Inside sales - Opportunity with Aranca

Job description

POSITION DETAILS KEY RESPONSIBILITIES Inside Sales & Lead Generation • Identify target organizations based on defined ICPs, industries, geographies, company size, procurement maturity, and technology requirements. • Research target accounts and identify relevant decision-makers and influencers. • Conduct outbound prospecting through cold calling, email campaigns, LinkedIn, referrals, events, and other channels. • Build relationships with senior stakeholders including CPOs, Procurement Directors, Heads of Strategic Sourcing, Vendor Management Leaders, CFOs, COOs, and other business leaders. • Generate qualified meetings and sales opportunities consistently. • Execute structured multi-touch outreach sequences across phone, email, and LinkedIn. • Maintain disciplined follow-up with prospects throughout the sales cycle. SaaS Product Sales • Understand customer procurement processes, challenges, workflows, and technology environments. • Conduct discovery calls to identify customer pain points and business requirements. • Position the platform against relevant procurement challenges and demonstrate measurable business value. • Conduct product demonstrations for prospects and senior decision-makers. • Translate product capabilities into business outcomes such as increased supplier visibility, faster vendor onboarding, improved procurement efficiency, better compliance, and reduced manual effort. • Develop proposals, commercial offers, presentations, and business cases. • Handle objections related to product capabilities, pricing, implementation, security, integrations, and ROI. • Manage negotiations and drive opportunities toward closure. • Coordinate with Product, Technology, Customer Success, and Management teams during complex sales opportunities. Pipeline & Revenue Management • Build and maintain a healthy sales pipeline. • Own opportunities from initial prospecting through commercial closure. • Maintain accurate opportunity information, activities, next steps, and forecasts in the CRM. • Track conversion across: Lead Contact Meeting Qualified Opportunity Demo Proposal Negotiation Closed Won • Meet monthly and quarterly targets for meetings, qualified opportunities, pipeline generation, and revenue. • Maintain strong pipeline coverage against assigned revenue targets. • Provide regular sales forecasts and pipeline reports to management. Account-Based Selling • Identify high-value enterprise accounts and develop account penetration strategies. • Map procurement stakeholders and buying committees within target organizations. • Research existing procurement processes, technology stacks, supplier ecosystems, and potential transformation initiatives. • Develop personalized outreach based on each organization's procurement priorities. • Build multiple relationships within strategic accounts rather than depending on a single contact. POSITION REQUIREMENTS • 3-8 years of B2B sales / inside sales / SaaS sales experience. • Experience selling technology solutions to businesses. • Strong outbound prospecting and cold-calling capabilities. • Experience conducting discovery calls and software demonstrations. • Understanding of enterprise sales cycles and multi-stakeholder decision-making. • Strong written and verbal communication skills. • Ability to communicate confidently with senior executives. • Strong research and account-mapping capabilities. • Experience using CRM and sales intelligence platforms. • Ability to work independently in a target-driven environment. Preferred Experience: Experience selling any of the following would be highly advantageous: • Procurement SaaS • Source-to-Pay / Procure-to-Pay platforms • Supplier Management / Supplier Discovery solutions • Vendor Management Systems • Vendor Onboarding / Vendor Registration solutions • Strategic Sourcing platforms • Contract Lifecycle Management • Spend Analytics • Supply Chain SaaS • ERP / Enterprise Software • AI-powered B2B SaaS solutions • Familiarity with platforms such as SAP Ariba, Coupa, Oracle Procurement, Jaggaer, Ivalua or similar procurement ecosystems would be beneficial. Tools & Technology • LinkedIn Sales Navigator, ZoomInfo / Apollo or similar sales intelligence platforms \\ • HubSpot / Salesforce / Zoho or similar CRM platforms • Email sequencing and sales engagement platforms • Microsoft Office / Google Workspace • Video conferencing and product-demo platforms Key Performance Indicators • Outbound activities • Decision-makers contacted • Qualified meetings generated • Meeting-to-opportunity conversion • Product demos conducted • Qualified pipeline generated • Proposal-to-close conversion • Average sales cycle • New customers acquired • Monthly / quarterly revenue • CRM and pipeline hygiene