Job description template

Inside Sales Specialist

As an Inside Sales Specialist, you’ll manage end-to-end outbound and inbound sales motions for qualified prospects, helping drive new revenue and consistent pipeline growth. You’ll partner with internal teams to qualify opportunities, coordinate next steps, and move deals through to close using disciplined process and strong customer communication.

Responsibilities

Own a defined territory and manage prospecting, outreach, and lead follow-up across inbound and outbound channels
Qualify leads and opportunities using discovery, needs analysis, and clear qualification criteria
Develop and maintain a healthy pipeline in the CRM, updating activities, stages, and next steps accurately
Run structured sales conversations to present value, handle objections, and advance prospects toward meetings and proposals
Coordinate with marketing and sales engineering as needed to ensure timely, accurate information for prospects
Manage deal progression from first qualified conversation through close and post-sale handoff
Track and improve outreach and conversion performance using call notes, CRM data, and feedback loops

Must-have qualifications

2+ years of inside sales or outbound B2B sales experience with measurable pipeline and revenue impact
Demonstrated ability to run discovery calls, qualify opportunities, and handle objections
Strong experience using a CRM (e.g., Salesforce, HubSpot) to manage pipeline stages, activity, and forecasting
Experience achieving targets through outbound prospecting and consistent lead follow-up
Clear written and verbal communication skills for customer-facing outreach and calls

Nice to have

Experience selling to SMB or Mid-Market customers in a fast-moving environment
Familiarity with sales enablement tools and sequences (e.g., Outreach/Salesloft)
Experience collaborating with marketing and sales engineering to improve conversion rates
Comfort working with sales metrics such as conversion rates, meeting rates, and cycle time

What success looks like in 12 months

Build and maintain a predictable pipeline
Increase lead-to-meeting and meeting-to-opportunity conversion
Close deals from qualified opportunities
Improve sales cycle performance
Maintain high-quality CRM hygiene and reporting accuracy

Logistics

Full-time (40 hours a week), remote from Latin America.
Working hours overlap with US business hours.

About the company

[About your company: what you build, your stage and team size]

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Interview scorecard

Score every candidate against the same bar

Drive qualified pipeline and closed-won revenue by running disciplined inside sales motions across outbound and inbound leads.

Outcomes to measure

What this hire should deliver in the first year. Replace [N] with your own targets.

Build and maintain a predictable pipeline. Measure: Create and maintain [N] qualified opportunities in CRM at any point in the period, with deal stages updated within [X] business days of each customer interaction
Increase lead-to-meeting and meeting-to-opportunity conversion. Measure: Improve lead-to-meeting conversion rate to [X]% and meeting-to-opportunity conversion rate to [Y]%
Close deals from qualified opportunities. Measure: Close [N] deals / achieve [N] closed-won outcomes within 12 months
Improve sales cycle performance. Measure: Reduce average sales cycle time by [X]% from quarter 1 to quarter 4
Maintain high-quality CRM hygiene and reporting accuracy. Measure: Keep CRM fields complete for key activities and stages for [X]% of opportunities; meet forecast submission deadlines with [Y]% on-time accuracy

Competencies and weights

What to evaluate, how much it counts and what a strong answer looks like.

Discovery and Qualification · 26%
Mid-level independence in inside sales depends on strong discovery, qualification, and objection handling that produces qualified opportunities. Evaluated in Round 1.

Weak: Uses a scripted talk track without probing for needs; qualification criteria are unclear; struggles to distinguish buyer vs. non-buyer signals.
Meets the bar: Asks structured questions to understand needs and priorities; accurately identifies pain points and decision process; moves prospects to the next step with clear rationale.
Strong: Leads discovery that maps needs to solution fit; surfaces strong buying signals and risks early; tight qualification prevents low-quality pipeline and advances well-defined next steps.

Objection Handling · 18%
Inside sales requires persuasive, customer-focused objection handling to protect conversion rates at each stage. Evaluated in Round 1.

Weak: Responds defensively or escalates without addressing the core concern; offers features without linking to value.
Meets the bar: Acknowledges concerns, asks follow-up questions, and addresses objections with relevant value and tradeoffs.
Strong: Separates surface objections from root causes; uses evidence and tailored alternatives; confirms resolution and secures commitment to next steps.

CRM and Pipeline Discipline · 16%
Pipeline accuracy and forecasting depend on consistent CRM hygiene and disciplined stage management. Evaluated in Round 2.

Weak: Leaves out key notes, next steps, or outcomes; stages lag behind customer reality; forecast is hard to trust due to incomplete data.
Meets the bar: Updates CRM after interactions with clear activity outcomes and next steps; keeps stage changes aligned to defined criteria; records key deal context.
Strong: Maintains consistently high-quality CRM documentation; uses CRM data to identify risks and drive timely follow-up; ensures forecast inputs are traceable to customer interactions.

Outbound Prospecting Execution · 14%
Conversion and pipeline creation require repeatable outbound execution and structured follow-up. Evaluated in Round 2.

Weak: Relies on ad hoc outreach; follow-up is inconsistent; struggles to tailor messaging to persona or problem.
Meets the bar: Runs targeted prospecting and timely follow-up; adapts messaging based on responses and signals; tracks outcomes and iterates.
Strong: Builds multi-touch outreach with clear value hypotheses; uses response data to refine targeting and messaging; consistently increases meeting rates through disciplined iteration.

Sales Metrics Mindset · 14%
Independently improving performance requires comfort with metrics, measurement, and targeted adjustments. Evaluated in Round 3.

Weak: Discusses results without connecting actions to metrics; avoids analyzing funnel data; cannot explain drivers of changes.
Meets the bar: Tracks key funnel metrics, explains performance drivers, and identifies concrete areas to improve; proposes measurable adjustments.
Strong: Uses metric trends to diagnose bottlenecks; tests hypotheses (messaging, targeting, qualification, sequencing) and explains how changes impacted conversion and cycle time.

Communication and Presence · 12%
The role is customer-facing; clarity and professionalism directly affect trust, meeting conversion, and close rates. Evaluated in Round 3.

Weak: Communication is vague or overly technical; customer questions go unanswered or are mishandled; poor tone in written outreach.
Meets the bar: Communicates clearly and professionally; explains value and next steps; maintains respectful, concise customer interactions.
Strong: Communicates with crisp structure and strong empathy; tailors tone to buyer context; drives momentum by summarizing needs, proposing next actions, and confirming understanding.

Interview questions

Questions for every interview round

Each round has an owner, a time box and questions that test the competencies above.

Round 1: Qualification & Objection Handling
Sales Director · 45 min

Walk me through how you prepare for a discovery call for a new inbound lead. What questions do you ask to qualify, and what signals would make you disqualify the lead?
Describe a time a prospect pushed back during discovery (budget, timing, competitor, or skepticism). How did you respond, what did you ask, and what was the outcome?

Round 2: Pipeline & CRM Execution
Inside Sales Manager · 45 min

Tell me how you manage your CRM stages and next steps. How do you decide when an opportunity should move from one stage to the next?
Give an example of how you used CRM data (activity outcomes, stage conversion, or bottlenecks) to improve your pipeline performance. What did you change?

Round 3: Prospecting & Performance
Head of Sales · 45 min

Describe your outbound prospecting approach for a defined territory. How do you tailor outreach and follow-up to increase meeting rates?
Pick one metric you’ve owned (e.g., lead-to-meeting, meeting-to-opportunity, sales cycle). How did you diagnose what was happening and what actions did you take to improve it?
When writing outreach messages, how do you ensure the copy is clear, relevant, and aligned to the prospect’s needs? Share how you’ve iterated based on responses.

Red flags to watch for

Relies primarily on scripts and does not demonstrate structured discovery or qualification
Shows poor CRM discipline (incomplete notes, vague stage updates, little traceability to customer interactions)
Cannot explain conversion performance with metrics and causal actions
Inability to handle objections with empathy and structured problem-solving

How much does it cost to hire an Inside Sales Specialist in Latin America?

In 2026, a senior Inside Sales Specialist in Latin America costs $2,875 to $3,250 a month all-in, versus $7,125 in the US: up to 60% less. Mid-level starts at $1,875.

Country

Mid-level

Senior

Argentina

$1,875

$2,875

Brazil

$2,125

$3,125

Colombia

$1,875

$2,875

Mexico

$2,125

$3,250

United States

$5,875

$7,125

Monthly cost in USD, all-in: the talent's salary plus Teilur's flat 20% fee, from our 2026 rates. The United States row shows what the same role typically costs there.

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Frequently asked questions

What does an Inside Sales Specialist do?

Typical responsibilities include: own a defined territory and manage prospecting, outreach, and lead follow-up across inbound and outbound channels; qualify leads and opportunities using discovery, needs analysis, and clear qualification criteria; develop and maintain a healthy pipeline in the CRM, updating activities, stages, and next steps accurately. The full list is in the template above.

How much does it cost to hire an Inside Sales Specialist in Latin America?

In 2026, a senior Inside Sales Specialist in Latin America costs $2,875 to $3,250 a month all-in, versus $7,125 in the US: up to 60% less. Mid-level starts at $1,875.

Can I customize this Inside Sales Specialist job description?

Yes. Teilur's free Job Description & Scorecard Generator rewrites it for your stack, seniority, time zone and hiring urgency in about 15 seconds. No sign-up needed.

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Inside Sales Specialist Job Description Template