The Inside Sales Representative is the front door of Radicle Science's sales pipeline. You'll qualify every inbound lead, route SQLs to the right member of the sales team, and own our Tier 3 book of business against your own bookings target.
You'll also build the process behind it: SQL validation criteria, routing rules, messaging feedback to Marketing, and funnel reporting. Your job is to make sure the sales team spends its time on the opportunities most likely to close while closing Tier 3, smaller, start up organizations clients yourself.
Company: Radicle Science (Public Benefit Corporation)
Location: Remote (U.S. required), Pacific hours, travel 10 to 15%
Reports to: Chief Commercial Officer
Type: Full-time, mid-level
What You'll Do
Qualify and route the pipeline
- Review every inbound request and expression of interest (web forms, events, referrals, email) within one business day.
- Qualify each lead against defined SQL criteria (fit, need, budget, timing, decision maker) and route it to the right sales team member by segment, tier, and capacity.
- Send leads that aren't ready back to Marketing for nurture, with a clear reason logged.
- Build and own the SQL validation process: criteria, scoring, routing rules, and handoff timing, documented in HubSpot and agreed with the sales team.
- Own weekly reporting on funnel and pipeline KPIs
Own the Tier 3 book of business
- Own all Tier 3 accounts and deliver against a quarterly and annual bookings target.
- Run the full sales cycle for Tier 3: discovery, proposal, pricing within approved guidelines, and close.
- Run targeted outbound into Tier 3 prospects to add pipeline beyond inbound.
- Flag Tier 3 accounts that are ready to move up a tier and hand them to a Sales Director with full context.
Partner with Marketing
- Work with Marketing so the right message reaches the right segment, from campaigns and nurture sequences to sales collateral.
- Feed back what prospects are saying: objections, pain points, and which messages and channels convert.
- Close the loop on every Marketing-sourced lead so nothing falls between teams.
Report on the Funnel
- Own weekly reporting on funnel and pipeline KPIs: inbound volume, lead to SQL conversion, speed to lead, SQL acceptance by Sales, SQL to closed won, and pipeline created by source and segment.
- Find where leads stall and recommend fixes with Marketing and Revenue Operations.
- Keep HubSpot accurate and current for every lead and account you touch.
- Use AI tools daily to speed up research, qualification, outreach, and reporting.
What We Need
- 3+ years in inside sales, SDR/BDR, or account executive roles with a quota, including inbound lead qualification.
- Experience in the nutrition space: selling into or working within supplements, functional ingredients, food and beverage, or pet nutrition.
- Proven track record of meeting or exceeding sales targets.
- Has built or improved a lead qualification and routing process (lead scoring, SQL criteria, handoff rules) and can show the results.
- Hands-on HubSpot or Salesforce experience: lifecycle stages, lead status, workflows, and dashboards.
- Comfortable with funnel metrics: can build a report, explain what it shows, and turn it into action.
- Experience working directly with Marketing on messaging, campaigns, or lead follow-up.
- Highly organized under volume, with fast and clear written, phone, and video communication.
- High proficiency with AI tools for sales.
- Bachelor's degree or equivalent experience.
Nice To Have
- Familiarity with clinical trials, CROs, or clinical evidence for health claims.
- Experience at a high-growth startup where the process didn't exist yet and you built it.
- Experience partnering with Revenue Operations on CRM governance and lead routing.
- Ambition to grow into a full-cycle Sales Director role.
How success is measured
Success means a faster, cleaner pipeline for the sales team and a growing Tier 3 book.
MeasureWhat Good Looks LikeTier 3 BookingsAt or above quarterly and annual targetSpeed to LeadEvery inbound reviewed within 1 business daySQL Acceptance Rateales accepts the large majority of routed SQLs, rejections trend downSQL to Closed WonConversion improves quarter over quarterPipeline CreatedQuarterly SQL pipeline target met, by source and segmentFunnel ReportingWeekly KPI report delivered on time and used by Sales & MarketingCRM HygieneEvery lead has a status, owner, and next step in HubSpot
