Manager, Inside Sales
- Lead, coach, and manage a team of Inside Sales Representatives to achieve individual and team revenue targets.
- Set clear performance expectations, conduct regular 1:1s, provide ongoing feedback, and complete performance evaluations.
- Support hiring, onboarding, and ramp-up of new Inside Sales team members.
- Foster a high-performance, accountability-driven sales culture.
- Oversee inbound lead management and outbound prospecting strategies.
- Ensure consistent lead qualification standards (needs, budget, timeline, decision process).
- Guide team execution across discovery, demos, follow-ups, and opportunity progression.
- Escalate and assist with complex or high-value opportunities as needed.
- Own pipeline health, forecasting accuracy, and conversion metrics for the Inside Sales team.
- Review pipeline activity regularly to identify risks, gaps, and growth opportunities.
- Monitor individual and team performance against KPIs and revenue goals.
- Partner with Marketing to optimize lead flow, campaign follow-up, and nurturing programs.
- Collaborate with Account Executives to ensure effective handoff of qualified opportunities.
- Coordinate with Customer Success to support smooth onboarding and early customer engagement post-close.
- Ensure CRM accuracy, data hygiene, and adherence to standardized sales processes.
- Analyze activity metrics, conversion rates, and pipeline trends.
- Prepare and present weekly and monthly sales performance reports to leadership.
- Contribute to continuous improvement of sales processes, tools, and playbooks.
- Bachelor’s degree or equivalent experience required.
- 5+ years of experience in SaaS or B2B/B2G sales, business development, or inside sales roles, including prior people-management experience.
- Experience selling to public sector, state, and local government accounts strongly preferred.
- Demonstrated success managing teams responsible for business application software and services sales.
- Proven ability to lead complex, consultative sales cycles with long sales campaigns.
- Experience with sales operations, CRM platforms, forecasting, and performance management.
- Contract negotiation experience a plus.
- Must be able to remain in a stationary position for most of the day.
- Constantly operates a computer and other office productivity machinery.
- Occasionally moves about inside the office.
- Frequently communicates via telephone and virtual meetings.
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