Inside Sales Representative

Role

The Inside Sales Representative at Finshape is responsible for validating and qualifying pipeline in close partnership with Sales Executives, ensuring that only high-quality, strategically aligned opportunities progress from MQL to SQL.

The role also supports active sales opportunities through extended deal qualification, proactive outreach, and targeted calling, allowing Sales Executives to focus on senior client engagement and deal strategy.

What you’ll do:

Proactive Outreach & Calling
- Perform targeted outbound and follow-up calling:
  - Re-engage dormant leads
  - Support account expansion initiatives
  - Progress stalled opportunities
- Prepare and execute call plans aligned with active deals and GTM priorities
MQL → SQL Validation & Qualification
- Work closely with Sales Executives to assess Marketing Qualified Leads (MQLs)
- Identify and engage relevant personas (CIO, CDO, Head of Digital, COO…)
- Use a mix of:
  - LinkedIn outreach
  - Email sequences
  - Warm calling when relevant
- Generate first qualified conversations
- Conduct structured qualification calls to validate:
  - Business problem and use-case relevance
  - Stakeholder ownership and influence
  - Indicative timing and intent
  - Fit with Finshape GTM and DBOS capabilities
- Ensure opportunities meet Finshape exit criteria before conversion to SQL
- Clearly document qualification outcomes in CRM
Extended Deal Qualification (SQL Support)
- Support Sales Executives with deeper qualification on early-stage SQLs
- Validate opportunity readiness before escalation to:
  - Qualified Opportunity
  - RFI / RFP pursuit
- Help uncover:
  - Internal decision dynamics
  - Business vs procurement ownership
  - Risks, blockers, and competitive context
Proactive Outreach & Calling
- Perform targeted outbound and follow-up calling:
  - Re-engage dormant leads
  - Support account expansion initiatives
  - Progress stalled opportunities
- Prepare and execute call plans aligned with active deals and GTM priorities
Sales Enablement & Coordination
- Prepare opportunity briefs, call summaries, and follow-up actions
- Support meeting preparation and post-meeting follow-up
- Coordinate early inputs from Product or Delivery when high-level validation is needed
- Act as a bridge between Marketing and Sales to improve lead quality over time
CRM & Process Discipline
- Maintain accurate and up-to-date CRM records
- Ensure qualification criteria, next steps, and ownership are clearly captured
- Support pipeline reviews and forecasting with reliable data
- Enforce adherence to Finshape’s sales process and quality gates
Key Stakeholders
- CSO
- Sales Executives / Deal Owners
- Marketing (lead sources, campaigns, feedback loop)
Success Metrics (KPIs)
- Number of new qualified conversations per month
- Engagement rate on target accounts
- Meetings generated accepted by Sales Director
- MQL → SQL conversion quality (not just volume)
- Sales acceptance rate of qualified leads
- Reduction of unqualified SQLs entering pipeline
- Progression rate from SQL → Qualified Opportunity
- Feedback from Sales Executives on opportunity readiness