Inside Sales Representative III

The Inside Sales Representative III (ISR III) proactively manages an assigned territory to identify net-new sales and cross-sell/up-sell opportunities through strategic outbound prospecting. Leveraging AI-powered sales tools, account research, calls, emails, and social selling, the ISR III engages buying groups, generates qualified pipeline, and consistently achieves sales targets.

The ISR III develops and executes territory and account penetration strategies in partnership with Account Executives to identify, qualify, and advance high-value opportunities. This role maintains a strong understanding of Vertex's solutions, target markets, competitive landscape, and customer business challenges to deliver relevant, consultative outreach.

As a key member of the sales team, the ISR III independently drives pipeline growth, contributes to territory planning and opportunity strategy, and consistently demonstrates strong outbound execution and sales discipline.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Meet or exceed assigned annual pipeline and/or revenue quotas through consistent outbound prospecting, and sales execution.
• Generate, qualify, and advance high-quality pipeline to support overall Sales revenue goals.
• Develop and execute territory and account penetration strategies in partnership with Account Executives to identify net-new and expansion opportunities.
• Leverage AI-powered sales tools, account research, and multi-channel outreach—including phone, email, and social selling—to engage buying groups and drive qualified opportunities.
• Prospect across assigned territories and market segments, including Small, Mid-Market, Corporate, and Major Accounts.
• Conduct consultative discovery with Tax, Finance, IT, and other business stakeholders to identify customer challenges and align Vertex solutions.
• Meet or exceed established Service Level Agreements (SLAs) for inbound lead follow-up across all assigned lead sources.
• Maintain accurate and timely account, activity, and opportunity data in Salesforce, Salesloft, and other sales technologies.
• Build and maintain a strong understanding of Vertex solutions, target markets, competitive landscape, and industry trends to deliver relevant customer conversations.
• Stay informed on market trends, regulatory changes, and emerging technologies that impact customers and outbound prospecting strategies.
• Collaborate effectively with Account Executives, Marketing, Sales Enablement, and Revenue Operations to execute territory plans and improve pipeline outcomes.
• Demonstrate strong sales discipline, professionalism, and alignment with Vertex values while consistently contributing to team success.
• Approximately 0–25% travel required.
• Perform other duties and participate in projects as assigned to support business objectives.

SUPERVISORY RESPONSIBILITIES:

• N/A

REQUIRED QUALIFICATIONS:

• 3+ years of successful sales or business development experience, preferably in B2B SaaS, technology, or a related industry.
• Proven track record of meeting or exceeding pipeline generation and/or sales quotas through outbound prospecting.
• Experience prospecting into mid-market and enterprise organizations using a multi-channel approach, including phone, email, social selling, and AI-powered sales tools.
• Demonstrated ability to engage and qualify senior business stakeholders, including Tax, Finance, and IT leaders.
• Strong written and verbal communication skills with a professional phone presence.
• Experience using CRM and sales engagement platforms such as Salesforce and Salesloft.
• Excellent organizational, time management, and territory planning skills with the ability to manage multiple priorities.
• Strong opportunity qualification, discovery, and consultative selling skills.
• Proficiency in Microsoft Office applications.

PREFERRED QUALIFICATIONS:

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
• Experience selling or prospecting within enterprise software or tax and finance technology solutions.
• Familiarity with LinkedIn Sales Navigator, ZoomInfo, and other modern prospecting and sales intelligence tools.
• Knowledge of AI-powered sales technologies and the ability to leverage them to improve prospecting efficiency and pipeline generation.
• Understanding of tax automation, ERP ecosystems, or financial technology markets.
• Experience collaborating with Account Executives on territory planning and account-based selling strategies.