Inside Sales Representative

ExtensisHR, one of the largest Professional Employer Organizations (PEOs) in the U.S. with client employees in all fifty states, is looking for talented people to join our team. If you want to contribute your talents, make a bigger impact, and be part of the growing PEO and HRO industry, we are interested in talking to you. Our renowned industry leadership in customer service starts with our people. You can contribute to delivering on our brand promise of helping organizations succeed through our people-first approach in solving customers’ ever-evolving HR needs. Our HR offerings include personalized services for HR, employee benefits, payroll and taxes, employer risk, compliance, and employee management. Today, we manage over $3 billion in employment-related costs annually, and we are growing every day.

For more information about the company, visit www.ExtensisHR.com.

The Inside Sales Representative / Sales Manager I is primarily an inside sales role that owns RFIs, proposals, sales documentation, and assigned opportunities from initial handoff through close. The position works in close partnership with Sales Managers while also assuming entry-level Sales Manager responsibilities for qualifying opportunities, communicating directly with brokers and prospective clients, maintaining pipeline momentum, and converting qualified prospects into clients.

Each sales team has a dedicated representative, with additional support aligned to high-volume sales activity. Depending on the opportunity, this role may work behind the scenes with a Sales Manager or serve as the direct sales contact. The position coordinates across Sales, Underwriting, Implementation, Technology, Marketing, Sales Operations, and other subject matter experts to remove obstacles and deliver an accurate, efficient client experience.

Inside Sales Ownership and Closing

• Own assigned RFIs, proposals, and Folios from start to finish, using ExtensisHR internal AI tools and established sales processes.
• Take qualified opportunities and RFIs handed off by Sales Managers and carry them through proposal, negotiation, contracting, and close.
• Engage brokers and prospective clients directly to answer questions, obtain missing information, clarify requirements, and maintain deal momentum.
• Manage an assigned pipeline and sales quota, maintain accurate opportunity information, and consistently work toward established conversion and revenue goals.
• Communicate and coordinate contract requirements to support a seamless transition from signed agreement to Client Activation.

Broker and Prospect Development

• Support the development of relationships with benefit brokers, insurance agencies, centers of influence, business owners, and senior-level decision-makers.
• Educate brokers and prospects on ExtensisHR services and value proposition, including HR, benefits, payroll, tax, risk, compliance, and employee-management solutions.
• Qualify sales opportunities, identify client needs, and involve the appropriate ExtensisHR subject matter experts to advance the sale.
• Contribute to ExtensisHR’s reputation as a premier broker-channel PEO sales organization through responsive, accurate, and professional service.

Cross-Functional Deal Management

• Serve as the point person with Underwriting, Implementation, and Technology when an opportunity stalls, requires clarification, or needs an exception.
• Submit pre-proposal exception requests to Medical Underwriting and track each request through decision.
• Work closely with Sales Operations, Marketing, Solutions Consultants, Proposal Managers, HR Managers, and other subject matter experts to complete submissions and proposals.
• Raise blockers early, communicate status clearly, and keep the aligned Sales Manager informed throughout the sales cycle.

Sales Enablement, Systems, and AI Tools

• Use ExtensisHR tools daily to build RFIs, proposals, and Folios, and report process or system friction to support continuous improvement.
• Support Sales Managers who build their own Folios and train new hires on the processes and tools associated with this role.
• Maintain accurate and timely records in Salesforce and related sales systems.
• Use AI tools ethically and effectively to improve productivity, decision-making, accuracy, and overall sales performance while continuously developing AI proficiency.

Deal Administration and Documentation

• Complete the sales workbook, including WC and SUTA entry, second-carrier additions, and Schedule A revisions in Salesforce.
• Re-submit expired quotes and rerun underwriting and the MHP record when a quote exceeds 90 days.
• Manage DocuSign end to end, track NDAs through signature, and systematically distribute fully executed contracts to the client and internal teams.
• Open and manage post-sale addendum Cases and Tasks and SPIN cases.
• Perform additional responsibilities as assigned to support the efficient operation of the Sales department and the organization.

AI Utilization and Literacy

• A key function of this role includes the effective use and understanding of artificial intelligence (AI) tools and technologies to enhance productivity, decision-making, and overall performance. This position is expected to maintain awareness of emerging AI applications relevant to their responsibilities, apply AI tools ethically and effectively, and continuously develop their AI proficiency.

Required

• Prior experience in inside sales, broker desk, sales support, account management, or a related client-facing sales role.
• Demonstrated ability to manage opportunities, communicate with brokers and clients, and support or complete a sale through close.
• Strong Excel skills and Salesforce proficiency.
• Excellent written and verbal communication skills and the ability to build effective working relationships.
• Exceptional attention to detail and accuracy under deadline pressure.
• Goal-oriented approach with the ability to manage an assigned quota, pipeline, and competing priorities.
• Ability to collaborate across Sales, Underwriting, Implementation, Technology, Marketing, and Sales Operations.

Preferred

• Bachelor's degree or equivalent experience.
• Experience in a PEO, insurance, benefits, HRO, or professional-services environment.
• Knowledge of health benefit plans, healthcare pricing, underwriting, workers’ compensation, and state unemployment tax administration.
• Experience with DocuSign or a similar electronic-signature platform.
• Experience selling a value-added service to business owners, senior executives, brokers, or other centers of influence.

Success Measures

• Attainment against the assigned sales quota and achievement of established pipeline and conversion goals.
• RFIs and proposals closed, including conversion of opportunities handed off by Sales Managers.
• 99% clean submission ratio for underwriting and 100% error-free DocuSign submissions.
• Health pricing submitted and returned within 24 to 48 hours.
• No missed or delayed workbook updates relative to data availability.
• Sales Managers spend more time with clients and brokers and less time on administrative tasks because of the support provided by this role.

Physical Demands

• Ability to sit or stand for extended periods while performing desk-related tasks.
• Prolonged use of a computer, keyboard, and mouse, requiring repetitive motion.
• Ability to lift and carry office supplies or equipment up to 20 pounds.
• Occasional bending, reaching, and twisting to retrieve files or supplies.
• Ability to walk throughout the office, including moving between different departments or meeting rooms.
• Ability to communicate effectively in person and via phone or video conferencing.
• Ability to focus and maintain attention for long periods while working on various tasks.
• Must be able to communicate effectively in both verbal and written form.
• Occasional travel may be required.
• The work environment is typically quiet and climate-controlled, with standard office equipment available.
• This role may be performed in a hybrid or remote setting, depending on business needs and employee accommodation.

At ExtensisHR, we recognize there are many factors that influence your overall satisfaction both at work and in your personal life. Under our You Supported Program, we provide a great mixture of compensation, benefits, company culture, and resources to our employees that help you reach a happier, more balanced life. Some of these offerings include:

• Competitive compensation to reward you for your hard work every day.
• Progressive Paid-Time Off Program for you to enjoy time out of the office, including time off for volunteering and life events.
• Group medical, dental, vision, and life insurance to encourage a healthy lifestyle, available from day one.
• Pretax spending accounts to ease taxes on health and dependent care expenses.
• 401(k) and IRA retirement plans with employer contributions.
• Extensive professional development programs to help you get where you want to go in your career.
• Employee discounts on retail and entertainment.
• A social and community outreach committee that promotes a fun, inclusive culture through in-office events and networking opportunities.
• A Diversity, Inclusion and Equity (DEI) committee that promotes organizational DEI initiatives and employee engagement.
• Complimentary coffee and snacks to keep you fueled and productive throughout the day.

Work Environment and General Statement

This job description in no way states or implies that these are the only duties to be performed by the employee incumbent in this position. Employees will be required to follow any other job-related instructions and perform any other job-related duties requested by any person authorized to give instructions or assignments. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbent will possess the skills, aptitudes, and abilities to perform each duty proficiently. The company is an Equal Opportunity Employer, maintains a drug-free workplace, and complies with ADA regulations as applicable.

ExtensisHR is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: ExtensisHR is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at ExtensisHR are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. ExtensisHR will not tolerate discrimination or harassment based on any of these characteristics.