What In Marketing We Trust is all about

We're a technical performance marketing agency, and we exist to solve tough problems in marketing. We bring an engineering mindset to complex marketing situations to deliver scalable performance that generates an exponential return on investment.

Trust is in our name and is our guiding principle. To deliver on our purpose, we conduct our business by the following Code of Ethics:

• Build trust through every interaction with every person

• Always deliver in the best interest of our clients

• Invest in the success of every team member

• Build long-term relationships with our partners

Delivering these foundational codes will fund our continued growth.

Role Overview

We are looking for an Appointment Setter (Telesales) to support our Marketing and Business Development efforts by converting warm and qualified leads into meaningful sales conversations.

This is a freelance role of approximately 8 hours per week, spread across the week. The focus is on quality over volume. Rather than high-volume cold calling, the Appointment Setter will work with a small number of high-value prospects, research each opportunity, make informed calls, capture useful sales intelligence, and book qualified follow-up conversations with senior commercial team members.

The role is ideal for someone who is confident on the phone, commercially curious, organised, and comfortable engaging senior decision-makers.

Key Responsibilities

Lead Qualification & Appointment Setting

Contact warm and qualified leads provided by the Marketing team.
Conduct approximately 5–10 high-quality calls per week, depending on lead availability.
Understand the prospect's current situation, priorities and potential business needs.
Identify whether there is a current or future commercial opportunity.
Book qualified follow-up meetings with our commercial lead.
Ensure prospects understand the purpose and value of the follow-up conversation.

Sales Intelligence

During conversations, gather useful information including:

Current business needs and priorities.
Timing and potential buying window.
Relevant decision-makers and stakeholders.
Current suppliers or approaches where relevant.
Interest in Talent Acquisition support or supplier recommendations.
Potential future opportunities even where there is no immediate requirement.

Capture enough context so the senior commercial lead can enter the next conversation well prepared.

Lead Research & Preparation

Review each lead before making contact.
Research the company, contact and relevant context where appropriate.
Review previous Marketing or sales interactions.
Prioritise leads based on quality, relevance and potential opportunity.
Tailor the approach to each prospect rather than relying on generic scripts.

Follow-Up & CRM Management

Send approved follow-up materials after conversations.
Maintain accurate and useful records in the CRM and/or Notion.
Record call outcomes, qualification information, next steps and relevant sales intelligence.
Flag warm or time-sensitive opportunities for prompt handover.
Ensure booked appointments include sufficient context for the senior commercial lead.

Expected Weekly Activity

The role will operate on an ultra-low-volume, high-quality model, with approximately 8 hours per week spread across the week.

As a guide, weekly activity may include:

1–2 hours: Calling and prospect conversations.
2–3 hours: Lead review, preparation and research.
2 hours: Tailored prospect follow-up.
1–2 hours: CRM updates, lead management and commercial handovers.

The exact allocation may vary depending on the number and quality of leads available.

Success Measures

The primary measure of success will be the quality and commercial value of activity, rather than the number of calls made.

Key measures include:

Qualified follow-up meetings booked with Paul or another senior commercial lead.
Meaningful prospect conversations completed.
Quality of information captured about current needs and business priorities.
Identification of timing and potential buying windows.
Identification of relevant decision-makers and stakeholders.
Identification of prospects open to Talent Acquisition support or supplier recommendations.
Quality and completeness of CRM/Notion records and handovers.
Useful feedback to Marketing about lead quality and market response.

What This Role Does Not Own

The Appointment Setter is not expected to:

Own or manage the full sales cycle.
Negotiate or close deals.
Develop sales or marketing strategy.
Produce proposals or commercial solutions independently.
Conduct high-volume cold calling against completely unqualified lists.

Cold outreach may be tested in the future, but the initial focus is on warm and qualified opportunities.

About You

You will likely be successful in this role if you:

Are confident and professional on the phone.
Familiar with digital marketing products & services (SEO, Paid Media, Marketing Analytics,...)
Have experience in appointment setting, telesales, business development, recruitment, lead qualification or a similar role.
Can build rapport quickly without sounding overly scripted or sales-driven.
Are comfortable speaking with senior business stakeholders.
Ask good questions and listen carefully for commercial opportunities.
Can distinguish between genuine buying signals and low-intent interest.
Are organised and disciplined about follow-up.
Can write clear, concise notes that are useful to another salesperson.
Are comfortable working independently with a relatively small lead pool.
Understand that five well-prepared conversations can be more valuable than fifty low-quality calls.