Inside Sales Specialist - REMOTE

Job Purpose

The Inside Sales Specialist is responsible for identifying, qualifying, and nurturing potential customers interested in real-world data solutions for healthcare, life sciences, and related research markets. This role focuses on outbound prospecting, inbound lead management, and early-stage sales activities to support pipeline growth and revenue objectives. The ideal candidate is consultative, data-driven, and comfortable engaging with stakeholders across clinical, research, analytics, and commercial functions.

Duties and Responsibilities

Sales & Pipeline Development
Proactively identify and qualify potential customers for RWD products and services via outbound calls, emails, and digital outreach
Manage inbound leads and convert marketing-qualified leads (MQLs) into sales-qualified leads (SQLs)
Conduct discovery conversations to understand customer needs related to real-world evidence, outcomes research, market access, safety, and commercialization
Schedule and coordinate meetings and product demos for field sales executives or account managers
Maintain accurate pipeline activity and forecasts within CRM (e.g., Salesforce)

Customer Engagement & Education
Clearly articulate the value proposition of RWD solutions, datasets, and analytics offerings
Educate prospects on use cases such as HEOR, RWE studies, post-marketing surveillance, clinical development, and commercial strategy
Serve as a knowledgeable first point of contact for prospective customers

Collaboration & Enablement
Partner closely with marketing, sales leadership, and field sales teams to optimize outreach strategies
Provide feedback on market trends, customer objections, and competitor activity
Support proposal development, pricing discussions, and contract handoffs as needed

Performance & Process
Achieve or exceed activity, pipeline, and revenue-related targets
Maintain detailed records of customer interactions and lead status
Continuously improve sales processes through training, feedback, and best-practice sharing
Handle other duties as assigned

Training
GRN HIPAA/Privacy & Security Training
Harassment/Hostile Workplace
CITI modules appropriate for role
GRN data elements and systems
Workflow(s) required for assigned projects

Minimum Qualifications
Bachelor's degree or equivalent experience
1 year of inside sales, business development, or lead-generation experience
Strong communication, presentation, and active-listening skills
Experience using CRM tools and sales engagement platforms
Ability to understand and explain complex data or technical solutions

Required Competencies/Knowledge, Skills, and Abilities
Excellent interpersonal skills in order to effectively and appropriately engage internal and external contacts at all seniority levels
Ability to thrive as part of a fast-moving team to achieve deliverables
Strong written and verbal communication skills
Ability to quickly learn new software applications
Strong organizational skills, including ability to manage multiple deliverables
Excellent office productivity skills, especially with MS office applications
Adaptability and flexibility
Ability to complete tasks independently, accurately, and within compressed timelines

Working conditions
Day shift with standard working hours (8AM – 5 PM), with occasional flexibility required as deadlines may warrant
Corporate office and/or home office environment with regular computer and phone usage

Direct reports
None