• The Sr. Inside Sales Representative will be responsible for developing and executing strategies to target prospects, including message development, prospect identification, and outreach. • The role may lead to the inside sales function for a specific geographic area, line of business, segment, or customer type. • The manager will identify, nurture, and convert leads to expand the sales pipeline and drive new client acquisition. • Additionally, the role will be responsible for coordinating and supporting sales activities with the outside sales team, operations, and marketing. • Regularly review industry-related news articles, reports, and press releases to identify potential leads. • Work with Operations, Marketing, and Outside Sales to develop and execute strategies for identifying prospects aligned with GTM, marketing campaigns, and business imperatives. • Identify decision makers within targeted accounts through LinkedIn Sales Navigator, Salesforce, and other tools. • Place proactive outbound calls and emails to potential prospects to establish qualified leads for the Outside Sales team. • Work as a key liaison between sales and marketing teams to effectively vet and qualify new, inbound leads to increase the efficiency and effectiveness of sales activities. • Manage the transition and hand-off of qualified leads to the Outside Sales team, including scheduling the follow-up meeting. • Conduct pre-call research and planning to set goals for the call and to anticipate the prospect's needs. • Initiate and conduct proactive call and email campaigns designed to follow up with prospects who have shown interest in doing business with the company. • Collaborate with the marketing team to create and refine proactive engagement in UBC’s marketing content and thought leadership. • Ensure all lead and opportunity data is properly and centrally updated in Salesforce (SFDC), compliant with company policies and practices, to inform stakeholders on pipeline health and forecasted sales expectations properly. • Verify and complete required data, including verification of lead and contact records in SFDC lead response details, notes, and any follow-up actions by the sales team. • Establish regular reporting and collaboration cadence with key stakeholders. • Communicate with Sales, Marketing, and Sales Management, learning from inbound/outbound calls and associated changes needed to make the business process as strong as possible. • Ensure call scripts and outbound messaging align with UBC go-to-market positioning; amend/refine as needed.