Inside Sales Manager

This is a fully remote position, open to applicants in Bulgaria.

📋 Description

• Oversee and enhance the inbound follow-up team, which includes SDRs and Sales Associates.

• Conduct consistent one-on-one meetings, provide coaching for performance improvement, and recruit as the team expands.

• Manage the pairing model between Sales Associates and Account Executives.

• Set standards for cadence, ownership rules, and expectations for CRM hygiene.

• Supervise the Sales Trainer and be responsible for the onboarding and ramp-up of all new sales personnel.

• Develop, draft, and A/B test follow-up sequences via email and chat.

• Utilize reply rates, re-engagement rates, and conversion metrics as your main performance indicators.

• Create and oversee the no-show recovery strategy for cancellations and missed demonstrations.

• Transform missed and canceled demos into rebooked discussions.

• Design and implement reactivation campaigns for aged and closed-lost opportunities.

• Minimize stage-to-stage drop-off throughout the sales funnel, starting with the stages that perform poorly.

• Manage the processing of leads and opportunities generated through channel partnerships.

• Establish clear ownership, follow-up, and reporting protocols for partner-sourced opportunities.

• Monitor channel partner performance and assess its effectiveness as a source of new business.

• Review recorded calls and demonstrations using a structured sales scorecard.

• Maintain a consistent monthly call-review coverage target for each representative.

• Coach Account Executives on discovery techniques, objection handling, urgency, and securing follow-up calls.

• Facilitate regular calibration sessions to ensure uniform scoring and coaching standards.

• Participate in live deals when a representative requires assistance in advancing an opportunity.

• Manage the sales knowledge base, serving as the company’s single source of truth.

• Keep the content that powers our AI sales chat assistant updated and relevant.

• Establish a routine review process to ensure that customer-facing information remains accurate and current.

• Ensure that claims made by sales representatives and automated channels are accurate and compliant.

⛳️ Requirements

• Minimum of 4 years of experience in inside sales, sales development, revenue operations, or a comparable commercial role.

• At least 2 years of experience in managing or coaching a sales team.

• Demonstrated success in enhancing follow-up, pipeline conversion, show rates, or sales-cycle performance.

• Strong grasp of inbound sales funnels, lead management, and mid-funnel conversion processes.

• Experience in coaching sales representatives on discovery, objection handling, urgency, and deal progression.

• Ability to review sales calls, identify performance gaps, and deliver clear, actionable feedback.

• Practical experience in developing sales sequences across email, chat, SMS, or other follow-up mediums.

• Strong CRM discipline with experience using platforms like HubSpot or Salesforce.

• Comfortable leveraging data to diagnose funnel issues, set objectives, and manage performance.

• Excellent written and verbal communication skills in English.

• Willingness and capacity to work during Pacific Time hours.

• Experience managing both SDRs or Sales Associates and Account Executives.

• Proven track record in overseeing sales onboarding, training, and representative ramp-up programs.

• Experience in creating no-show recovery, closed-lost reactivation, or aged-pipeline campaigns.

• Familiarity with AI-enabled sales tools, conversation intelligence, and sales automation platforms.

• Background in a high-growth startup, SaaS, staffing, outsourcing, or technology-enabled services company.

• Experience managing leads generated through channel partnerships.

• Understanding of compliance, sales claims management, and maintaining a customer-facing knowledge base.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and the option to work remotely.

• Opportunities for professional development and career advancement.

• A supportive and collaborative team culture.