Inside Sales Representative

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.