Inside Sales Representative

The ideal candidate is a competitive self-starter that thrives in a fast-paced environment. You must be comfortable making dozens of calls per day, working with partners, generating interest, qualifying prospects, and closing sales.

We are Lobster Ink - a solutions company that helps some of the worlds most influential businesses navigate transformative change. Because people ultimately drive change, we develop training solutions that build their capability.

Our global team of 130+ Lobsters design award-winning digital products and produce recognised training content that provides 1 million+ people across 200 countries with the practical skills and knowledge needed to be great at what they do. We are brave, caring, tenacious, inventive and unconventional. We work with the biggest names in hospitality - our client list includes the likes of Marriott International, Hilton Worldwide, Waitrose and Partners and Dubai Tourism. Were also proud to be part of Ecolab, the global leader in water, hygiene and energy technologies and services.

As our client list grows, so does our need for exceptional individuals to join our teams in Amsterdam, Cape Town, Washington and the world. This is where you come in.


Job Title: Inside Sales Representative
Department: Customer Sales & Operations
Location: Cape Town, South Africa
Reporting to (Job Title): Customer Operations Manager


Purpose of role
As an Inside Sales Professional, you will be responsible for identifying and converting leads, making new business sales, with the main goal of achieving your sales targets.


Key Responsibilities

• Reach out to existing and potential customers to present our product and service offering
• Become familiar with our products and service offerings
• Interact with customers and prospects to identify their needs
• Create and present quotes and proposals based on customer needs
• Achieve the agreed sales targets
• Maintain customer records in the CRM system
• Maintain an accurate pipeline in the CRM system

Requirements and qualifications

• Sales skills
• Team player
• Negotiation skills
• Excellent written and verbal communication skills (English)
• Experience in working with CRM systems
• Eager to learn and try new things
• Flexible
• Empathetic and good listening skills
• Eye for detail and quality

Prospecting and Lead Generation:

• Identify and target potential customers.
• Use a variety of tools and channels to generate leads, including email campaigns, cold calling, LinkedIn outreach, and participation in industry events.

Consultative Selling:

• Understand the unique challenges and pain points faced by our customers in their training processes.
• Conduct thorough needs assessments to tailor our online training platform to each customer's specific needs.

Product Presentation and Demonstration:

• Effectively communicate the value proposition of our services.
• Conduct live demonstrations to showcase features and benefits.

Sales Cycle Management:

• Manage the entire sales cycle from lead generation to closing deals.
• Maintain accurate and up-to-date records of all customer interactions in the CRM system
• Maintain accurate pipeline information in the CRM system

Proposal Development:

• Prepare proposals and quotes that align with the customer's requirements and budget .

Closing Deals:

• Negotiate terms and close sales, meeting or exceeding monthly and quarterly sales targets.

Customer Relationship Management:

• Build and nurture strong relationships with our customers.
• Provide ongoing support and serve as a point of contact for customer inquiries and concerns during the sales cycle.

Market Intelligence:

• Stay updated on industry trends, competitors, and market dynamics to identify new opportunities and challenges.

Skills / Competencies

• Active listening skills
• Have outstanding Product Knowledge
• Show empathy
• Excellent time management
• Very strong communication skills
• Excellent problem-solving
• Master Storytelling to effectively engage your clients
• Relationship building skills
• Effective usage of Salesforce
• Creative research skills
• Practice the art of solid following-up
• Technologically savvy and can work with multiple systems simultaneously

Personality traits / Behaviors

• Brave, tenacious, caring, purposeful, and inventive
• Eager to learn and improve on personal skills
• Has an idea of their career path
• Eye for detail and quality
• Analytical and process oriented
• Customer focused approach to improving our product and services

Minimum experience required

• Has 5 - 8 years of sales experience in a SaaS environment, preferably in a client facing role
• Proven track record of success in inside sales in the SaaS and online training industries
• Outstanding communication and presentation skills, both written and verbal
• Strong problem-solving and objection-handling abilities
• Proficiency in Salesforce and other sales tools
• Understand consultative sales and storytelling
• Customer Service, Onboarding, Implementation, or Technical Account Management experience is valuable

Complexity / Key challenges

• Working with customers in large, geographically distributed regions who are not always digitally savvy.
• Communication across time zones with individuals who arent necessarily English speakers.
• Having to work under pressure to meet tight timelines and targets while having dependencies on other departments to be able to meet these timelines.
• Keeping up with the latest developments on our platforms to be able to provide the best possible solutions for customers as well as to work in the most efficient way.

Together we remain humble but never the same. Distinctly Lobster.