Our Mission:
6sense is on a mission to revolutionize how B2B organizations create revenue by predicting customers most likely to buy and recommending the best course of action to engage anonymous buying teams. 6sense Revenue AI is the only sales and marketing platform to unlock the ability to create, manage and convert high-quality pipeline to revenue.
Our People:
People are the heart and soul of 6sense. We serve with passion and purpose. We live by our Being 6sense values of Accountability, Growth Mindset, Integrity, Fun and One Team. Every 6sensor plays a part in defining the future of our industry-leading technology. 6sense is a place where difference-makers roll up their sleeves, take risks, act with integrity, and measure success by the value we create for our customers.
We want 6sense to be the best chapter of your career.
The Inside Sales Representative (IC2) is responsible for building qualified Stage 2 pipeline for the Enterprise and Strategic Sales organisation. This role plays a critical part in driving revenue growth by identifying, engaging, and qualifying high-value opportunities across a defined set of target accounts.
The role combines proactive outbound prospecting with ownership of inbound lead qualification. The successful candidate will run structured discovery conversations to assess qualification against agreed criteria (Budget, Authority, Need, Timeline) and convert qualified interest into pipeline-ready opportunities for the Enterprise and Strategic sales teams.
Key Responsibilities
Pipeline Generation & Qualification
- Build and progress Stage 2 qualified pipeline for the Enterprise and Strategic Sales organisation
- Own discovery conversations for inbound leads, ensuring consistent and thorough qualification against MEDDPICC (or equivalent) criteria
- Clearly articulate customer pain points, use cases, and buying intent before passing opportunities to Account Executives
- Maintain high data quality and accurate opportunity stage progression in CRM
- Execute targeted outbound prospecting into a defined list of Enterprise and Strategic accounts
- Research accounts and stakeholders to develop relevant, personalised outreach strategies
- Engage senior decision-makers through a mix of channels (email, phone, LinkedIn, etc.)
- Book and qualify meetings that meet agreed pipeline quality standards
- Act as the first point of contact for inbound interest within the supported segment
- Run structured discovery calls to validate fit, urgency, and readiness
- Disqualify leads that do not meet qualification criteria, providing clear rationale and feedback to marketing and sales stakeholders
- Partner closely with Enterprise and Strategic Account Executives to ensure smooth opportunity handoff and alignment on account strategy
- Collaborate with Marketing to provide feedback on lead quality, messaging, and campaign effectiveness
- Align with the Global BDR organisation on best practices, metrics, and continuous improvement
- Volume and value of Stage 2 qualified pipeline generated
- Conversion rates against agreed qualification criteria
- Quality of discovery and opportunity handoff (as measured by AE pipeline acceptance and pipeline progression)
- Activity levels and effectiveness of outbound prospecting into target accounts
Required
- 1–3 years of experience in an inside sales, BDR, SDR, or similar commercial role
- Proven experience qualifying opportunities through structured discovery conversations
- Comfort engaging with senior stakeholders in mid-market to enterprise environments
- Strong written and verbal communication skills
- Experience using CRM systems (e.g. Salesforce) and sales engagement tools
- Familiarity with MEDDPICC or similar qualification frameworks
- Experience in a global, matrixed organisation
Competencies
- Consultative mindset with strong discovery skills
- High attention to detail and qualification rigor
- Self-motivated, resilient, and comfortable with outbound prospecting
- Strong organisational skills and ability to manage multiple opportunities concurrently
- Collaborative approach with a clear sense of ownership and accountability
Our Benefits:
Full-time employees can take advantage of health coverage, paid parental leave, generous paid time-off and holidays, quarterly self-care days off, and stock options. We’ll make sure you have the equipment and support you need to work and connect with your teams, at home or in one of our offices.
We have a growth mindset culture that is represented in all that we do, from onboarding through to numerous learning and development initiatives including access to our LinkedIn Learning platform. Employee well-being is also top of mind for us. We host quarterly wellness education sessions to encourage self care and personal growth. From wellness days to ERG-hosted events, we celebrate and energize all 6sense employees and their backgrounds.
Equal Opportunity Employer:
6sense is an Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please direct your inquiries to [email protected].
We are aware of recruiting impersonation attempts that are not affiliated with 6sense in any way. All email communications from 6sense will originate from the @6sense.com domain. We will not initially contact you via text message and will never request payments. If you are uncertain whether you have been contacted by an official 6sense employee, reach out to jobs@6sense.com
