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Instem · 4 hours ago

Inside Sales Manager

Boston, MA

Full-time

Hybrid

Senior Level

Instem is a global provider of bespoke industry-leading software solutions and services for the drug discovery process. The Inside Sales Manager is responsible for driving qualified pipeline creation through sales development and lead generation within the life sciences sector, engaging with scientific and technical stakeholders to convert leads into sales-ready opportunities.

Information ServicesSoftware

Responsibilities

Lead proactive outbound sales development across pharmaceutical, biotech, CRO, and related life sciences organisations

Identify, research, and engage target accounts and buyer personas including scientists, toxicologists, regulatory, IT, and commercial leaders

Execute multi channel outreach using email, phone, LinkedIn, and events tailored to scientific and regulatory audiences

Convert marketing generated leads into qualified opportunities through informed, consultative discovery

Generate consistent, high quality pipeline aligned to agreed revenue and territory targets

Conduct early discovery conversations to understand scientific workflows, regulatory drivers, and business impact

Apply structured qualification frameworks to validate use case, fit, urgency, stakeholders, and buying process

Deliver clear and detailed handovers to Field Sales including technical context, qualification detail, and recommended next steps

Maintain a strong understanding of life sciences markets, buyer roles, and industry trends

Identify trigger events such as funding rounds, regulatory milestones, organisational change, or pipeline expansion

Feed customer insight, objections, and competitive intelligence back into Sales, Marketing, and Product teams

Partner with Marketing on campaign execution, account based initiatives, and event follow up

Support pre event outreach and post event qualification to maximise meeting quality and pipeline impact

Provide feedback on messaging resonance and lead quality within life sciences segments

Maintain accurate CRM records covering activity, qualification notes, lead status, and opportunity progression

Track personal performance against KPIs including activity quality, conversion rates, and pipeline contribution

Operate with a disciplined, data driven approach focused on pipeline quality rather than volume alone

Qualification

Inside sales experienceLead generationLife sciences knowledgeCRM proficiencyB2B sales experienceDiscovery skillsQuestioning skillsSelf-directedCommercially minded