Inside Sales Representative Remote Role in South Africa for Lescault Walderman Accounting

We are seeking a dynamic, proactive and results driven Inside Sales Representative (ISR) to fuel lead generation and build strong relationships with prospective clients. As an integral part of our sales team, you will work closely with Sales Account Executives (SAEs) and the Marketing team to qualify and convert leads into sales-ready opportunities. The ideal candidate will be a self-starter with exceptional communication skills and a passion for meeting and exceeding targets. You’ll thrive in identifying key decision makers, articulating the value of our products, and playing a vital role in driving business growth. If you have the qualifications and ambition to thrive in a dynamic environment, we invite you to apply.

As a platinum Sage partner, AWCape provides top-tier ERP and HR & Payroll solutions, specializing in Sage 300 People, Sage SBCPP, Sage 300 Cloud, and Sage Intacct products. Our team is dedicated to delivering excellence and consistently exceeding client expectations through meticulous implementation and management of these solutions.

This position will report to the Managing Director for ERP or the Managing Director for HRP. This position can be located in either our AWCape office in Cape Town or the ability to work remotely in the Gauteng province with ability to travel to the Cape Town office as needed.

Key Responsibilities:

Lead Generation & Prospecting

• Proactively source new leads through outbound calls, emails, and online research.
• Identify key decision-makers at target accounts and engage them in meaningful conversations to generate interest in products and services.
• Use creative outreach strategies to build and maintain a robust pipeline of leads to meet and exceed lead generation targets.

Lead Qualification & Engagement

• Qualify inbound and outbound leads using frameworks such as BANT, ensuring a steady flow of high-quality opportunities to SAEs.
• Work closely with SAEs to pass qualified leads and contribute to pipeline growth.
• Conduct initial discovery calls to understand prospect needs and pain points, positioning AWCape’s solutions as the best fit.
• Schedule product demos and meetings with Sales Account Executives to advance the sales process.

Client Engagement & Relationship Building

• Engage with prospects through deep understanding of their business needs, addressing inquiries, and positioning the value of ERP and HRP solutions.
• Build rapport with prospects and decision-makers through deep understanding of their business challenges, fostering strong relationships and set the foundation for successful sales engagements.

Pipeline Management & CRM

• Maintain accurate and up-to-date records of all client interactions and lead progress in the CRM (e.g., Salesforce, HubSpot).
• Track all outreach activities, ensuring timely follow-up and continuous engagement throughout the sales funnel.
• Provide regular updates to sales team on the status of leads, pipeline metrics, and performance to generate accurate forecasts and meet lead generation targets.

Collaboration with Sales & Marketing

• Partner with the Marketing team to align lead generation efforts with broader campaign strategies and goals.
• Work closely with SAEs to develop outbound prospecting strategies that drive results. Ensure seamless handoff of qualified leads and collaborate on prospecting strategies.
• Provide feedback to Marketing based on prospect conversations to refine messaging and lead nurturing efforts.

Performance Tracking & Reporting

• Monitor key performance metrics such as call volume, qualified leads, and conversion rates to assess lead generation effectiveness.
• Provide detailed reports to sales team and leadership, offering insights and recommendations to optimize prospecting and lead management efforts.

Continuous Improvement

• Stay updated on industry trends, competitor offerings, and market dynamics to provide value-added insights during prospect conversations.
• Contribute to the continuous refinement of inside sales processes to increase efficiency and effectiveness.
• Other duties as assigned

Key Attributes:

• Strategic Thinker with Strong Business Acumen: Ability to see the big picture, understand market dynamics, and anticipate client needs.
• Exceptional Relationship Management: Proven ability to build and maintain deep relationships with high-value clients, effectively managing complex accounts while delivering exceptional service that drives satisfaction and loyalty.
• Excellent Verbal Communication: Strong communicator who can effectively engage prospects, articulate complex value propositions, and build rapport with key stakeholders.
• Goal-Oriented & Self-Driven: Demonstrates initiative and resilience in a fast-paced environment. Results-driven with a focus on exceeding lead generation and sales targets. You are proactive in seeking out opportunities and are relentless in your pursuit of success.
• Tech-Savvy & CRM Proficient: Deep understanding of CRM systems (e.g., Salesforce, HubSpot) and experience using sales engagement tools to drive productivity and effectiveness to track, manage and optimize sales pipeline.
• Adaptability & Resilience: Thrive in a relaxed yet highly competitive environment, managing multiple priorities and meeting tight deadlines. Keeps up-to-date with market and industry trends, continuously refining outreach strategies for maximum effectiveness.
• Problem-Solving & Innovation: Adept at navigating complex challenges with a proactive, solutions-oriented approach.
• High Emotional Intelligence & Client-Centric Approach: Empathetic listener who understands client needs, even in challenging situations. You foster trust and loyalty through excellent communication, ensuring clients feel heard and valued.
• Highly Organized & Detail-Oriented: Excellent time management and organizational skills, capable of managing multiple leads simultaneously and ensuring nothing falls through the cracks.
• Collaborative & Team-Oriented: Known for your ability to work cross-functionally, contributing to shared goals and collaborating effectively across teams to achieve success for both the client and the business.

Requirements

Qualifications:

• Minimum of 2 years of experience in inside sales, lead generation, or business development, ideally in a B2B or SaaS environment.
• Undergraduate degree in Business, Marketing, Sales, or a related field is preferred. In lieu of a degree, 3+ years of relevant experience will be considered.
• Proven ability to meet or exceed lead generation targets.
• Experience using CRM platforms (e.g., Salesforce, HubSpot) and sales engagement tools.
• Exceptional verbal and written communication skills, with the ability to engage and build rapport with C-level executives and decision-makers.
• Proficiency in Microsoft Office, particularly Excel and Word.
• Exceptional organizational skills, with a keen eye for detail and the ability to multitask effectively.

Preferred:

• 2+ years of experience in mid-market software sales or lead generation, demonstrating a track record of achieving and exceeding performance targets.

Role Division:

• Lead Generation & Prospecting: Focus on identifying and engaging new leads through outbound efforts and targeted outreach, ensuring a steady flow of high-quality prospects.
• Lead Qualification & Engagement: Qualify leads through discovery and assess readiness to advance them to SAEs to convert them into sales-ready opportunities.
• Pipeline Management & CRM Oversight: Maintain accurate CRM data and provide accurate lead tracking, nurturing, and management to ensure seamless handoffs to the sales team.
• Collaboration & Continuous Improvement: Partner with Sales and Marketing teams to optimize lead generation efforts and refine processes that drive better results.

We reserve the right to not fill this role.

Work Environment:

Work can take place either in an open office setting or remote setting with the expectation to travel onsite based on business and management needs. This is a full-time position that requires the ability to work a flexible and regular full-time schedule. It requires the ability to sit and work at a computer for extended periods of time and communicate effectively with a diverse audience in person, by phone and by computer.

About Us:

AWCape is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage applications from qualified candidates of all backgrounds, regardless of race, religion, sex, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, pregnancy, maternity, or any other legally protected characteristics.