Inside Sales Representative

About PayCargo

PayCargo is the biggest digital platform for air and cargo payments in North America with headquarters in Coral Gables, Florida. PayCargo is scaling at hyper-growth while expanding internationally. In June 2022, PayCargo raised $130 million in a Series C funding round from Blackstone Growth. The vision for the business is to become the leading global platform for all B2B freight payments globally within a multi-billion dollar industry.

PayCargo has patented technology that allows shippers and freight forwarders to move cargo quicker and reduce overall shipment costs. PayCargo provides mission-critical cargo payment services for major ocean carriers such as Hapag Lloyd and Hamburg Sud; air cargo providers like Air France, LAN Cargo, Swissport, Air General, and Total Air; Class 1 rail companies such as BNSF, CSX, and UP; and thousands of terminals and CFS stations.

PayCargo makes it as easy as Ship, Click, Pay.

About the role:

The Inside Sales Representative (ISR) plays a vital role within PayCargo's sales team, focusing on nurturing client relationships, generating new business, and supporting qualified sales leads. Working directly with the Account Management team ISRs benefit from leadership, mentorship, and strategic direction. This role is ideal for professionals eager to develop their skills in a collaborative team structure, with opportunities for career advancement into account management positions.

As the Inside Sales Representative, you will:

Proactive Prospecting and Lead Generation: Conduct prospecting activities using CRM to gather and manage valuable customer information, identifying potential sales opportunities.

Pipeline & Account Management: Support the Account Management team in managing a shared sales pipeline, ensuring accurate, up-to-date information in CRM and prioritizing leads for efficient follow-up and conversion.

Client Engagement & Relationship Building: Build and maintain strong, lasting relationships with clients by understanding their needs and offering tailored solutions.

Sales Support & Closing: Work with the the Account Management team to skillfully negotiate contract terms, assist in closing deals, and contribute to achieving team sales targets.

Market Outreach Collaboration: Partner with the Outreach team to identify and engage new prospects across various channels, starting from the registered payer and vendor customers under the Marketing channel, including LinkedIn and other relevant platforms.

Weekly Reporting & CRM Management: Maintain accurate, organized records in CRM and generate weekly activity reports to track progress and highlight growth opportunities.

Collaboration & Teamwork: Work closely with the Account Management team to achieve shared portfolio growth, learning from their experience and contributing to team success.

Development Opportunities:

As an ISR, you'll be supported by lead Account Managers, who will provide mentorship and guidance to help you advance within PayCargo. This structure offers growth paths for ISRs to develop into Commercial Account Managers, with a focus on building sales, negotiation, and account management skills.

You Are Likely To Succeed If:

Demonstrate excellent communication skills, with the ability to engage clients and stakeholders confidently and effectively.

Are proactive and organized, with experience using CRM systems to manage a sales pipeline.

Possess a learner's mindset, showing curiosity and adaptability to continuously develop in the role.

Thrive in a collaborative environment, working well with team members and leaders to achieve common goals.

Are goal-oriented and competitive, with a drive to meet and exceed targets.

Have a customer-first approach, with the ability to understand client needs and offer value-driven solutions.

Show resilience and problem-solving skills to navigate the dynamic sales environment.

Qualifications:

Bachelor's degree in Business, Marketing, or a related field (preferred but not mandatory).

Proven experience in sales roles specifically inside sales (but not required), ideally in the fintech or electronic payment industry.

Strong communication and interpersonal skills.

Ability to work independently and as part of a team.

Self-motivated with a results-driven approach.

Excellent negotiation and closing skills.

Familiarity with CRM software (e.g., Salesforce) is a plus.

Competencies related to the position:

Ensuring Quality and Accountability: Employee focuses efforts on achieving high-quality results consistent with the organization's standards. In addition, Employee holds themselves and others to high standards of accountability and create an infrastructure and transparent corporate culture that supports and measures personal and organizational responsibility and accountability.

Client Focus: Employee provides excellent service to internal and/or external clients.

Planning & Organizing: Employee reaches goals that are central to organizational success by making and following plans and allocating resources effectively.

Fostering Communication: Employee listens and communicates openly, honestly, and respectfully with different audiences, promoting dialogue and building consensus.

Decision Making: Employee uses critical thinking, good business sense and organizational values to make decisions involving varying levels of risk and ambiguity.

Collaborating with Others: Employee works together with others in a cooperative and supportive manner to achieve shared goals.

Analytical Thinking: Employee analyzes and synthesizes information to understand issues, identify options, and support sound decision-making.

What We Offer:

Our compensation package includes a highly competitive salary and commission plan.

We care your wellbeing and personal life. We offer vacation policy, sick policy, personal time off policy, a generous 401K match, and more.

Your success at PayCargo is determine by the impact that you are making, and how well you collaborate with the various teams that you interact. Everyone at PayCargo is empowered to take ownership to learn, self-improve, and master their skills in an environment focused on efficiency, collaboration, and purpose.

We are proud to be an equal opportunity employer.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender, gender identity or expression, or veteran status.