Inside Sales Manager

About The Role

The Inside Sales Manager is responsible for leading, coaching, and scaling a team of Inside Sales Representatives while remaining deeply connected to the day-to-day execution of deals. This role requires a proven closer who can coach from experience, drive pipeline creation, and ensure opportunities are properly qualified and advanced. This is a hands-on leadership role focused on results, accountability, and development.

Key Responsibilities

Team Leadership and Coaching

• Lead, mentor, and manage a team of Inside Sales Representatives
• Conduct regular 1:1s, pipeline reviews, call coaching, and performance check-ins
• Develop reps into strong opportunity qualifiers and closers, not just meeting-setters
• Set clear expectations around activity, pipeline generation, and conversion metrics

Pipeline and Revenue Ownership

• Own pipeline health and forecast accuracy for the inside sales team
• Ensure opportunities are properly qualified before entering or advancing in the pipeline
• Coach reps on deal strategy, objection handling, pricing conversations, and next steps
• Actively assist in closing deals when needed, including deal strategy calls and customer conversations

Execution and Process

• Enforce consistent sales processes, qualification standards, and CRM hygiene
• Partner closely with Field Sales, SDRs, and Marketing to ensure clean handoffs and alignment
• Identify pipeline gaps early and adjust team focus accordingly
• Use data and metrics to diagnose performance issues and drive continuous improvement

Hiring and Development

• Interview, hire, and onboard new Inside Sales Representatives
• Create and execute development plans for underperforming and high-potential reps
• Build a strong bench of future closers and sales leaders

Required Experience and Skills

• 3 to 5+ years of B2B inside sales experience with a strong track record of closing deals
• Prior experience managing or leading inside sales teams preferred
• Demonstrated success qualifying and closing opportunities, not just generating leads
• Strong deal coaching and pipeline inspection skills
• Comfortable holding reps accountable while maintaining high morale
• Experience working in a quota-carrying environment
• Proficiency with CRM tools and sales engagement platforms

Preferred Experience

• Experience in technology, hardware, SaaS, or data protection solutions
• Experience supporting or partnering with field sales teams
• Familiarity with structured qualification methodologies (BANT, MEDDICC, or similar)

What Success Looks Like

• A healthy, predictable pipeline that converts at or above targets
• Reps who consistently improve their ability to qualify and close deals
• Accurate forecasting and clean CRM data
• Strong collaboration between Inside Sales, Field Sales, and partners