Inside Sales Representative

GRAIL is seeking a highly motivated, self-starter Enterprise Inside Sales Representative to open doors and build new relationships with self-insured employers, life insurers, payers and first responders in an assigned territory. You will identify companies and contacts for outreach, secure meetings with key decision-makers, and manage a robust pipeline of marketing qualified leads. You will also engage in full sales-cycle management of midmarket deals in partnership with the sales team. This role will work in collaboration with the Employer and Labor Sales and Marketing teams and report to the Sr. Director of Employer and Labor Sales. This role is a great “foot in the door” opportunity for a career in B2B/enterprise sales.

This role is based in Sunnyvale, California. It offers a flexible work arrangement, with the ability to work from GRAIL's office or from home. Our current flexible work arrangement policy requires that a minimum of 60%, or 24 hours, of your total work week be on-site. Your specific schedule, determined in collaboration with your manager, will align with team and business needs and could exceed the 60% requirement for the site. At our Sunnyvale campus, Tuesdays and Thursdays are the key days where we encourage on-site presence to engage in events and on-site activities.

Responsibilities:

• Work within a commercial vertical (Employer and Labor Union) and a geographic region, to drive interest, leads, and new account opportunities to the sales team and support their broader activities.
• Enter calls, activities and customer information into a CRM (Salesforce)/Outreach and update as needed to keep all stakeholders informed.
• Use a combination of cold calls (~50 per day), cold emails, LinkedIn messaging and other outbound communication methods to reach your target audience and schedule the required number of monthly sales interactions.
• Establish personal connections with clinical, executive and HR/Benefits leaders to open new pipeline opportunities and schedule meetings for Employer and Labor Key Account Directors.
• Use sales and marketing automation tools to enhance exposure within target accounts, measure inbound and outbound activities, and monitor effectiveness of personal sales activity.
• Achieve goals for sales activities, including outbound calls made, new prospects identified, meetings scheduled and meetings completed.
• Grow into opportunity management from identification to closure of midmarket deals
• Meet SLA’s and demonstrate diligence in following up on responses from prospects and persistence in making multiple attempts to each prospect for improved response rates.
• Provide market feedback on competitive activity, pricing, and other industry trends to marketing and sales stakeholders.
• Contribute the company culture by embracing and enhancing company values.

These responsibilities summarize the role’s primary responsibilities and are not an exhaustive list. They may change at the company’s discretion.

Required Qualifications:

• Minimum 2 years inside sales or field sales experience.
• Bachelor's degree or equivalent.
• Travel as necessary (~20%).
• Experience with sales and prospecting tools, such as Salesforce, Outreach, LinkedIn Sales Navigator and Apollo.

Preferred Qualifications:

• Experience within pharmaceutical, biotechnology, or lab sales and/or ideally selling into HR & Benefits leaders within self-insured employers, health systems, life insurance and health plan companies.
• Superior verbal and written communication skills.
• Demonstrated experience with identifying and closing sales opportunities.
• Demonstrated ability to communicate complex information into an “elevator pitch” to get someone’s attention and persuade them to take action.