Automation Inside Sales Representative

Overview

This role is a full-time inside sales position within a dynamic and high-performance Automation sales team. As an Automation Inside Sales Specialist at Waters, your primary responsibility is to drive early-stage pipeline creation, lead qualification, and remote opportunity support across EMEA.

You will play a key role in building a structured and repeatable prospecting engine, ensuring a consistent flow of qualified automation opportunities into the field sales team. In addition, the role provides dedicated remote support to Eastern Europe chemistry sales teams, helping to progress automation opportunities in regions with limited field coverage.

The ideal candidate is a driven and proactive individual with strong communication skills, capable of engaging customers early in their automation journey, identifying needs, and positioning the value of Andrew+ and OneLab solutions. You will need to think strategically about pipeline creation while executing tactically with discipline and consistency.

• Proactively generate and qualify leads across Pharmaceutical, Biopharma, CROs, Biotech, Food and Environmental, and selected Academic and Industrial accounts
• Drive structured outbound prospecting campaigns and manage inbound inquiries to convert leads into qualified opportunities
• Support Eastern Europe sales teams remotely by engaging customers, progressing opportunities, and providing automation expertise
• Position Andrew+ and OneLab solutions through remote presentations, discovery calls, and early-stage solution discussions
• Manage defined targets based on MQLs, qualified opportunities, and pipeline contribution
• Maintain high standards of CRM usage, including lead tracking, opportunity creation, and pipeline progression
• Identify new use cases and applications where automation can deliver measurable efficiency and quality improvements
• Collaborate closely with field sales, marketing, and application teams to ensure alignment and maximise opportunity conversion

Responsibilities

Driving pipeline creation and qualification

You will be responsible for building and maintaining a strong top-of-funnel by proactively identifying and engaging new prospects. This includes outbound prospecting, responding to inbound leads, qualifying opportunities, and ensuring a consistent flow of high-quality opportunities into the field sales organisation.

Supporting Eastern Europe remotely You will provide dedicated automation support to Eastern Europe chemistry sales teams, working remotely to engage customers, understand application needs, and progress opportunities. This ensures improved responsiveness and coverage in regions where dedicated field resources are limited.

Managing and developing the sales funnel You will manage early-stage pipeline activity, including lead-to-opportunity conversion, opportunity progression, and CRM hygiene. This includes regular pipeline reviews, tracking performance against targets, and ensuring accurate data to support forecasting and decision-making.

Enabling field sales effectiveness By qualifying and developing opportunities before handover, you will enable field specialists to focus on high-value, winnable deals. You will collaborate closely with the field team to align on priorities, ensure smooth handoffs, and maximise conversion rates.

Expanding market awareness and opportunity creation You will engage customers early in their evaluation process, identifying opportunities where automation can improve workflows, productivity, and data quality. This includes educating customers on automation solutions and building interest in Andrew Alliance technologies.

This role is predominantly office-based with limited travel requirements. It offers flexibility in how you structure your day, manage outreach activities, and engage with customers across multiple regions.

You will gain exposure to a wide range of customers at different stages of automation adoption and work closely with cross-functional teams, developing strong commercial, technical, and communication skills. Career pathways may include progression into field sales, marketing, or specialised technical roles.

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Qualifications

• Background in a laboratory environment or experience in inside sales, sales development, or instrumentation sales
• Knowledge or relevant qualifications in Analytical Chemistry or Biology, with understanding of workflows such as liquid chromatography or sample preparation
• A tenacious and entrepreneurial mindset , with the resilience to pursue opportunities, handle rejection, and continuously seek new ways to create pipeline
• Strong communication and interpersonal skills, with the ability to engage customers remotely and build credibility early in the sales cycle
• A proactive, customer-focused mindset with a strong drive to generate and develop new opportunities
• Ability to manage multiple leads and opportunities with discipline and attention to detail
• Strong organisational skills and proficiency in CRM systems
• Interest in automation technologies and improving laboratory efficiency and reproducibility

We are proud to be a “Best Place to Work” for equality as awarded by the European Human Rights Campaign Foundation and we work with a number of partners including Stonewall, STEM Women and STEM Returners in ensuring we are an open and inclusive workplace where people can bring their whole selves to work – this is really important to us! When you join Waters you can contribute to this mission by joining our European EDI Hub.

Diversity and inclusion are fundamental to our core values at Waters Corporation. It is our responsibility to actively implement programs and practices to drive inclusive behavior and increase diversity across the organization. We are united by diversity and thrive on it for the benefit of our employees, our products, our customers and our community. Waters is proud to be an equal opportunity workplace.