ISR - House/Lead Distribution

Summary / Position Purpose:

The Inside Sales Representative – House is a hybrid operational and revenue-generating role responsible for ensuring all inbound leads, opportunities, and unassigned account activity are routed, acted upon, and closed with speed and accuracy. This role serves as the center point for inbound demand while directly owning and closing revenue from house/new accounts.

This position plays a critical role in maximizing lead conversion, preventing revenue leakage, and supporting the broader sales organization through disciplined execution and proactive selling with unassigned house accounts.

Essential Duties, Functions and/or Responsibilities:

Lead Routing & Opportunity Management

• Own the end-to-end lead routing process for inbound leads, web inquiries, marketing-generated opportunities, and unassigned accounts
• Ensure leads are accurately qualified and assigned to the appropriate sales resources (ISR - Strategic, OSRs, AEs, T&M Specialists) based on territory, end-market, account size, and product alignment
• Enforce SLA compliance for lead response times and follow-up
• Monitor CRM queues daily to eliminate stalled, unworked, or misrouted opportunities

House Account Revenue Ownership

• Act as the primary seller for unassigned, house, or accounts not actively owned by a field or inside representative
• Proactively engage inbound and house customers to identify needs, quote solutions, and close business
• Manage the full sales cycle for house accounts, including qualification, quoting, follow-up, and order close
• Capture and document account intelligence to support future account assignment or expansion in CRM
• Escalate high-potential accounts for assignment to OSRs or ISRs once thresholds are met

Sales Execution & Customer Engagement

• Respond rapidly to inbound customer requests to deliver a best-in-class buying experience
• Identify cross-sell and upsell opportunities across core product lines and services
• Maintain accurate opportunity and activity records in CRM
• Coordinate with specialists, product managers, and operations teams to support complex opportunities

Reporting & Continuous Improvement

• Track and report on lead conversion rates, response times, closed revenue, and pipeline velocity
• Identify systemic breakdowns in lead flow, account coverage, or execution
• Recommend process improvements to increase speed-to-quote and close rates
• Support leadership with insights into unassigned account trends and revenue opportunities
• Directly and indirectly responsible for product quality.
• Other duties as assigned.

Key Performance Indicators (KPIs)

• Lead response time and SLA compliance
• Lead-to-opportunity and opportunity-to-close conversion rates
• Revenue closed from unassigned accounts
• Pipeline velocity and aging reduction
• CRM data accuracy and opportunity hygiene
• Meets averaged weekly and monthly interaction and touch KPIs with customers
• Indirectly and or directly responsible for product quality
• Other duties as assigned

Education and/or Work Experience Requirements:

• Bachelor’s degree in Business or related field is preferred
• 1–3 years of experience in inside sales, sales operations, or hybrid revenue roles
• Proven ability to close business in a fast-paced, inbound-driven environment
• Strong CRM proficiency (Salesforce or equivalent)
• Highly organized with strong attention to detail and process discipline
• Excellent communication and customer engagement skills
• Experience in B2B distribution, industrial, manufacturing, or technical sales environments
• Familiarity with lead routing logic, territory models, and sales coverage strategies
• Comfort working cross-functionally with Marketing, Sales Ops, and Field Sales
• Data-driven mindset with strong reporting and analytical skills

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards

This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas. 

TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.