Inside Sales Representative

The Inside Sales Representative (ISR) is responsible for converting inbound and outbound leads into well-qualified sales opportunities through effective discovery, qualification, and customer engagement. The primary focus of the role is to qualify leads, understand customer needs, and determine the appropriate next step: handing qualified opportunities to Regional Sales, or owning and closing the deal directly where appropriate under agreed segmentation and deal-size. Working closely with Regional Sales, Account Managers, Marketing, Customer Success, and Business Development teams, the ISR will articulate the value of AVEVA’s solutions and drive high-quality pipeline growth across new business and expansion opportunities.

This role requires strong commercial acumen, disciplined qualification skills, excellent communication, and the ability to thrive in a fast-paced, target-driven SaaS environment.

Key Responsibilities

Pipeline Development & Qualification

• Qualify inbound and outbound leads received from the LDR function, into clear, actionable sales opportunities.
• Qualify leads and based on account segmentation, deal size and customer need, determine the appropriate route to market, including progression to Regional Sales or direct ownership where applicable.
• Own smaller, defined sales opportunities from qualification through to close, in line with agreed deal size and segmentation guidelines.
• Engage prospective customers via phone, email, social selling, and virtual meetings to establish fit, need, urgency, authority, and next steps.
• Conduct structured discovery conversations to understand business challenges, objectives and technology requirements.

Sales Execution

• Follow up on LDR generated leads, nurture prospects through the buying journey, and convert qualified interest into accepted opportunities or directly closed business where appropriate.
• Manage a portfolio of prospects, qualified opportunities, and eligible accounts through the appropriate sales motion, from initial qualification to handover or close.
• Deliver product overviews and value-based conversations that help confirm customer fit and advance qualified opportunities.
• Using appropriate acquisition tools, develop and maintain a healthy, accurately qualified sales pipeline within CRM, with clear next steps, ownership status, handover notes, and Close Plans following the MEDDPICC methodology where applicable.

Customer Engagement

• Build trusted relationships with decision-makers and influencers to validate need, buying intent, and route to purchase.
• Understand customer business priorities and align AVEVA solutions accordingly during qualification and early-stage opportunity development.
• Maintain regular communication with prospects to progress qualification, secure next steps, and drive conversion to accepted opportunities or closed deals.

Collaboration

• Partner with the LDR Inbound and LDR Outbound Marketing teams to receive, assess and qualify leads, converting them into sales opportunities for progression or closure.
• Work closely with Account Managers to ensure qualified opportunities are routed, handed over, and followed up effectively, with clear context, customer needs, and recommended next actions.
• Collaborate with Customer Success teams to qualify potential expansion opportunities and determine whether these should be passed to account owners or progressed directly by the ISR.
• Share market intelligence, customer feedback, and competitive insights with internal stakeholders.

Forecasting & Reporting

• Qualified pipeline generated, accepted, and progressed to Regional Sales.

• Closed Won business for eligible ISR-owned opportunities where direct closure is appropriate.
• Forecast accuracy, CRM hygiene, qualification quality, and handover completeness.

Skills & Experience

Required

• 2+ years of sales, business development, or customer-facing experience.
• Experience in a SaaS, software, technology, or subscription-based business.
• Proven ability to qualify leads effectively and achieve or exceed pipeline generation, conversion, and sales targets.
• Strong discovery, communication, presentation, and relationship-building skills.
• Experience using CRM systems such as Salesforce.
• Ability to apply qualification criteria consistently and document clear handover notes, next steps, and ownership recommendations.
• Ability to manage multiple priorities in a fast-paced environment.

Preferred

• Experience selling enterprise software solutions.
• Familiarity with structured sales and qualification methodologies.
• Experience working with virtual and global teams.
• Knowledge of industrial software, engineering software, data platforms, AI, or digital transformation solutions.

Commercial at AVEVA 

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions. 

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team. 

Find out more: https://www.aveva.com/en/about/careers/