Pre-Sales Analyst – IT Services and Products

• Prospect, validate, and qualify inbound and outbound leads for IT services and products
• Understand leads’ profiles, buying stage, and needs, including fit, timing, budget, and decision-making authority
• Apply qualification frameworks and criteria such as BANT, GPCT, or similar methodologies
• Record interactions and keep CRM data up to date
• Organize opportunities by sales funnel stage and ensure data quality for reporting and forecasting
• Conduct outreach by phone, email, WhatsApp, and other digital channels
• Perform structured follow-up through lead qualification or disqualification
• Schedule qualified meetings between leads and Sales Executives / Account Executives
• Confirm attendance, align expectations, and share relevant information before meetings
• Support the organization of sales representatives’ calendars, avoiding conflicts and optimizing sales time
• Nurture leads with relevant content and maintain relationships with prospective customers
• Share insights on objections, recurring pain points, and lead needs
• Contribute to scripts, outreach approaches, sales materials, and campaigns
• Work with Sales to increase the conversion of MQLs into SQLs and opportunities
• Participate in weekly alignment meetings with Marketing and Sales
• Provide feedback on lead and campaign quality
• Help refine the ICP and qualification criteria
• Identify leads’ IT-related challenges, problems, and objectives
• Record insights to support proposal personalization
• Classify and document qualified, nurtured, uninterested, or poor-fit leads

• Commercially minded and target-driven
• Comfortable working with performance indicators, activity targets, and results
• Organized and disciplined in CRM management
• Strong persuasion and initial negotiation skills
• Comfortable using automation tools and technology
• Proactive with strong lead-prioritization skills
• Resilient and committed to continuous improvement
• Previous experience in IT, SaaS, or technology services sales
• Knowledge of or experience with CRM platforms such as HubSpot, Pipedrive, Salesforce, or similar
• Experience in Inside Sales, Pre-Sales, or SDR roles in a B2B environment
• Practical understanding of the B2B sales funnel, conversion metrics, and lead qualification
• Familiarity with qualification methodologies such as BANT, SPIN, or GPCT is a plus
• Intermediate or advanced English, depending on the company’s customer profile
• Bachelor’s degree, associate degree, postgraduate qualification, or MBA
• English proficiency at an intermediate level, as indicated in the job posting

• Career development plan
• Birthday day off
• Wedding leave
• Long-service award
• Child’s birthday day off
• Certification reimbursement
• Meal voucher
• Work from home
• Performance bonus
• Commission