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

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