The Inside Sales Representative (“Sniper”) is a high-activity, execution-focused sales role responsible for providing targeted support to advertising sales projects that require immediate momentum. This role does not own accounts. Instead, the Sniper Rep partners closely with Project Managers and the PPM team to identify projects behind schedule and apply focused outbound outreach to drive activity, pipeline, and revenue performance.

The Sniper role is designed to act as a rapid-response sales resource, deployed across multiple Association projects to re-engage unworked leads, source new opportunities, and help projects reach revenue targets—particularly during critical or final stages of sales cycles.

Success in this role is measured by consistent daily activity, pipeline contribution, opportunity creation, and the ability to positively impact project outcomes.

• Targeted Sales Support: Provide focused sales support for advertising projects that are behind schedule or underperforming, working in close coordination with Project Managers and the PPM team.
• Outbound Prospecting & Engagement: Execute high-volume outbound outreach via phone, email, and LinkedIn to activate unworked, cold, or dormant leads across assigned projects.
• Pipeline Creation: Source, qualify, and advance prospects into Opportunity and Negotiation stages, contributing meaningful pipeline across all supported projects.
• Lead Research & Sourcing: Conduct heavy lead research and prospect sourcing using tools such as LinkedIn, Media Radar, ZoomInfo, and other approved platforms.
• Final-Stage Project Support: Focus outreach efforts during the final weeks of projects to drive urgency, engagement, and revenue acceleration.
• CRM Management: Maintain accurate and timely documentation of all activity, leads, and opportunities in Salesforce, ensuring full visibility into pipeline contribution and project support.
• Activity & Performance Management: Meet or exceed daily and monthly activity and pipeline KPIs as defined by sales leadership.
• Team Collaboration: Participate in required sales meetings, project reviews, and team discussions, contributing to a collaborative and respectful work environment.
• Additional Responsibilities: Perform other duties as assigned to support sales objectives.

Activity & Performance Expectations

• Daily Outreach Activity:
  – Expected 60–80 outbound touchpoints per day, including calls, emails, and LinkedIn messages
  – Consistent CRM logging of all activities
• Pipeline Contribution:
  – Create and advance 25–40 sourced opportunities per month across all supported projects
  – Move qualified prospects into Opportunity and Negotiation stages
  – Ensure opportunity quality aligns with project revenue goals

Role Characteristics

• Does not own or manage accounts
  • Operates as a flexible, rapid-response sales resource
  • Deployed strategically to:
  – Attack behind-schedule projects
  – Activate unworked and cold leads
  – Drive late-stage momentum to help projects reach goal
  • Provides specialized support for smaller associations requiring additional sales attention

Qualifications

• Minimum of two (2) years of stable, full-time work experience in inside sales, outbound prospecting, or advertising/media sales preferred
  • Bachelor’s degree preferred
  • Proven ability to execute high-volume outbound activity and meet daily KPIs
  • Strong verbal communication and professional written communication skills
  • Demonstrated ability to manage volume, multitask, prioritize, and adapt quickly
  • Comfortable working in a fast-paced, performance-driven sales environment
  • Experience researching industries and identifying prospective B2B clients
  • Working knowledge of Salesforce or similar CRM systems
  • Proficiency in Microsoft Office 365 and common sales technologies
  • Commitment to Naylor’s core values, including integrity, respect, accountability, and teamwork
  • Reliable internet access and ability to work fully on-site or in a hybrid environment

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