Inside Sales Representative - SMB (SaaS)

About this role.

Documo is hiring a fully remote U.S.-based Inside Sales Representative to manage the SMB sales cycle for its document-workflow SaaS platform. The representative will research opportunities, qualify inbound and outbound leads, run product demonstrations, negotiate, and close new business. The role requires at least three years of SaaS sales experience, technical aptitude, proactive prospecting ability, and strong written and verbal communication. It is a growth-oriented position with hands-on coaching and a stated path toward an enterprise sales role. Success depends on consistently meeting revenue and performance targets while working independently within a distributed team.

Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

Job Complexity

4/5### Pace & Pressure

4/5### Autonomy Level

4/5### Communication Load

5/5AI insightThis role combines full-cycle SMB selling, proactive outbound activity, technical product learning, and revenue-target accountability. The fast-growing SaaS environment and expectation to exceed goals make it more demanding than a primarily inbound sales role.

Salary analysis

Estimated compensation compared with the broader US market for similar roles.

$70,000

$55k–$85k

AI insightNo explicit salary, base-pay range, commission amount, or total compensation range is disclosed in the posting; references to “great pay,” a comp plan, bonuses, equity, and merit increases are not sufficient to extract actual salary. The figures shown are estimated U.S. annual base-salary market benchmarks for a full-time SMB Inside Sales Representative with 3+ years of SaaS sales experience; variable commission and OTE may be additional and can vary substantially by quota structure.

Core skills

Skills and capabilities most closely associated with this opportunity.

Cover letter sample

Dear Hiring Team,

I am excited to apply for the Inside Sales Representative - SMB role at Documo. My SaaS sales experience, proactive prospecting approach, and ability to translate technical products into customer-focused value align well with the opportunity to manage the full SMB sales cycle.

I would bring disciplined lead qualification, effective product demonstrations, and consultative negotiation skills to help convert opportunities and exceed revenue goals. I am especially motivated by Documo’s mission to modernize document workflows and improve outcomes in healthcare and other document-intensive industries.

I would welcome the opportunity to contribute to Documo’s distributed sales team while continuing to grow into a larger enterprise-sales responsibility.

Sample interview questions

How do you prioritize cold prospects, warm inbound leads, and active opportunities in a full-cycle sales pipeline?

I segment opportunities by fit, intent, deal stage, and next-step urgency. I respond quickly to qualified inbound interest, reserve focused prospecting blocks for high-fit outbound accounts, and maintain clear next actions for every active deal in the CRM so no opportunity stalls.

Describe how you would explain a technical document-processing SaaS product to a nontechnical SMB buyer.

I would begin with the buyer’s current workflow and pain points, such as manual fax handling, incomplete forms, or slow data entry. Then I would connect the platform’s capabilities to measurable outcomes—faster processing, fewer errors, improved visibility, and less administrative effort—while using a tailored demonstration rather than technical jargon.

Tell us about a time you overcame an objection during a sales conversation.

When a prospect questioned whether a solution justified the investment, I clarified the operational cost of the existing process and identified the specific workflow delays it created. I then tied the product to their priorities, used relevant proof points, and agreed on a small set of evaluation criteria that allowed the buyer to assess value objectively.

What steps do you take after a product demonstration to move a deal forward?

I recap the prospect’s priorities, confirm any unresolved questions, and establish a mutually agreed next step with an owner and date. I also document key stakeholders, decision criteria, timeline, and risks in the CRM, then send a concise follow-up that reinforces the business value discussed.

How do you stay motivated and accountable in a remote, target-driven sales role?

I work from a structured weekly plan with daily activity goals, pipeline reviews, and dedicated time for prospecting, follow-up, and skill development. I track leading indicators as well as closed revenue, ask for coaching when needed, and use CRM data to adjust my approach before I fall behind target.

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing – turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence.

If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose – we’d love to meet you!

| | | Documo is seeking an Inside Sales Representative to join our growing SMB team. In this role, you will manage the full sales cycle, including researching new opportunities and qualifying inbound leads, conducting product demonstrations, negotiating deals, and closing new business. You will work closely with the Sales and Marketing teams to drive lead conversion in a dynamic market. We are looking for a highly motivated team player with a high level of technical competencies, ability to exceed goals and motivated by career advancement. We promote from within by hiring exceptional SMB Reps that have the desire and drive to advance to an Enterprise level position within a couple of years. |

• Conduct outreach to both cold and warm inbound leads and engage in meaningful conversations to understand their needs and challenges
• Execute Documo’s sales processes and methodology
• Consistently achieve and exceed revenue and performance targets
• Demonstrate a self-starter attitude and take initiative to drive results
• Develop business acumen and industry expertise
• Adapt to evolving responsibilities and contribute to overall team success
• Hands on training from your manager and colleagues who are passionate about Sales and your success.
• Opportunity to collaborate with the broader Documo team and take part in tactical discussions and decision making.
• Be a part of an organization leading the charge in advancing AI technology to help the Health Care industry perform more efficiently, leading to better patient care and outcomes.
• A career in the massive Health-tech (SaaS) space.
• Great pay, comp plan, benefits and fast career advancement. |
• 3+ years of experience in software (SaaS) sales
• Strong technical aptitude and ability to quickly learn and understand complex products and new Sales methodology and processes.
• Proven experience engaging in proactive outreach to prospects
• Excellent verbal and written communication skills
• Self-motivated, flexible, and eager to grow professionally
• Highly organized with excellent time management and the ability to prioritize tasks
• Able to work independently while contributing effectively to a distributed team |

Why join Documo?

• Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match.
• Annual bonus program based on role and company performance.
• Annual performance reviews with merit increases.
• In-person company kick-off to connect, collaborate, and celebrate.
• Equity opportunities to grow with us.
• Flexible remote work that fits your life, plus flexible paid time off.
• Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP).
• Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.

We celebrate differences.

Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.

Annual salary information is not provided for this position. Explore salary ranges for similar roles in our[Salary Directory ›]

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