Inside Sales Representative

Job description

The product is moving fast and there’s more to sell than we’re currently selling. That’s why this seat exists. You’ll be talking to founders and CEOs of 10-to-250 person companies who mostly already know us – many arrive as trials or referrals – and your job is to help them see what’s now possible. What you’ll own Own the full sales cycle across marketing-generated trials, product-qualified leads, and partner referrals Respond quickly and thoughtfully to new opportunities, creating momentum from the first interaction Lead structured discovery conversations that uncover business challenges, buying priorities, decision criteria, and urgency Deliver tailored demonstrations that connect Ninety’s capabilities to the buyer’s desired outcomes Manage both high-velocity opportunities and more complex multi-stakeholder evaluations Navigate pricing conversations, competitive questions, objections, and some negotiations Establish clear next steps and maintain control of the buying process through close Maintain a clean deal pipeline and maintain disciplined CRM hygiene Create smooth transitions from partners to sales, sales to professional services, and sales to customer success Run the tests we design (messaging, talk tracks, sequencing), and report back honestly on what’s working and what isn’t Bring structured customer and market feedback to Product, Marketing, and Customer Success teams Own your individual revenue target while contributing to the performance of the entire sales team What Success Looks Like: Performance will be evaluated using metrics including New MRR Quota Attainment Conversion rate by lead type and customer segment Average contract value Pipeline quality and accuracy Quality of customer handoffs Speed to lead and follow-up consistency During your first 30 days Learn Ninety’s business, sales process, and core messaging, then demonstrate proficiency in discovery and product positioning through call shadowing and role-plays. By 60 days Independently manage assigned opportunities from lead to deal and from deal to close Consistently meet response-time, follow-up, and CRM expectations Build a healthy pipeline and demonstrate sound opportunity judgement By 90 days and beyond Meet or exceed agreed recurring revenue targets Consistently convert qualified opportunities Maintain strong average contract value, sales-cycle efficiency, conversion rates, and data hygiene Deliver discovery calls that are structured, relevant, and tailored Earn trust across Sales, Marketing, Partnerships, Product, and Customer Success teams Contribute ideas, run the tests we’re prioritizing, and share learnings that make the entire sales team more effective What we’re looking for You connect with people, communicate clearly, and love winning (not just adding clients, but turning them into raving fans). We care more about trajectory than tenure. You don’t need a decade of SaaS experience or prior knowledge of Ninety. We can teach you our product, customers, and sales process. You have a reliable internet and phone connection and manage your time effectively while working independently. You’ll thrive here if you: Create your own urgency and follow through without needing to be chased Ask thoughtful questions and look beyond the prospect’s answer Recover quickly from rejection, stalled deals, and difficult weeks Absorb new information quickly and translate it into clear customer conversations Know when to persist, when to adjust your approach, and when to disqualify Enjoy weekly roleplays, calls reviewed against a defined standard in Gong, and coaching from a manager who listens to your calls and coaches off them This won’t be a fit if you prefer Email-first selling over picking up the phone Waiting for leads that arrive pre-sold Strategy work over consistent daily execution Limited coaching, feedback, or roleplays Why Ninety Ninety is the leading EOS® software trusted by 18,000+ companies to help business owners run stronger businesses and grow valuations. We bring vision, goals, execution rhythm, and business metrics into one connected platform, backed by an ecosystem of expert support, professional services, partners, and AI. We have strong financials with a long runway, we lead our category, and we're investing in the people who make it happen. If you enjoy doing meaningful work inside a product that actually changes how businesses operate, you'll find real ownership here. What We Offer Flexibility & Time Off Work From Anywhere: Live and Work where you’re happiest. As-Needed Vacation: Recharge when you need to. Paid Parental Leave: Generous paid time to bond with your growing family. Health & Well-Being Comprehensive Coverage: Health, dental, and vision insurance for you and your family. Company-Paid Life & LTD: Peace of mind for you and your loved ones. HSA, FSA & DCFSA Accounts: Flexible ways to manage medical and dependent care costs. Ninety contributes annually to your HSA—front-loaded to help you cover expenses sooner. Productivity Allowance: Use toward wellness, tech, or productivity—whatever helps you thrive. Financial Security 401(k) with Company Match: Plan for your future with automatic company contributions. Equity Opportunities: Share in Ninety’s long-term growth and success. Growth & Connection Professional Development Reimbursement: Annual funds to support your learning and growth. Company Gatherings: In-person connection and collaboration, with travel covered. Why we love doing what we do : Small to midsize businesses are the foundation of almost every healthy community. They provide not just employment but opportunities for people to learn, grow, and become leaders who take responsibility for the well-being of the community. Our values: Get Smart Stuff Done Focus on outcomes that matter and consistently deliver results. Team Collaborate, trust, support, create, and honor your agreements. Resilient Respond calmly to challenges and grow through adversity. Inquisitive Seek mastery, ask questions, and never stop learning. Best Strive to be a better version of yourself for your growth, your team, and Ninety. Extra Mile Embrace work-life harmony while stepping up when it matters most. The “Seat” we have open Once we’re confident someone embodies our core values and is in the right seat, we trust them to do great work, lean into their Unique Abilities™, and continue to grow. If this sounds like the kind of environment where you’d thrive, we’d love to hear from you and explore how you can help us help companies achieve real, healthy, and sustainable growth.