WHAT DOES AN INSIDE SALES ACCOUNT EXECUTIVE DO?

Published: Sep 12, 2025 - The Inside Sales Account Executive researches and identifies sales opportunities in the road construction industry while educating prospective clients on innovative solutions. This role develops, negotiates, and closes new business through multiple communication channels while maintaining an accurate sales pipeline aligned with company objectives. The account executive also builds and expands lasting client relationships to drive retention, growth, and long-term partnerships.

A Review of Professional Skills and Functions for Inside Sales Account Executive

1. Inside Sales Account Executive Duties

  • Strategy Development: Develop and implement a clear strategy to exceed quota
  • Product Knowledge: Develop knowledge of IHS Markit capabilities and the specific Agribusiness Intelligence Business area
  • Value Proposition: Develop a strong understanding of the sales value proposition for the Agribusiness Intelligence data and insight solutions and how they fit into the business requirements of clients
  • Market Awareness: Stay on top of industry news and market trends
  • Opportunity Identification: Identify opportunities and challenges that customers and prospects are facing
  • Relationship Building: Develop relationships with customers to ensure long-term partnerships
  • Client Management: Maintain existing client base as well as drive new sales into that client base
  • Sales Reporting: Prepare and submit accurate weekly, monthly, and quarterly sales reporting and forecasting
  • Quota Achievement: Achieve specific monthly, quarterly, and annual sales quota
  • Customer Response: Respond to customer calls regarding a specific set of products and services and identify upselling opportunities for such calls
  • Revenue Growth: Grow revenue at existing and new clients

2. Inside Sales Account Executive Details

  • Account Prospecting: Prospect into net/new accounts for Adobe Sign in an effort to sell the company’s products, systems, and services via telephone or electronic means to customers in assigned territory, industry, or accounts
  • Lead Generation: Generate prospective customers through cold calling, qualify and follow up with sales leads
  • Territory Management: Responsible for large, diverse, complex territories and products
  • Industry Knowledge: Keep up-to-date knowledge of the industry, as well as the competitive posture of the company, and prepare activity and forecast reports
  • Customer Guidance: Direct customers to website or other company resources for information
  • Sales Representation: Act as sole sales representative for assigned territory, industry, accounts, and products
  • Partner Relations: Establish and maintain relationships with channel partners
  • Customer Engagement: Represent the company to the customer and the customer to the company in all sales-oriented activities
  • Customer Acquisition: Focus on acquiring new customers and retaining and growing an existing installed base of customers
  • Sales Execution: Run a full sales cycle and close new business to consistently exceed quota
  • Customer Inspiration: Inspire prospective customers to adopt HubSpot's suite of products
  • Inbound Engagement: Engage highly qualified inbound leads over the phone at small and mid-sized companies

3. Inside Sales Account Executive Responsibilities

  • Funnel Management: Manage sales funnel from lead generation to PO execution
  • Pipeline Development: Establish, develop, and grow a pipeline online
  • Business Analysis: Focus on understanding an organization’s business drivers, challenges, pain points, and how the Panaya solution maps to these
  • Resource Coordination: Facilitate internal resources necessary to further the sales cycle such as Executives, Presales, Sales Development, Product Management, and Marketing
  • Product Demonstration: Run a short sales product demonstration of the Panaya solutions
  • Target Achievement: Achieve quarterly targets and other KPI metrics
  • Sales Process: Follow a well-defined qualification process, sales motion, and closing process
  • Client Rapport: Quickly develop a rapport with clients over the phone and strategically overcome objections
  • Goal Delivery: Deliver on monthly production goals
  • Performance Standards: Maintain or exceed established key metrics and standards of performance
  • Product Knowledge: Maintain in-depth product knowledge to expertly explain insurance policy features and benefits
  • Quote Accuracy: Inquire about medical history and accurately capture the customer’s response to generate an accurate quote
  • Priority Management: Manage multiple priorities in a fast-paced environment and act with limited supervision
  • Regulatory Compliance: Ensure compliance with all company policies and industry regulations

4. Inside Sales Account Executive Job Summary

  • Value Selling: Execute the Vertafore Value Selling Process
  • Account Prospecting: Work with a range of prospective customer accounts and organizations that do not yet own a Vertafore Agency Management system
  • Cold Calling: Sell on the telephone with comfort, making cold calls as well as leveraging email or other forms of outreach
  • Lead Response: Respond to and position products to leads and opportunities generated by Marketing and by the AE
  • Salesforce Proficiency: Possess a working understanding of Salesforce.com and other key sales technologies used for business development and opportunity creation
  • Campaign Execution: Collaborate with Marketing and Product teams to execute campaigns that ensure lead quality and quantity with proper closed-loop metric reporting
  • Target Performance: Regularly perform against individual monthly and weekly targets for calls made, opportunities generated, and closed-won business
  • Pipeline Management: Chart and deliver timely and accurate forecasting and pipeline management
  • Relationship Building: Establish productive relationships with key personnel in assigned customer accounts
  • Team Coordination: Coordinate the involvement of cross-functional personnel, including support, service, and management resources, to meet account performance objectives and customer expectations
  • Revenue Achievement: Meet assigned revenue and new bookings targets for profitable business relationships
  • Business Partnering: Partner with team members to close new business and achieve quotas
  • Needs Assessment: Proactively assess, clarify, and validate customer needs on an ongoing basis
  • Solution Development: Lead solution development efforts that best address customer needs while coordinating the involvement of all necessary company personnel

5. Inside Sales Account Executive Accountabilities

  • Opportunity Research: Research and identify account-based opportunities in the road construction industry
  • Buyer Education: Educate prospective buyers on industry-leading solutions
  • Business Development: Develop, negotiate, and close new business opportunities through phone, email, and video
  • Relationship Building: Build relationships with prospects and internal stakeholders to grow new business
  • Pipeline Management: Maintain an accurate pipeline of all sales opportunities, contacts, and account history following Chemtek’s sales process
  • Revenue Achievement: Meet and exceed quarterly sales and revenue objectives
  • Lead Conversion: Work leads thoroughly and achieve expected conversion rates
  • Account Expansion: Expand existing client accounts for retention and growth
  • Client Partnership: Build lasting relationships with accounts, becoming their go-to technology partner for products
  • Marketing Participation: Participate in marketing activities such as trade shows to generate leads
Relevant Information
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