Inside Sales Representative

Inside Sales Representative

Whether you're an experienced professional or just getting started, your contributions matter at Fortra. If you're passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! The Inside Sales Representative (ISR) is responsible for driving new business, qualifying inbound and outbound leads, and supporting the overall sales pipeline for our cybersecurity solutions. This role works closely with Account Executives, Marketing, and Sales Engineering to identify customer needs, articulate product value, and help organizations strengthen their security posture. The ISR will prospect into target accounts, manage early-stage deal cycles, and contribute to revenue growth.

Key Duties:

• Lead Generation & Qualification: Conduct high-volume outbound prospecting through phone, email, and social channels to generate new sales opportunities. Qualify inbound leads from marketing campaigns and events to determine fit, urgency, budget, and buying authority. Research target accounts, identify key stakeholders (CISO, IT Security, Infrastructure, SOC teams), and map out organizational structures.
• Sales Cycle Support: Schedule discovery calls, product demos, and technical deep dives for Account Executives or Sales Engineers. Deliver initial product overviews and articulate core cybersecurity value propositions such as threat detection, risk reduction, compliance, and operational efficiency. Maintain accurate and up-to-date activity and pipeline data in the CRM. Nurture early-stage opportunities until they are sales-ready. Assist sales team with contracting activities, security and other client-required questionnaires. Team with the sellers to move deals forward through coordinated follow-up activities.
• Customer Engagement: Build relationships with prospects by understanding their security challenges (e.g., ransomware prevention, cloud visibility, endpoint threats, identity protection, compliance mandates). Respond to basic technical or product-related inquiries and know when to involve the technical team. Support follow-up after demos, trials, and assessments.
• Collaboration & Alignment: Collaborate across Sales, Marketing, Product, and Customer Success to share insights about market trends and customer pain points. Provide feedback to Marketing on lead quality and messaging effectiveness. Participate in training sessions to stay current on cybersecurity threats, industry trends, competitive landscapes, and product capabilities.

Qualifications:

• 1-3 years of inside sales or sales development experience, preferably in cybersecurity, SaaS, or enterprise technology.
• Strong understanding of IT and security concepts (e.g., firewalls, endpoints, cloud environments, threat vectors, compliance standards).
• Excellent communication skills-verbal, written, and interpersonal.
• Ability to handle high levels of activity while staying organized and detail-oriented.
• Comfort with CRM systems (Salesforce preferred) and sales engagement tools.
• Self-motivated, quota-driven, and able to work both independently and as part of a team.

Preferred Qualifications:

• Experience selling or qualifying cybersecurity solutions such as EDR/XDR, SIEM, IAM, SASE, vulnerability management, or cloud security tools.
• Familiarity with security frameworks (NIST, CIS, ISO 27001).
• Technical aptitude or interest in cybersecurity certifications (Security+, CySA+, etc.).

Success Metrics:

• Number of qualified opportunities created
• Revenue influenced
• Activity metrics (calls, emails, meetings)
• Conversion rates from lead - opportunity - closed deal
• Pipeline contribution to territory or segment

At Fortra, we're breaking the attack chain. Ready to join us? At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set. As a full-time, exempt employee at Fortra, you'll enjoy a comprehensive benefits package that includes: Health, dental, and vision coverage as of hire Immediate enrollment in 401(k), HSA, and FSA plans Flexible PTO policy Tuition and personal enrichment reimbursement Option to enroll in ID Theft Protection Program This role is eligible for commission as defined under the terms of the applicable plan. At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job. Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn. As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.