ISR - House/Lead Distribution

TESTEQUITY HISCO GROUP•North Richland Hills, TX

About The Position

The Inside Sales Representative – House is a hybrid operational and revenue-generating role responsible for ensuring all inbound leads, opportunities, and unassigned account activity are routed, acted upon, and closed with speed and accuracy. This role serves as the center point for inbound demand while directly owning and closing revenue from house/new accounts. This position plays a critical role in maximizing lead conversion, preventing revenue leakage, and supporting the broader sales organization through disciplined execution and proactive selling with unassigned house accounts.

Requirements

Bachelor’s degree in Business or related field is preferred
1–3 years of experience in inside sales, sales operations, or hybrid revenue roles
Proven ability to close business in a fast-paced, inbound-driven environment
Strong CRM proficiency (Salesforce or equivalent)
Highly organized with strong attention to detail and process discipline
Excellent communication and customer engagement skills
Experience in B2B distribution, industrial, manufacturing, or technical sales environments
Familiarity with lead routing logic, territory models, and sales coverage strategies
Comfort working cross-functionally with Marketing, Sales Ops, and Field Sales
Data-driven mindset with strong reporting and analytical skills
Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards
This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.

Responsibilities

Lead Routing & Opportunity Management
Own the end-to-end lead routing process for inbound leads, web inquiries, marketing-generated opportunities, and unassigned accounts
Ensure leads are accurately qualified and assigned to the appropriate sales resources (ISR - Strategic, OSRs, AEs, T&M Specialists) based on territory, end-market, account size, and product alignment
Enforce SLA compliance for lead response times and follow-up
Monitor CRM queues daily to eliminate stalled, unworked, or misrouted opportunities
House Account Revenue Ownership
Act as the primary seller for unassigned, house, or accounts not actively owned by a field or inside representative
Proactively engage inbound and house customers to identify needs, quote solutions, and close business
Manage the full sales cycle for house accounts, including qualification, quoting, follow-up, and order close
Capture and document account intelligence to support future account assignment or expansion in CRM
Escalate high-potential accounts for assignment to OSRs or ISRs once thresholds are met
Sales Execution & Customer Engagement
Respond rapidly to inbound customer requests to deliver a best-in-class buying experience
Identify cross-sell and upsell opportunities across core product lines and services
Maintain accurate opportunity and activity records in CRM
Coordinate with specialists, product managers, and operations teams to support complex opportunities
Reporting & Continuous Improvement
Track and report on lead conversion rates, response times, closed revenue, and pipeline velocity
Identify systemic breakdowns in lead flow, account coverage, or execution
Recommend process improvements to increase speed-to-quote and close rates
Support leadership with insights into unassigned account trends and revenue opportunities
Directly and indirectly responsible for product quality.
Other duties as assigned.