Inside Sales Manager

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

📋 Description

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

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

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

• Set standards for cadence, define ownership guidelines, and establish CRM hygiene expectations.

• Supervise the Sales Trainer and take charge of onboarding and ramping up new sales hires.

• Create, compose, and A/B test follow-up sequences across email and chat platforms.

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

• Develop and oversee the no-show recovery process for cancellations and missed demonstrations.

• Transform missed and canceled demos into rebooked conversations.

• Initiate and manage reactivation campaigns for aged and previously closed-lost opportunities.

• Minimize drop-off rates at each stage of the funnel, starting with the least effective stages.

• Supervise the management of leads and opportunities generated through channel partnerships.

• Define clear ownership, follow-up, and reporting standards for opportunities sourced from partners.

• Monitor the performance of channel partners and assess their effectiveness as a source of new business.

• Analyze recorded calls and demos using a written sales scorecard.

• Maintain a fixed target for monthly call reviews for every representative.

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

• Conduct 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 to serve as the company's primary source of truth.

• Keep the content that fuels our AI sales chat assistant up to date.

• Establish a routine review process to ensure customer-facing information is accurate and up-to-date.

• Guarantee that claims made by sales representatives and automated channels are precise and compliant.

⛳️ Requirements

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

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

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

• Strong knowledge of inbound sales funnels, lead management, and mid-funnel conversion techniques.

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

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

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

• Strong CRM discipline with experience in platforms such as HubSpot or Salesforce.

• Proficient in using data to diagnose funnel issues, set objectives, and oversee performance.

• Excellent written and verbal communication skills in English.

• Willingness and capability to work Pacific Time hours.

• **Preferred**

• Experience managing both SDRs or Sales Associates along with Account Executives.

• Background in overseeing sales onboarding, training, and representative ramp-up programs.

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

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

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

• Experience in managing leads generated through channel partnerships.

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

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and career growth.

• Flexible work hours and remote working options.

• Comprehensive health, dental, and vision insurance.

• A dynamic and inclusive work environment that values innovation and collaboration.