Inside Sales Manager

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

📋 Description

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

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

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

• Establish standards for cadence, ownership protocols, and expectations for CRM hygiene.

• Supervise the Sales Trainer and oversee the onboarding and ramp-up process for all new sales hires.

• Create, write, and A/B test follow-up sequences for email and chat communications.

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

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

• Convert missed and cancelled demos into rebooked discussions.

• Create and execute reactivation campaigns for aged and closed-lost opportunities.

• Minimize stage-to-stage drop-off throughout the sales funnel, starting with the least effective stage.

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

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

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

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

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

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

• Conduct regular calibration sessions to ensure consistent scoring and coaching practices.

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

• Manage the sales knowledge base as the company's single source of truth.

• Maintain the content that powers our AI sales chat assistant.

• Set a regular review schedule to keep customer-facing information accurate and up-to-date.

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

⛳️ Requirements

• Minimum of 4 years 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 tactics.

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

• Ability to evaluate sales calls, identify performance gaps, and provide clear, actionable feedback.

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

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

• Comfortable leveraging data to identify funnel issues, set targets, and oversee performance.

• Excellent written and verbal communication skills in English.

• Willingness and capability to work during Pacific Time hours.

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

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

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

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

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

• 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.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.

• A supportive and inclusive company culture.