Inside Sales Representative

Our Mission: 6sense's mission is to multiply what matters: growth, retention, and efficiency. We envision a future where companies, teams and people reach their full potential. Our People: People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Win as One Team, Stay Curious, Do The Right Thing, Own the Outcome, and Create Belonging. Every 6sensor plays a part in defining the future of our industry-leading technology. 6sense is a place where difference-makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers. We want 6sense to be the best chapter of your career. Role Overview The Inside Sales Representative is responsible for building qualified Stage 2 pipeline for the Enterprise and Strategic Sales organisation. This role plays a critical part in driving revenue growth by identifying, engaging, and qualifying high-value opportunities across a defined set of target accounts. The role combines proactive outbound prospecting with ownership of inbound lead qualification. The successful candidate will run structured discovery conversations to assess qualification against agreed criteria (Budget, Authority, Need, Timeline) and convert qualified interest into pipeline-ready opportunities for the Enterprise and Strategic sales teams. Key Responsibilities Pipeline Generation & Qualification • Build and progress Stage 2 qualified pipeline for the Enterprise and Strategic Sales organisation • Own discovery conversations for inbound leads, ensuring consistent and thorough qualification against MEDDPICC (or equivalent) criteria • Clearly articulate customer pain points, use cases, and buying intent before passing opportunities to Account Executives • Maintain high data quality and accurate opportunity stage progression in CRM Outbound Prospecting • Execute targeted outbound prospecting into a defined list of Enterprise and Strategic accounts • Research accounts and stakeholders to develop relevant, personalised outreach strategies • Engage senior decision-makers through a mix of channels (email, phone, LinkedIn, etc.) • Book and qualify meetings that meet agreed pipeline quality standards Inbound Lead Management • Act as the first point of contact for inbound interest within the supported segment • Run structured discovery calls to validate fit, urgency, and readiness • Disqualify leads that do not meet qualification criteria, providing clear rationale and feedback to marketing and sales stakeholders Collaboration & Alignment • Partner closely with Enterprise and Strategic Account Executives to ensure smooth opportunity handoff and alignment on account strategy • Collaborate with Marketing to provide feedback on lead quality, messaging, and campaign effectiveness • Align with the Global BDR organisation on best practices, metrics, and continuous improvement Success Metrics • Volume and value of Stage 2 qualified pipeline generated • Conversion rates against agreed qualification criteria • Quality of discovery and opportunity handoff (as measured by AE pipeline acceptance and pipeline progression) • Activity levels and effectiveness of outbound prospecting into target accounts Skills & Experience Required • 1–3 years of experience in an inside sales, BDR, SDR, or similar commercial role • Proven experience qualifying opportunities through structured discovery conversations • Comfort engaging with senior stakeholders in mid-market to enterprise environments • Strong written and verbal communication skills • Experience using CRM systems (e.g. Salesforce) and sales engagement tools Preferred Experience supporting Enterprise or Strategic sales teams • Familiarity with MEDDPICC or similar qualification frameworks • Experience in a global, matrixed organisation Competencies • Consultative mindset with strong discovery skills • High attention to detail and qualification rigor • Self-motivated, resilient, and comfortable with outbound prospecting • Strong organisational skills and ability to manage multiple opportunities concurrently • Collaborative approach with a clear sense of ownership and accountability 6sense is committed to protecting the privacy and security of your personal information. We will process your personal data for the purposes of the recruitment exercise, which may include assessing your suitability for the role, background, and reference checks, where applicable. Please see our recruitment privacy policy for more information: Recruitment Privacy Notice Our Benefits: Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices. We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development…