Inside Sales Manager

Responsibilities What You’ll Own:

Team Leadership

• Manage and develop the inbound follow-up team, including SDRs and Sales Associates
• Conduct regular 1:1s, coach performance, and hire as the team scales

• Own the pairing model between Sales Associates and Account Executives
• Establish cadence standards, ownership rules, and CRM hygiene expectations

• Manage the Sales Trainer and own onboarding and ramp-up for all new sales hires

Follow-Up and Mid-Funnel Conversion

• Design, write, and A/B test follow-up sequences across email and chat
• Use reply rate, re-engagement rate, and conversion as your primary scorecards

• Build and manage the no-show recovery motion for cancellations and missed demos
• Turn missed and cancelled demos into rebooked conversations

• Build and run reactivation campaigns for aged and closed-lost opportunities
• Reduce stage-to-stage drop-off across the funnel, beginning with the weakest-performing stage

Channel Partner Lead Management

• Oversee the handling of leads and opportunities generated through channel partnerships
• Establish clear ownership, follow-up, and reporting standards for partner-sourced opportunities

• Track channel partner performance and evaluate its effectiveness as a source of new business

Sales Quality and Coaching

• Review recorded calls and demos using a written sales scorecard
• Maintain a fixed monthly call-review coverage target for every representative

• Coach Account Executives on discovery, objection handling, urgency, and securing second calls
• Run regular calibration sessions to ensure consistent scoring and coaching standards

• Join live deals when a representative needs support moving an opportunity forward

Knowledge and Compliance

• Own the sales knowledge base as the company’s single source of truth
• Maintain the content that powers our AI sales chat assistant

• Establish a regular review cadence so customer-facing information remains accurate and current
• Ensure claims made by sales representatives and automated channels are accurate and compliant

What You’ll Be Measured On

• Demo no-show and cancellation recovery rate
• Customer response-time SLA

• Deal conversion rate
• Sales cycle length

• Average contract value per deal
• Follow-up reply rate

• Touches-per-deal compliance
• Second-call booking rate

• Stage-to-stage funnel conversion
• Demo-to-close rate

• Revenue recovered from aged and closed-lost pipeline
• Call scorecard coverage, including documented coaching feedback for every representative

Requirements Requirements

• At least 4 years of experience in inside sales, sales development, revenue operations, or a similar commercial role
• At least 2 years of experience managing or coaching a sales team

• Proven experience improving follow-up, pipeline conversion, show rates, or sales-cycle performance
• Strong understanding of inbound sales funnels, lead management, and mid-funnel conversion

• Experience coaching sales representatives on discovery, objection handling, urgency, and deal progression
• Ability to review sales calls, identify performance gaps, and provide clear, actionable feedback

• Hands-on experience building sales sequences across email, chat, SMS, or other follow-up channels
• Strong CRM discipline and experience working with platforms such as HubSpot or Salesforce

• Comfortable using data to diagnose funnel problems, set targets, and manage performance
• Strong written and verbal English communication skills

• Willingness and ability to work Pacific Time hours

Preferred

• Experience managing both SDRs or Sales Associates and Account Executives
• Experience owning sales onboarding, training, and rep ramp-up programs

• Experience building no-show recovery, closed-lost reactivation, or aged-pipeline campaigns
• Familiarity with AI-enabled sales tools, conversation intelligence, and sales automation platforms

• Experience working in a high-growth startup, SaaS, staffing, outsourcing, or technology-enabled services company
• Experience managing leads generated through channel partnerships

• Familiarity with compliance, sales claims management, and maintaining a customer-facing knowledge base