Inside Sales Representative

Description

The Inside Sales Representative at Capstone partners closely with a partner Account Executive to execute territory coverage plans, generate pipeline opportunities, and drive revenue growth. This role is responsible for prospecting, developing customer relationships, managing transactional and smaller sales opportunities, and supporting the progression of larger strategic opportunities.

The Inside Sales Representative serves as the "co-pilot" within the territory, maintaining direct selling responsibility and measurable revenue ownership while expanding customer engagement and market coverage. This role plays a critical part in identifying new opportunities, increasing account penetration, and growing buying-center relationships within assigned territories.

Our preference is for this role to be based out of either our North Mankato, MN or Eden Prairie, MN locations (hybrid work schedule of a minimum of 2 days per week in office). Fully remote work may be considered.

Why You'll Want To Join Capstone

Your work will directly impact an innovative company whose mission is to improve the educational experiences of children and the educators who serve them. Capstone is a fast-paced growth company committed to cultivating a love of reading and learning. We know that Learning is for Everyone.

For more than 30 years, Capstone has been a national leader in K-5 educational content including digital products (PebbleGo, PebbleGo Next, Capstone Interactive, Capstone Create) and award-winning books. We combine a passion for helping foster a powerful love of reading and learning with the talent to create amazing content.

We are a mission-driven company that provides opportunities for professional learning and development and a culture of inclusion and belonging.

YOUR RESPONSIBILITIES

Prospecting & Pipeline Development

• Execute territory coverage plans designed to maximize customer engagement and sales opportunities.
• Prospect within assigned territories through phone, email, virtual meetings, and other outreach methods.
• Identify and qualify new sales opportunities and customer needs.
• Build and maintain a healthy sales pipeline to support territory revenue goals.
• Generate appointments, demonstrations, and discovery meetings for strategic opportunities.

Direct Sales & Opportunity Management

• Own and manage mid-level sales opportunities.
• Conduct product demonstrations and presentations aligned to customer needs.
• Develop proposals, provide product recommendations, and respond to customer inquiries.
• Advance qualified opportunities through the sales process to close revenue.
• Maintain ownership of designated revenue targets and activity goals.

Account Expansion & Customer Engagement

• Expand customer relationships by identifying and engaging additional contacts, influencers, and buying-center stakeholders.
• Support existing customers through upsell and cross-sell activities.
• Increase territory penetration through proactive outreach and account development.
• Maintain strong customer engagement throughout the sales cycle.

Strategic Opportunity Support

• Partner with Account Executives to support enterprise and complex sales opportunities.
• Assist with customer research, meeting preparation, follow-up, and opportunity progression.
• Coordinate communication with multiple stakeholders throughout the buying process.
• Help execute account plans and territory initiatives.

CRM & Sales Operations

• Maintain accurate customer and opportunity records within Salesforce and other systems.
• Document activities, contacts, pipeline status, and next steps.
• Support forecasting and pipeline reporting efforts.
• Follow established sales processes and best practices.

Market Knowledge

• Develop expertise in Capstone products, educational trends, and customer needs.
• Stay informed on market conditions, competitive offerings, and industry developments.
• Participate in webinars, trade shows, and customer-facing events as appropriate.

Education, Experience, and Skills desired:

• Bachelor's degree preferred in Business, Marketing, Education, or related field.
• 2-5 years of sales, account management, customer success, or business development experience preferred.
• Experience with outbound prospecting and pipeline development preferred.
• Proven ability to meet or exceed sales performance metrics.
• Strong negotiation and business acumen.
• Excellent forecasting and pipeline management skills.
• CRM proficiency (Salesforce preferred).
• Strong presentation and communication skills.
• Intermediate skills with Microsoft Office Suite (Word, Excel, PowerPoint)
• Experience with AI assistant tools preferred.

Travel Requirements

This position requires some travel - 5-10%.

Inclusion & Belonging

Capstone embraces equal opportunity and a culture of belonging for all employees and applicants. We are an Affirmative Action and Equal Opportunity Employer. All candidate information will be kept private according to EEO guidelines. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to hrservices@capstonepub.com.

The pay range for this role takes into account the wide range of factors that are considered surrounding compensation including but not limited to: skill sets, experience and training, work location, and other business and organizational needs. At Capstone, it is not typical for an individual to be hired at the top of the range for their role. This job title also spans more than one career level. A reasonable estimate of the base pay range for this position is $55,000 - $70,000. This role is eligible for a sales commission plan, with the annual total on-target earnings (OTE) of base pay and commission in the range of $75,000 - $100,000.

Pre-Employment Background Check Required

California Applicants:

Applicants from California can access our California Privacy Notice here.

Employment Authorization:

At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa. To be considered for one of our roles, applicants must be authorized to work in the United States.