Now Hiring - MarathonLS - Professional Services Inside Sales/ Revenue Operations Specialist in Norwood, MA

Full description of the position

POSITION OVERVIEW The Inside Sales / Revenue Operations Specialist is a high-impact, sales role responsible for opportunities driving pipeline creation, account expansion, renewals, and service-to-sales conversion through disciplined, repeatable execution for MarathonLS. This individual will serve as the front end of the revenue machine--owning outbound prospecting, inbound lead response, existing customer base mining, and opportunity qualification across existing and new accounts. The Inside Sales Specialist ensures no opportunity is lost due to lack of follow-up, visibility, or process. The Inside Sales Specialist will focus on creating qualified pipeline and accelerating deals--either closing opportunities directly or passing them to the appropriate field resource at the right time. Success is driven by specialization, repeatable processes, and clear handoffs. OBJECTIVES * Increase revenue velocity * Increase pipeline volume and quality * Expand revenue share within existing accounts * Improve renewal rates and program adoption * Convert field service signals into revenue * Build a predictable, scalable inside sales systems RESPONSIBILITIES Lead Management & Qualification * Own all inbound and outbound lead flow * Respond to all inbound lead inquiries within defined SLA * Qualify opportunities using defined criteria (need, urgency, fit, scope) * Disqualify quickly and cleanly when appropriate * Ensure every lead is worked, tracked, and dispositioned in NetSuite CRM Outbound Prospecting & Market Coverage * Execute daily outbound activity across: * Target verticals (GMP manufacturing, pharma, diagnostics, academia, etc.) * Dormant accounts * Lapsed customers * Drive consistent activity through: * Calls * Emails * LinkedIn outreach * Build pipeline through volume and consistency Account Expansion & Installed Base Monetization * Systematically review existing accounts for: * Preventive maintenance opportunities * Vendor consolidation * Cross-site rollouts (CA, PA, NY, NJ) * Proactively identify and develop expansion opportunities within current customers * Own small to mid-size expansions from identification through close Renewals & Retention Ownership * Own renewal motion for service contracts and preventative maintenance programs * Proactively engage customers ahead of expiration * Identify churn risk early and act to retain * Increase contract stickiness through program positioning and standardization Service-to-Sales Signal Capture * Act as the central intake point for Field Service Engineer (FSE) leads and observations * Convert technician signals into: * Opportunities * Quotes * Proposals * Follow-up actions * Develop structured follow-up workflows to prevent lead drop-off Quoting & Proposal Management * Prepare and manage quotes for: * Preventive maintenance * Certifications * Repairs * Program rollouts * Ensure: * Speed * Accuracy * Follow-up discipline * Drive quotes to close through structured cadence Opportunity Handoff & Coordination * Coordinate seamless handoff of qualified opportunities with clear documentation and timeliness to: * Sales Manager (for complex / enterprise deals) * Field Service Engineers (for technical support) CRM Ownership & Pipeline Hygiene * Maintain accurate records in NetSuite CRM * Enforce pipeline discipline: * Stage accuracy * Activity tracking * Forecast hygiene * Ensure no stale, orphaned, or unworked opportunities exist * Produce weekly pipeline and activity reports Revenue Process Improvement Identify bottlenecks in: * Lead flow * Qualification * Quoting * Follow-up * Handoffs THE IDEAL CANDIDATE * 3-7 years of sales experience, preferably in B2B, services, laboratory, life sciences, or technical environments * Proven experience with outbound prospecting (cold calls, cold emails, follow-up cadence execution) * Strong written and verbal communication skills * Strong organizational and follow-up discipline * Ability to manage time, priorities, and pipeline independently * Experience in NetSuite preferred * Comfortable working in a start-up environment Pay: $70,000.00 - $110,000.00 per year Benefits: * 401(k) * 401(k) matching * Dental insurance * Health insurance * Paid time off * Vision insurance Application Question(s): * Do you now or will you in the future require Visa sponsorship? Experience: * inside sales: 2 years (Required) Ability to Commute: * Norwood, MA 02062 (Required) Work Location: In person