About Inverroy Inverroy offers comprehensive resilience planning to help organisations confidently navigate the unknown. Our two service lines are, Crisis and Continuity Management and Security Risk Management. Inverroy works across all B2B sectors to design and deliver bespoke resilience management solutions, ensuring organisations are ready to respond and recover when disruption strikes. With over 300 years of collective experience, Inverroy consultants support organisations in building robust procedures, training teams, and delivering emergency exercises to validate plans and processes. Inverroy also delivers specialist security and travel risk management services, supported by Prepare2Go, its digital learning platform providing scalable resilience training for organisations and their people. Inverroy prides itself on providing outstanding professional advice and support to enhance a client’s organisational resilience. The Role The Sales Executive is responsible for generating new business opportunities and growing existing client relationships across Inverroy’s core service lines. A key element of this role is proactive outbound engagement, primarily telephone-based prospecting, to initiate conversations, qualify opportunities, and confirm meetings with appropriate colleagues therefore building Inverroy’s sales pipeline. The sales role is focused on building trusted, value-led relationships rather than transactional selling. As a consultancy Inverroy needs proactive outbound telephone engagement, which is a core part of the role, used to initiate conversations, understand client risks and priorities, and qualify genuine opportunities. Calls must be targeted, researched, and purposeful, with success measured by opportunities progressed. Duties Outbound Sales & Lead Generation · Proactively contact prospective clients by telephone to introduce Inverroy’s services and explore potential needs · Conduct structured discovery calls to understand organisational risks, challenges, and priorities · Qualify leads and progress them into meetings, proposals, or follow-on discussions · Maintain consistent call activity to build and sustain a healthy sales pipeline Business Development · Identify and pursue new opportunities across public and private sector clients · Develop tailored solutions aligned to client needs, supported by Inverroy’s BD Manager, Commercial Manager and Principal Consultants when required Account & Relationship Management · Identify opportunities for repeat business, upselling, and cross-selling · Act as the primary point of contact through early engagement and transition into meetings Market & Brand Development · Represent Inverroy professionally in all verbal and written communications · Attend industry events, briefings, and client meetings as required · Support the development of sales materials, case studies, and capability statements Internal Collaboration & Reporting · Record all call activity, opportunities, and outcomes accurately in the CRM · Provide regular pipeline, forecast, and performance updates · Work closely with delivery teams to ensure opportunities are realistic and deliverable · Operate in line with Inverroy’s quality, governance, and ISO-aligned management systems Location This position is remote (UK Based); however, the successful candidate will be required to travel to Edinburgh twice annually for in-person team days, as well as occasionally attend industry events such as conferences. Benefits Package Salary: Base Salary: £30-35,000 per annum, depending on experience On-Target Earnings (OTE) Uncapped, performance-related commission in addition to base salary. Commission Structure Commission is paid on revenue generated from new business (new clients) secured by the post holder, as follows: - 5% commission on the sale value of Inverroy CPD courses and Prepare2Go e-learning products - Consultancy Services: - 5% commission on new client consultancy contracts with a total value between £10,000 and £100,000 - 6% commission on new client consultancy contracts with a total value of above £100,000 Commission is calculated on net invoiced revenue and paid in line with agreed commission terms. Holiday Entitlement: 20 days per year plus 8 public holidays, with an increase of 1 day per year served. Additional: - 3 paid volunteer days per year - 10 days additional paid leave for Armed Forces Reservists undertaking annual camp - Employer pension contribution 8% - Inverroy is an Employee-Owned Trust – employees have the opportunity to become members of the Trust after 12 months service Competencies: Essential - Proven experience in telephone-based outbound prospecting within a B2B sales or business development role. - Confidence in initiating conversations with senior stakeholders via telephone - Strong listening and questioning skills, with the ability to build rapport quickly - Experience managing a sales pipeline and progressing leads to conversion - Excellent verbal and written communication skills - Self-motivated, resilient, and comfortable working independently Desirable - Experience selling professional services – consultancy and training - Familiarity with resilience services such as business continuity, crisis management, security risk management, - Experience using CRM systems to track call activity and sales performance