Senior Sales Consultant, Inside Sales

The Inside Sales Representative will support Octave’s Public Sector sales organization by developing qualified pipeline across strategic public sector markets in North America. This role will partner closely with Account Executives to identify and engage target accounts, develop relationships with prospective customers, qualify opportunities, and create new sales opportunities across the Octave portfolio.

This is a pipeline generation and territory development role, with a primary focus on creating net-new opportunities and helping the sales team expand within strategic markets. The ideal candidate is proactive, organized, persistent, and enjoys prospecting, researching accounts, building relationships, and creating opportunities from the ground up.

• Develop and execute outbound prospecting strategies focused on target public sector accounts.
• Identify and engage prospects across key markets, including Transit, Water & Wastewater, and Municipalities.
• Research accounts to identify organizations that align with our Ideal Customer Profile (ICP).
• Identify business drivers, modernization initiatives, funding opportunities, procurement activity, RFPs, and other buying signals.
• Conduct outbound outreach through phone, email, Linked In, and other appropriate channels.
• Generate qualified meetings and opportunities for Account Executives.
• Maintain accurate activity, account, and opportunity information in Salesforce.

• Build and maintain prioritized target-account lists in partnership with Account Executives.
• Research organizations, technology environments, business priorities, organizational structures, and key stakeholders.
• Identify and map potential buying groups and decision-makers.
• Monitor changes within target accounts that may create sales opportunities.
• Help Account Executives develop account strategies and increase penetration within priority markets.

• Conduct initial prospect conversations and discovery.
• Determine whether opportunities align with defined qualification criteria and sales methodology.
• Capture relevant business challenges, current technology, timing, stakeholders, and next steps.
• Coordinate qualified opportunities and introductions with the appropriate Account Executive.

• Identify opportunities to expand relationships within existing Public Sector customers.
• Research additional departments, divisions, and business units that may benefit from Octave solutions.
• Support cross-sell initiatives across Attune EAM, Project mates, AKMS, and APM.
• Partner with Account Executives to identify whitespace and additional opportunities within existing accounts.

• Work closely with Account Executives on territory plans, target accounts, and pipeline objectives.
• Collaborate with Marketing on campaigns, inbound leads, and demand-generation activities.
• Work with partners to identify new opportunities and market intelligence.
• Share competitive and market intelligence gathered through prospecting and account research.

• Success in this role will be measured through:
• Qualified meetings generated
• New opportunities created
• Qualified pipeline sourced
• Net-new target accounts engage