Inside Sales Representative (ISR)

About the Role

We are seeking a high-performing, experienced Inside Sales Representative (ISR) to accelerate Galileo's growth within the large employer market. This is not a traditional SDR role—we're looking for an experienced sales professional who understands healthcare benefits, can engage senior decision-makers, and consistently generates high-quality sales opportunities.

The ISR will own both outbound prospecting and inbound lead qualification for employers with 1,000+ employees. Working closely with Enterprise Sales Executives, Marketing, and Consultant Relations, this individual will identify target accounts, execute strategic outreach campaigns, conduct meaningful discovery conversations, qualify opportunities, and deliver sales-qualified leads (SQLs) that convert into pipeline.

Success in this role requires persistence, strong business acumen, excellent communication skills, and a deep understanding of the employer healthcare and benefits landscape.

Here’s what you’ll do:

Pipeline Generation

• Develop and execute outbound prospecting strategies targeting employers with 1,000+ employees.
• Qualify and convert inbound marketing leads into sales-qualified opportunities.
• Build and maintain a robust pipeline of target accounts aligned to Galileo's Ideal Customer Profile (ICP).
• Research organizations, benefits strategies, consultants, and key decision makers to personalize outreach.
• Execute multi-channel prospecting campaigns including phone, email, LinkedIn, events, webinars, and referrals.

Opportunity Qualification

• Conduct discovery conversations to understand employer priorities, healthcare challenges, benefit strategies, and buying readiness.
• Identify key business pain points, decision-makers, budget, timing, and competitive landscape.
• Apply a disciplined qualification methodology (MEDDPICC or similar) to determine opportunity quality.
• Ensure opportunities meet agreed qualification standards before transitioning to Enterprise Sales.

Sales Collaboration

• Schedule qualified meetings for Enterprise Sales Executives.
• Prepare detailed opportunity notes, account intelligence, and discovery findings prior to handoff.
• Partner closely with Enterprise Sales, Marketing, Consultant Relations, and Sales Operations to maximize conversion rates.
• Participate in pipeline reviews and continuously refine targeting strategies.

CRM & Process Excellence

• Maintain accurate activity tracking and opportunity management within Salesforce.
• Document discovery, qualification, outreach cadence, and next steps.
• Monitor lead progression and ensure timely follow-up.
• Continuously improve outreach messaging, conversion rates, and prospect engagement.

About You

You know the difference between a sales-ready lead and a warm name on a list. You can hold your own with a VP of Total Rewards talking through self-funded strategy, then hand the enterprise sales team an opportunity brief sharp enough that they walk into the room already prepared. Budget, timing, decision-maker, competition, pain: you get to the truth on all of it before you call something qualified.

You don't just work a queue. You notice what's slowing the pipeline down, fix it, and make the people around you faster.

We would love to hear from you if you have the following or equivalent experience:

• 3+ years of successful Inside Sales, Business Development, or Sales Development experience.
• Demonstrated success generating enterprise sales opportunities for complex B2B solutions.
• Experience selling into large employers (1,000+ employees).
• Healthcare industry experience required.
• Experience selling one or more of the following: Primary Care, Virtual Care, Healthcare Navigation, Digital Health, Employer Benefits Solutions, Population Health, Benefit Point Solutions.
• Proven history of exceeding lead generation and pipeline creation goals.
• Ability to travel approximately 25% and authorization to work in the United States.
• Preferred: Experience selling to Benefits Leaders, HR Executives, Total Rewards, Finance, or Procurement.
• Preferred: Knowledge of employer-sponsored healthcare, self-funded employers, consultants, TPAs, and health plans.
• Preferred: Experience using Salesforce, HubSpot, LinkedIn Sales Navigator, ZoomInfo, and modern sales engagement platforms.
• Preferred: Familiarity with MEDDPICC or structured sales qualification methodologies.