Inside Sales

• Source new sales opportunities through inbound lead qualification and outbound prospecting
• Engage and build rapport with prospects via calls, emails, and social outreach
• Understand customer needs and drive leads through the sales process
• Route qualified leads to Business Development partners

Inside Sales Development Account Manager

• Follow an assumptive sales process to uncover customer needs, present solutions, and handle objections with confidence.
• Engage directly with customers via phone, email, chat, and other digital platforms.
• Drive revenue growth by meeting and exceeding sales goals and performance metrics.
• Build rapport and trust with prospective customers, creating an excellent customer experience.
• Stay sharp—participate in training and product updates to confidently communicate value propositions and competitive advantages.
• Work closely with peers and leadership to support team initiatives and foster a collaborative environment.
• Embrace flexibility—this role requires availability for variable schedules, including evenings, weekends, and occasional overtime.
• Make outbound calls when directed.
• Follow up on leads and sales to ensure installation.

Inside Sales Associate – Residential, SMB

• The Internal Sales Wholesaler will support the sales team and organization to achieve documented revenue goals through intermediaries such as Financial Advisors, Recordkeeper Wholesalers and CPAs.
• Create and implement outbound call campaigns to drive awareness in assigned regions.
• Identify and develop new financial advisor relationships in assigned territory through marketing campaigns and outbound calls.
• Participate in point-of-sale meetings with prospects, advisors, and/or wholesalers.
• Effectively communicate Definiti’s value proposition, products, processes and fees to prospects and referral sources.
• Deliver high quality, responsive service to all inbound requests for retirement plan product information and sales support.
• Prepare new business proposals and provide cost analysis for all lines of business (Defined Contribution, Defined Benefit, 3(16) Fiduciary Services, Recordkeeping, Solo(k) plans).
• Determine custom pricing required to meet minimum annual required revenue (ARR).
• Lead advisors and prospective clients through completion of required sales documentation.
• Review of client service agreement, plan specifications checklist and client information form to confirm all needed data is received in good order.
• Follow up with assigned Sales Consultants to ensure smooth transition of new business paperwork.
• Management of prospect illustration process to ensure delivery deadlines are met.
• Maintain key data points in client database CRM system.
• Ensure smooth transition from sales to implementation.

Internal Sales Wholesaler

• Own the full revenue metrics and market share position of your assigned portfolio.
• Drive measurable growth in applications, funded loans, and average loan size.
• Identify, quantify, and execute against performance gaps and revenue opportunities within each account.
• Diagnose structural growth blockers (e.g., product gaps, pricing, state limitations, operational friction) and escalate quantified impact to leadership.
• Forecast performance trends and proactively build action plans to achieve growth targets and defend share among assigned accounts.
• Serve as the primary relationship owner and trusted advisor for assigned clients.
• Build strong, credible relationships with operators and key stakeholders.
• Expand revenue through strategic account development, onboarding new locations, and deepening product adoption.
• Lead proactive growth conversations rather than reactive support interactions.
• Operate as the manager of your portfolio, accountable for growth, retention, and performance of assigned accounts.
• Maintain deep visibility into pipeline activity, funding trends, conversion rates, and unrealized potential.
• Develop and execute strategic account plans aligned to each partner’s opportunity.
• Ensure partners are fully trained and aligned on Zippy’s end-to-end process (marketing through funding).
• Drive operational discipline to improve pull-through, speed, and borrower experience.
• Collaborate cross-functionally to resolve systemic issues and file-level friction impacting performance.
• Track and report on key performance indicators including market share, application volume, funded volume, and revenue trends.
• Maintain accurate, actionable account and contact data in Salesforce.
• Use data to inform strategic decisions and prioritize time allocation.
• Represent client insights internally while protecting Zippy’s commercial interests.
• Provide structured feedback on product gaps, operational inefficiencies, and revenue opportunity.
• Influence cross-functional teams to prioritize initiatives that unlock portfolio growth.
• Maintain deep knowledge of Zippy’s loan process, underwriting standards, technology, and funding requirements.
• Serve as a trusted expert for both clients and internal stakeholders.
• Continuously seek learning to strengthen commercial and operational effectiveness.

Inside Sales Account Manager – MH Community Operator

• Partner with NRI external sales team to drive NRI asset growth within a defined sales territory
• Proactively engage with retirement plan advisors, consultants, and 401k recordkeeping wholesalers to best serve their clients’ goals
• Apply discipline to gather & maintain high quality, accurate CRM (Salesforce) prospect/ client pipeline data
• Coordinate with NRI external sales team to prepare for client meetings & promptly follow through on post meeting activities
• Support NRI external sales team to develop, refine, and execute sales territory plans
• Stay sharp on industry trends, competitor positioning, market flows & relevant developments to identify new opportunities
• Collaborate with NRI Internal Sales Associates, Internal Sales Desk Manager, and broader NRI team to share best practices

• Partner with NRI external sales team to drive NRI asset growth within a defined sales territory
• Proactively engage with retirement plan advisors, consultants, and 401k recordkeeping wholesalers to best serve their clients’ goals
• Apply discipline to gather & maintain high quality, accurate CRM (Salesforce) prospect/client pipeline data
• Coordinate with NRI external sales team to prepare for client meetings & promptly follow through on post meeting activities
• Support NRI external sales team to develop, refine, and execute sales territory plans
• Stay sharp on industry trends, competitor positioning, market flows & relevant developments to identify new opportunities and adapt territory sales execution accordingly
• Consistently deploy sales toolkits, advisor reports & analytics, value add programs to maximize value to prospects/clients
• Collaborate with NRI Internal Sales Associates, Internal Sales Desk Manager, and broader NRI team to share best practices, coach & enable continuous “leveling-up” high performance across all NRI sales territories

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Inside Sales Associate – Residential, SMB

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Inside Sales Account Manager – MH Community Operator

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