Inside Sales Representative

The product is moving fast and there’s more to sell than we’re currently selling. That’s why this seat exists. You’ll be talking to founders and CEOs of 10-to-250 person companies who mostly already know us – many arrive as trials or referrals – and your job is to help them see what’s now possible. 

What you’ll own

• Own the full sales cycle across marketing-generated trials, product-qualified leads, and partner referrals
• Respond quickly and thoughtfully to new opportunities, creating momentum from the first interaction
• Lead structured discovery conversations that uncover business challenges, buying priorities, decision criteria, and urgency
• Deliver tailored demonstrations that connect Ninety’s capabilities to the buyer’s desired outcomes
• Manage both high-velocity opportunities and more complex multi-stakeholder evaluations
• Navigate pricing conversations, competitive questions, objections, and some negotiations
• Establish clear next steps and maintain control of the buying process through close
• Maintain a clean deal pipeline and maintain disciplined CRM hygiene
• Create smooth transitions from partners to sales, sales to professional services, and sales to customer success
• Run the tests we design (messaging, talk tracks, sequencing), and report back honestly on what’s working and what isn’t
• Bring structured customer and market feedback to Product, Marketing, and Customer Success teams
• Own your individual revenue target while contributing to the performance of the entire sales team

What Success Looks Like:

• Performance will be evaluated using metrics including
• • New MRR
  • Quota Attainment
  • Conversion rate by lead type and customer segment
  • Average contract value
  • Pipeline quality and accuracy
  • Quality of customer handoffs
  • Speed to lead and follow-up consistency
• During your first 30 days
• • Learn Ninety’s business, sales process, and core messaging, then demonstrate proficiency in discovery and product positioning through call shadowing and role-plays.
• By 60 days
• • Independently manage assigned opportunities from lead to deal and from deal to close
  • Consistently meet response-time, follow-up, and CRM expectations
  • Build a healthy pipeline and demonstrate sound opportunity judgement
• By 90 days and beyond
• • Meet or exceed agreed recurring revenue targets
  • Consistently convert qualified opportunities
  • Maintain strong average contract value, sales-cycle efficiency, conversion rates, and data hygiene
  • Deliver discovery calls that are structured, relevant, and tailored
  • Earn trust across Sales, Marketing, Partnerships, Product, and Customer Success teams
  • Contribute ideas, run the tests we’re prioritizing, and share learnings that make the entire sales team more effective

What we’re looking for

• You connect with people, communicate clearly, and love winning (not just adding clients, but turning them into raving fans). 
• We care more about trajectory than tenure. You don’t need a decade of SaaS experience or prior knowledge of Ninety. We can teach you our product, customers, and sales process.  
• You have a reliable internet and phone connection and manage your time effectively while working independently.

You’ll thrive here if you:

• Create your own urgency and follow through without needing to be chased
• Ask thoughtful questions and look beyond the prospect’s answer
• Recover quickly from rejection, stalled deals, and difficult weeks
• Absorb new information quickly and translate it into clear customer conversations
• Know when to persist, when to adjust your approach, and when to disqualify
• Enjoy weekly roleplays, calls reviewed against a defined standard in Gong, and coaching from a manager who listens to your calls and coaches off them

This won’t be a fit if you prefer

• Email-first selling over picking up the phone
• Waiting for leads that arrive pre-sold
• Strategy work over consistent daily execution
• Limited coaching, feedback, or roleplays