About ITS:
Do you have the CHOPS? IT Solutions lives its values: Client Success is Our Success, Hungry for the Journey, Ownership Thinking, Passionate Problem Solving, and Surrender the Ego. If your values align, we want you to be a part of a fast-growing Managed Service Provider specializing in providing high-end technology solutions to small and mid-market businesses. IT Solutions is a nationally recognized leader in the IT space, with over 25 years of experience and thousands of satisfied clients. Join and grow with us, as we continue to innovate new ways to help businesses Experience Excellence.
Job Summary: The Inside Sales Account Executive Manager (Sales Development Manager) is responsible for leading and supervising a high-performing team of Inside Sales Account Executives focused on generating qualified leads through multiple outbound channels. This role plays a critical part in driving revenue growth by filling the top of the funnel, enhancing customer satisfaction, and ensuring long-term client retention.
Responsibilities:
- Manage and supervise a team of Inside Sales Account Executives responsible for generating quality leads through multiple outbound channels.
- Provide leadership and guidance to obtain prospects that fit the ideal client profile (ICP).
- Provide strategic coaching and performance management to ensure the team meets and exceeds top of funnel creation targets.
- Assign coverage, train and coach team members with assistance of Team Leaders, and allocate resources to ensure top of funnel metrics that drive the GTM strategy are met.
- Collaborate with GTM leaders to implement effective top of funnel strategies to drive revenue growth and expand customer base.
- Develop and implement ongoing training programs that enhance the skills and knowledge of Inside Sales Account Executives.
- Recruit, hire, and manage all Inside Sales Account Executives and oversee activities to ensure team's efforts align with the Company's growth goals.
- Establish and maintain an operational cadence for performance management, team meetings, coaching sessions, role-play exercises, and one-on-one discussions.
- Monitor, measure, and analyze team KPI performance metrics to identify trends, evaluate effectiveness, and drive continuous improvement
- Leverage sales engagement platforms, CRM tools (HubSpot, Nooks, ZoomInfo, LinkedIn, Sales Navigator), and other prospecting technologies to maximize lead generation and pipeline development efforts
- Represent the team at onsite go-to-market leadership meetings or AE QBRs as needed, contributing insights, aligning priorities, and supporting cross-functional strategic initiatives
- Develop and execute the strategic vision, objectives, and operating plan for the Inside Sales function, aligning team priorities with corporate growth and revenue goals
- Partner with Revenue Operations and Sales Leadership to forecast pipeline generation, evaluate capacity planning needs, and ensure achievement of short- and long-term business objectives
- Analyze market trends, customer insights, and competitive intelligence to identify opportunities for improving prospecting strategies, territory coverage, and pipeline generation performance.
- Establish, monitor, and report on key business metrics to executive leadership, providing data-driven recommendations to optimize team performance and resource allocation.
- Drive process improvement initiatives across the lead generation and qualification lifecycle to increase efficiency, scalability, and conversion rates
- Build a high-performance culture through talent development, succession planning, career pathing, and leadership development initiatives for team members and future leaders
- Lead change management initiatives related to sales processes, technology adoption, organizational growth, and go-to-market transformation efforts
Knowledge, Skills, and Abilities:
- Strong oral and written communication skills
- Effective time management and multi-tasking skills
- Maintains the ability to stay organized and be detail-oriented
- Demonstrates a passion for solving problems or helping others and take the initiative in driving continuous improvement/execution excellence
- Exceptional organizational skills, including the ability to self-manage and multi-task effectively and accurately in a fast-paced and dynamic environment
- Extensive business knowledge with comprehensive understanding of the MSP industry
- In-dept knowledge of HubSpot, Nooks, email sequencing, IMS scoring, ZoomInfo, and LinkedIn Sales Navigator
- Exceptional leadership skills with a demonstrated ability to motivate and guide an inside sales team
- Ability to analyze and implement AI coaching notes based on recordings
- Ability to analyze and take action on KPIs and metrics to ensure GTM strategy is executed
Experience:
- At least five years of B2B sales experience; field sales & technology sales strongly preferred
- Bachelor's degree in business, marketing, management, or related field preferred
- 2+ years' experience in a sales leadership role
- Prior experience leading an inside sales team
Certificates, Licenses, Registrations:
ITS offers a full benefits package, including:
- Rich Medical and prescription plans
- Dental & Vision
- Paid Holidays and Flexible Paid Time Off
- 401K/401K Roth with Safe Harbor matching
- Stock Appreciation Rights
- Company-paid life insurance, long-term and short-term disability insurance
- Company-paid mental health support & financial wellness services
- FSA for medical and dependent care
- HSA option with compatible medical plan
- Company-paid training, materials, and exams
- Performance-based bonuses
IT Solutions is an equal employment opportunity employer that provides opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.