Inside Sales Representative

Description

The Inside Sales Representative at Capstone partners closely with a partner Account Executive to execute territory coverage plans, generate pipeline opportunities, and drive revenue growth. This role is responsible for prospecting, developing customer relationships, managing transactional and smaller sales opportunities, and supporting the progression of larger strategic opportunities.

The Inside Sales Representative serves as the "co-pilot" within the territory, maintaining direct selling responsibility and measurable revenue ownership while expanding customer engagement and market coverage. This role plays a critical part in identifying new opportunities, increasing account penetration, and growing buying-center relationships within assigned territories.

Our preference is for this role to be based out of either our North Mankato, MN or Eden Prairie, MN locations (hybrid work schedule of a minimum of 2 days per week in office). Fully remote work may be considered.

Your work will directly impact an innovative company whose mission is to improve the educational experiences of children and the educators who serve them. Capstone is a fast-paced growth company committed to cultivating a love of reading and learning. We know that Learning is for Everyone.

For more than 30 years, Capstone has been a national leader in K-5 educational content including digital products (Pebble Go, Pebble Go Next, Capstone Interactive, Capstone Create) and award-winning books. We combine a passion for helping foster a powerful love of reading and learning with the talent to create amazing content.

We are a mission-driven company that provides opportunities for professional learning and development and a culture of inclusion and belonging.

• Execute territory coverage plans designed to maximize customer engagement and sales opportunities.
• Prospect within assigned territories through phone, email, virtual meetings, and other outreach methods.
• Identify and qualify new sales opportunities and customer needs.
• Build and maintain a healthy sales pipeline to support territory revenue goals.
• Generate appointments, demonstrations, and discovery meetings for strategic opportunities.

• Own and manage mid-level sales opportunities.
• Conduct product demonstrations and presentations aligned to customer needs.
• Develop proposals, provide product recommendations, and respond to customer inquiries.
• Advance qualified opportunities through the sales process to close revenue.
• Maintain ownership of designated revenue targets and activity goals.

• Expand customer relationships by identifying and engaging additional contacts, influencers, and buying-center stakeholders.
• Support existing customers through upsell and cross-sell activities.
• Increase territory penetration through proactive outreach and account development.
• Maintain strong customer engagement throughout the sales cycle.

• Partner with Account Executives to support enterprise and complex sales opportunities.
• Assist with customer research, meeting preparation, follow-up, and opportunity progression.
• Coordinate communication with multiple stakeholders throughout the buying process.
• Help execute account plans and territory initiatives.

• Maintain accurate customer and opportunity records within Salesforce and other systems.
• Document activities, contacts, pipeline status, and next steps.
• Support forecasting and pipeline reporting efforts.
• Follow established sales processes and best practices.

• Develop expertise in Capstone products, educational trends, and customer needs.
• Stay…