Inside sales - Opportunity with Aranca

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