Headquartered in beautiful Santa Barbara, HG Insights is the global leader in technology intelligence. HG Insights uses advanced data science methodologies to help the world’s largest technology firms and the fastest growing companies accelerate their sales, marketing, and strategy efforts.

The Role

We are seeking a tenacious and high-energy Inside Sales Representative with a "hunter" mentality. This position is laser-focused on outbound prospecting to generate new business/expansion opportunities supporting an outside Account Executive/Account Manager.

You will be the engine of our sales growth, responsible for breaking into new accounts and customers through high-volume cold calling, strategic emailing, and social selling. Your primary goal is to uncover net-new opportunities and fill the pipeline with qualified meetings. This is a metrics-driven role ideal for a sales professional who thrives on "the hunt" and wants to control their success. 

3-6 Month Success Criteria

Success in this role is defined by your ability to hit consistent activity and output targets. You will be measured on your ability to achieve Leading Indicators and KPIs on a quarterly and monthly basis, including:

• Activity Cadence: consistently meeting or exceeding weekly targets for Outbound Calls, Strategic Emails and LinkedIn messages
• Pipeline Conversion: Successfully converting outbound activity into Meetings Booked with key decision-makers.
• Ramp Speed: Demonstrating a quick ramp-up in activity volume and pipeline contribution during the initial training period.

What You'll Be Responsible For

• High-Volume Prospecting: Work with your AE/AM to execute a rigorous outbound strategy (cold calls, emails, LinkedIn) to identify and engage key decision-makers in target accounts.
• Meeting Generation: Convert cold outreach into qualified meetings. You will be responsible for "booking the meeting" and ensuring smooth handoffs or progression through the sales cycle.
• Pipeline Development: Self-source new opportunities to ensure healthy pipeline coverage. You will not rely on inbound leads; you will build your own book of business.
• Data-Driven Execution: Maintain impeccable hygiene in Salesforce (SFDC) and leverage sales engagement tools (Outreach/Gong) to track your dials, connections, and conversions.
• Market Intelligence: Articulate the HG Insights value proposition to diverse stakeholders, quickly establishing credibility and interest.

What You'll Need (Qualifications)

• Located in Seattle or San Francisco
• Verifiable Sales Success: 1-3 years of sales experience, specifically in an outbound SDR/BDR or Inside Sales role.
• Grit & Resilience: A fearless approach to cold calling and objection handling. You must be comfortable with high activity volume and have historical success in doing so
• Tech Stack Proficiency: Hands-on experience with tools such as Salesforce, Outreach (or similar sales engagement platforms), LLMs, and ZoomInfo/LinkedIn Sales Navigator.
• Communication: Exceptional verbal and written communication skills; you can craft a compelling email and command attention on a cold call.
• Operational Discipline: Ability to manage your time effectively to hit daily and weekly activity metrics without micromanagement.

HG Insights Company is an Equal Opportunity Employer

Please note that HG Insights does not accept unsolicited resumes from recruiters or employment agencies. In the event of a recruiter or agency submitting a resume or candidate without a signed agreement being in place, we explicitly reserve the right to pursue and hire such candidates without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted directly to hiring managers, are deemed to be the property of HG Insights

HG Insights is a leader in technology intelligence, providing data-driven insights that help businesses make strategic decisions about technology investments and market opportunities. We transform raw data into actionable intelligence that drives revenue growth and competitive advantage for our customers.

We’re hiring Strategic Account Managers to nurture and grow relationships with enterprise customers. You’ll serve as the primary point of contact post-sale, responsible for renewal, satisfaction, and in-year expansion. With recent acquisitions enabling us to deliver a comprehensive, end-to-end solution, you’ll need a strong grasp of our customers’ evolving business needs and the ability to drive adoption across their organizations.

Location: San Francisco Bay Area, Seattle, New York City or EMEA.

What You’ll Do

• Manage a portfolio of enterprise accounts, ensuring a seamless onboarding and consistently high customer satisfaction.
• Own the post-sale customer lifecycle: onboarding, adoption, retention, renewal, and expansion.
• Partner with customer stakeholders to understand their goals, uncover new use cases, and drive value realization.
• Identify and pursue in-year expansion and upsell opportunities through proactive engagement and account planning.
• Use AI and modern sales/customer success tools to analyze account health, identify signals of risk or opportunity, and prioritize outreach.
• Develop and execute strategic account plans in collaboration with internal teams (Product, Marketing, Sales).
• Act as a customer advocate, bringing feedback to leadership and helping refine our offerings and processes.

What We’re Looking For

• Proven experience managing and growing enterprise customer relationships ($1B +), ideally with renewals and upsell track record.
• Ability to deliver against renewal and expansion quotas, with examples of successful account growth.
• Strong critical thinking, consultative, and communication skills to become a trusted advisor to customers.
• Comfort with change—able to adapt to new tools, customer needs, and processes quickly.
• Resourceful, organized, and self-directed, thriving without a rigid playbook.
• Required: Demonstrated ability to quickly adopt and use AI tools to enhance client engagement, analyze account trends, and drive expansion and retention strategy. You should be able to evaluate new AI features, integrate them naturally, and continuously improve your approach.
• Industry experience in data, SaaS, or B2B tech is helpful but not required.

Why This Role Might Be Right for You

• You’re energized by building lasting customer relationships and driving mutual success.
• You excel at balancing a portfolio, prioritizing effectively, and delivering results.
• You value collaboration and continuous learning, seeking to improve through feedback.
• You’re driven by the challenge of improving retention and growth, not just maintaining the status quo.

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