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Key Responsibilities and Required Skills for Outbound Sales Consultant

💰 $50,000 - $110,000 (Base + Commission / OTE)

SalesOutbound SalesB2BSaaSBusiness Development

🎯 Role Definition

As an Outbound Sales Consultant you will own proactive prospecting, qualification and pipeline generation for new business. This role combines strategic account research, high-volume outreach (cold calls, email, social selling), consultative discovery and deal execution to hit weekly, monthly and quarterly revenue targets. Ideal candidates are experienced in B2B outbound motions—especially SaaS or technology sales—are CRM-driven, and consistently convert cold activity into qualified meetings and closed business.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Development Representative (SDR) or Business Development Representative (BDR)
  • Inside Sales Representative
  • Customer Support/Account Coordinator moving into a quota-bearing role

Advancement To:

  • Account Executive / Senior Account Executive
  • Senior Outbound Consultant / Enterprise Sales Consultant
  • Sales Manager / Team Lead
  • Business Development Manager

Lateral Moves:

  • Customer Success Manager
  • Product Marketing / Sales Enablement
  • Partnership / Channel Sales Representative

Core Responsibilities

Primary Functions

  • Proactively generate new qualified sales opportunities through high-volume outbound activities including cold calling, cold emailing, LinkedIn outreach, and targeted social engagement, consistently meeting or exceeding daily and weekly activity targets.
  • Research and build targeted lists of potential customers using firmographic and technographic criteria; personalize outreach and messaging to key decision-makers to increase response rates and meeting conversions.
  • Conduct consultative discovery calls to understand prospects’ business challenges, procurement processes, timelines and budgets; qualify leads using frameworks like BANT, MEDDIC or CHAMP to ensure efficient pipeline flow.
  • Book and hand off qualified meetings to Account Executives, or own end-to-end small-to-medium deal cycles including discovery, solution positioning, quote creation and close.
  • Execute high-quality product demonstrations or presentations tailored to the prospect’s use case, demonstrating clear ROI and value proposition to accelerate decision-making.
  • Manage and prioritize a sales pipeline in CRM (Salesforce, HubSpot or equivalent), including timely data entry of activities, opportunity stages, next steps and accurate revenue forecasting.
  • Consistently hit or exceed individual quota targets (monthly/quarterly), tracking progress against goals and adjusting tactics to maximize conversion rates and deal velocity.
  • Draft, present and negotiate commercial proposals and contract terms in collaboration with Sales Ops and Legal; escalate complex negotiations to senior sales leadership when required.
  • Develop and maintain relationships with multiple stakeholders within prospect organizations (economic buyers, users, technical champions) to shorten sales cycles and increase deal size.
  • Run targeted outbound campaigns in coordination with Marketing and SDR teams—execute sequences, test messaging variants, and iterate based on engagement metrics.
  • Leverage sales engagement tools (e.g., Outreach, SalesLoft), LinkedIn Sales Navigator and data sources (ZoomInfo, Clearbit) to scale prospecting and personalize outreach at volume.
  • Track key performance indicators (calls, emails, meetings, pipeline, conversion rates, average deal size, sales cycle length) and produce weekly/monthly reports for sales leadership.
  • Own territory or vertical plans—map accounts, prioritize target lists, identify net-new logos and expansion opportunities to systematically grow revenue within an assigned segment.
  • Conduct discovery that uncovers cross-sell and upsell opportunities for existing customers and coordinate with Account Management to execute expansion plays.
  • Perform win/loss analysis and gather competitive intelligence from customer conversations to inform product, marketing and pricing strategies.
  • Lead objection handling with a consultative approach—address pricing, feature fit, procurement timelines and security/compliance concerns to move prospects forward.
  • Collaborate with Product and Marketing teams to provide buyer feedback, refine messaging, update battlecards and shape value propositions for target buyer personas.
  • Prepare and present weekly pipeline reviews and forecast updates; proactively escalate risks to leadership and propose mitigation strategies to protect revenue targets.
  • Mentor and coach junior SDR/BDR teammates on call best practices, objection handling, email copy, and qualification techniques to raise team performance.
  • Participate in sales enablement programs—attend training sessions, learn new product features, and apply sales playbooks consistently to increase win rates.
  • Manage administrative tasks including contract submission, PO coordination, order entry and ensuring deals comply with company pricing and discounting policies.
  • Represent the company at industry events, webinars and trade shows to generate inbound interest and follow up with booth leads to convert into sales opportunities.

Secondary Functions

  • Provide timely feedback to Marketing and Product teams on campaign performance, content effectiveness and common buyer objections to improve conversion rates.
  • Contribute to the development and continuous improvement of outbound playbooks, email templates, call scripts, and qualification guides.
  • Support special projects such as pilot programs, beta customer outreach and competitive intelligence initiatives as requested by sales leadership.
  • Assist Sales Operations with data hygiene tasks—update lead/account records, merge duplicates, and tag campaigns properly to maintain CRM integrity.
  • Participate in cross-functional sprints with Customer Success and Implementation teams to ensure smooth handoffs and positive customer onboarding experiences.
  • Represent the voice of the customer in product prioritization discussions and help validate new features through customer interviews and early adopter outreach.

Required Skills & Competencies

Hard Skills (Technical)

  • High-volume outbound prospecting: cold calling, cold-email sequences and social selling.
  • CRM proficiency (Salesforce, HubSpot, Pipedrive) including pipeline management, activity logging and forecasting.
  • Sales engagement platforms (Outreach, SalesLoft, Mixmax) to create, run and optimize cadences.
  • Account research tools: LinkedIn Sales Navigator, ZoomInfo, Clearbit or similar.
  • Qualification frameworks: BANT, MEDDIC, CHAMP and ability to apply them during discovery.
  • Demo and presentation skills using Zoom, Google Meet, or other video conferencing tools.
  • Experience creating proposals and managing e-signature/contract workflows (DocuSign, PandaDoc).
  • Basic analytics and reporting in spreadsheets and CRM dashboards (Excel, Google Sheets, Salesforce Reports).
  • Familiarity with SaaS pricing models, subscription contracts and renewal cycles.
  • Sales forecasting and territory planning methodologies.
  • Knowledge of GDPR/CAN-SPAM and other sales outreach compliance best practices.
  • Ability to use sales enablement and content management systems (Seismic, Highspot).

Soft Skills

  • Excellent verbal communication and active listening—able to build rapport quickly over the phone and video.
  • Resilience and persistence: comfortable making high-volume outbound touches and managing rejection.
  • Consultative selling mindset—focus on solving customer problems and delivering value rather than just pitching features.
  • Strong time management and prioritization skills to balance prospecting, meetings and admin work.
  • Adaptability and continuous learning—quick to iterate messaging and tactics based on results.
  • Results-driven and metric-oriented with a bias for hitting measurable goals.
  • Strong negotiation and persuasion skills to move deals to close.
  • Team player who collaborates with marketing, product and customer success.
  • Coachability and openness to feedback to accelerate professional growth.
  • Attention to detail and high level of organization in deal documentation and CRM hygiene.

Education & Experience

Educational Background

Minimum Education:

  • High school diploma or equivalent. Relevant sales certifications and demonstrated sales success can substitute for formal education.

Preferred Education:

  • Bachelor’s degree in Business, Marketing, Communications, Economics, or related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Sales / Sales Management
  • Economics

Experience Requirements

Typical Experience Range:

  • 1–5 years in outbound sales, inside sales, BDR/SDR, or similar quota-bearing roles; most hires have 2–4 years of demonstrated outbound experience.

Preferred:

  • 2+ years of B2B outbound sales experience (SaaS preferred), consistently meeting/exceeding quota.
  • Proven track record of generating pipeline, booking qualified meetings and closing deals in a defined territory or vertical.
  • Direct experience with Salesforce or HubSpot, and at least one sales engagement platform (Outreach, SalesLoft).
  • Experience with consultative selling, handling enterprise stakeholders, and negotiating contracts.
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