Role Description The Sales Associate – Small & Mid-Market is an inbound-focused sales role designed to expand coverage and increase productivity across the small and mid-market segments. This role supports multiple Territory Sales Representatives by qualifying and managing inbound leads, progressing sales opportunities, and handling transactional or lower-complexity accounts under the guidance of experienced, strategic sellers. Sales Associates are earlier-career sales professionals who build foundational selling skills while contributing immediate revenue impact. This role enables Territory Reps to focus on strategic, complex opportunities while ensuring smaller opportunities are captured, progressed, and closed efficiently. This role expands small and mid-market coverage, increases Territory Rep productivity, captures inbound revenue, and builds a pipeline of future sales talent. Responsibilities - Inbound Lead Management: - Receive, qualify, and respond to inbound leads from small and mid-market accounts. - Conduct initial discovery to understand customer needs, decision criteria, and buying timelines. - Determine appropriate handoff to Territory Rep for higher-complexity or strategic opportunities. - Sales Support & Opportunity Management: - Support multiple Territory Sales Representatives by managing smaller, transactional, or lower-complexity opportunities. - Progress opportunities through the sales pipeline, including follow-ups, pricing coordination, and proposal support. - Maintain accurate opportunity and activity records in CRM. - Customer Engagement: - Serve as a primary point of contact for assigned small and mid-market prospects. - Provide timely responses to inquiries, product and service information, and basic solution guidance. - Deliver a consistent, professional customer experience aligned with company sales standards. - Collaboration & Enablement: - Work closely with Territory Reps to align on account priorities, deal strategy, and handoff criteria. - Learn and apply best practices from senior sellers through coaching and guided selling. - Partner with internal teams to support deal execution. - Market Coverage Expansion: - Expand market coverage by ensuring smaller inbound opportunities are actively pursued. - Identify trends in inbound demand to support continuous improvement. Qualifications - 1–3 years of experience in account management, business development, customer operations. - Strong communication skills across phone, email, and virtual meetings. - Ability to support multiple sales reps and manage multiple opportunities. - Basic understanding of CRM systems and sales pipelines. - Strong organizational skills and attention to detail. - Experience supporting senior sales representatives. - Experience with inbound lead management or inside sales. - Experience selling to small or mid-market customers. - Familiarity with CRM tools such as Salesforce. Benefits - Comprehensive benefits package that includes Medical, Dental, Vision, 401(k), FSA/HSA, Employer HSA Match, Life & Disability Insurance, Paid Time Off, Volunteer Time Off, ID Theft Protection Plan and more. - Benefits are based on employment status and may not be available for temporary or non full-time employees.