- Conduct high-volume prospect conversations with professionalism, confidence, and strong communication skills.
- Explain the value of the company's services in a clear and compelling way.
- Maintain consistent follow-up with interested prospects to keep opportunities moving.
- Re-engage prospects who have not yet made a decision or need additional information.
- Address initial questions and objections, identify concerns, and determine appropriate next steps.
- Maintain momentum across multiple opportunities without allowing follow-ups to fall through the cracks.
- Support existing sales representatives when inbound lead volume exceeds their capacity.
Pipeline & CRM Management
- Maintain accurate CRM records, including prospect details, call notes, activities, follow-up dates, and opportunity status.
- Track prospect interactions and ensure every opportunity has a clear next step.
- Keep sales information organized and up to date.
- Manage multiple active conversations and prioritize leads effectively.
- Monitor individual sales activity and performance against agreed targets.
- Identify opportunities to improve follow-up consistency, lead conversion, and pipeline management.
Sales Development & Closing
As you gain experience with the product, sales process, and customer needs, your responsibilities will expand to include:
- Taking greater ownership of qualified opportunities.
- Conducting discovery and sales calls independently.
- Presenting relevant solutions based on customer needs.
- Handling objections and helping prospects make informed purchasing decisions.
- Managing your own sales pipeline and progressing opportunities toward a close.
- Taking responsibility for closing customers against agreed sales targets.
- Continuously improving sales performance through coaching, feedback, and analysis of results.
What We're Looking For
Must-Haves
- At least 1–3+ years of experience in sales development, business development, inside sales, or a comparable customer-facing sales role.
- Experience working in a high-volume sales environment with frequent prospect interactions.
- Strong spoken and written English, with a confident and professional phone presence.
- Experience qualifying prospects, asking discovery questions, and identifying customer needs or pain points.
- Strong follow-up habits and the ability to manage multiple prospects and opportunities simultaneously.
- Experience working toward sales quotas, conversion targets, activity metrics, or other measurable performance goals.
- Experience using a CRM to track prospect information, sales activities, and follow-ups.
- Strong organizational skills and attention to detail.
- Ability to learn a new product, understand its value proposition, and communicate it effectively.
- Self-motivated, competitive, coachable, and comfortable receiving feedback.
- Able to work independently while collaborating with an existing sales team.
- Comfortable working in a fast-moving environment where lead volume and priorities may change.
- Based in the United States and available during U.S. business hours.
Strong Plus
- High-performing SDR or BDR looking for an opportunity to transition into a closing role.
- Experience handling inbound leads and managing a high-velocity sales funnel.
- Experience conducting discovery calls and consultative sales conversations.
- Experience advancing opportunities, handling objections, or closing deals.
- SaaS or technology-enabled services sales experience.
- Experience selling to small and medium-sized businesses.
- Healthcare technology sales experience.
- Experience selling to specialized professional service providers.
- Experience in businesses with short sales cycles and high lead volume.
- A track record of meeting or exceeding sales targets.
Previous experience in the specific industry is not required. We are primarily looking for someone with strong sales fundamentals, a disciplined approach to follow-up, and the ability to develop into an effective closer.
Working Style
This role is best suited to someone who enjoys talking to people, understands the importance of timely follow-up, and is motivated by turning qualified leads into customers.
Inbound leads can lose interest quickly if they are not contacted or followed up with consistently. You should be comfortable managing a high volume of conversations, prioritizing opportunities, and maintaining momentum throughout the sales process.
You should also be comfortable working toward measurable targets and being accountable for your performance. We are looking for someone who takes coaching seriously, learns quickly, and applies feedback to improve results.
Most importantly, you should want to grow beyond simply booking meetings or passing leads to someone else. The goal is to develop the skills and confidence to own opportunities, lead sales conversations, and close deals independently.
What Success Looks Like
Success begins with responding quickly to inbound prospects, qualifying leads effectively, maintaining consistent follow-up, and ensuring that qualified opportunities move forward.
As you develop, success means taking increasing ownership of the sales process, managing your pipeline independently, conducting effective discovery calls, handling objections, and converting opportunities into customers.
Ultimately, you should become a reliable sales contributor who can manage a pipeline, consistently work toward agreed targets, and close business while maintaining a strong customer experience.
This is an opportunity for an ambitious sales professional who wants to build on existing SDR or BDR experience and take the next step toward becoming a closer.
If you're proactive, persistent, organized, comfortable with sales targets, and excited about growing into a closing role, we'd love to hear from you.
Apply here: https://operationsarmy.com/application