Why This Role Matters
The Inside Sales Manager will hire, coach and run a team of Inside Sales Representatives, each paired with Client Development Representative (CDR) and Account Executives (AE) in a specific vertical. You will own the team's activity, pipeline and conversion results, and you will make the Inside Sales and AE partnership run smoothly.
What You'll Do
Lead and develop the Inside Sales team
- Hire, onboard and ramp Inside Sales Representatives
- Run weekly 1:1s, call reviews and deal coaching on discovery, objection handling and qualification
- Set individual goals for activity, meetings booked and pipeline, and manage performance against them
- Build a team culture of accountability, collaboration and high performance
Partner with CDR and Account Executives across vertical markets
- Pair each rep with the CDRs and AEs who own a vertical, and set clear rules for handoffs, ownership and follow-up
- Engage with AEs to review target accounts, pipeline and next steps
- Resolve coverage gaps and conflicts so no account or lead falls through the cracks
- Make sure reps know each vertical's customers, competitors, buying cycle and value story
Build pipeline and manage the funnel
- Own outbound prospecting strategy and inbound lead response for each vertical
- Design and test sequences, call scripts and messaging with Marketing and Sales Enablement
- Track the funnel from lead to qualified meeting to opportunity to closed deal, and fix where it leaks
- Forecast team output and report weekly on activity, conversion and pipeline created
Improve how the team works
- Keep CRM data clean and the sales stack (sequencing, dialer, data tools) working for the team
- Maintain playbooks for each vertical
- Bring field feedback from prospects to Product, Marketing and Partnerships
Who You Are
- 5+ years in B2B sales, including 2+ years managing an inside sales, SDR or BDR team
- A record of hitting team targets for meetings, pipeline and revenue
- Experience running a team that supports Account Executives in a pod or territory model
- Strong coaching skills: you can listen to a call and give feedback a rep can use the same day
- Comfort with data: you build and read funnel reports and act on what they show
- Hands-on experience with a CRM (Salesforce or HubSpot) and sales engagement tools
- Up to 10% travel to attend meetings or trade shows
Experience That Goes the Extra Mile
- Experience selling to software platforms, SaaS partners or through embedded and partner channels
- Background in insurance, insurtech or fintech
- Experience selling into sports, events, travel or education markets
- Experience building playbooks for multiple vertical markets at once
- Insurance producer licensing is a plus
- Ability to leverage AI
What We Offer
The estimated base salary for this role is: $85,000 - $125,000 per year, depending on the level of experience, job-related knowledge, and skills. In addition to base salary, this role is eligible for performance-based variable compensation tied to team results and leadership execution. We offer a comprehensive benefits package, including health, dental, life insurance, gym membership, flexible PTO, 401(k), paid parental leave, and more.