Inside Sales Manager

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

📋 Description

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

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

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

• Set standards for cadence, establish ownership rules, and ensure CRM hygiene expectations are met.

• Oversee the Sales Trainer and take responsibility for onboarding and ramp-up processes for all new sales hires.

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

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

• Develop and manage a strategy for recovering no-shows from cancellations and missed demonstrations.

• Convert missed and cancelled demos into opportunities for rebooking conversations.

• Initiate and execute reactivation campaigns targeting aged and closed-lost opportunities.

• Decrease stage-to-stage drop-off throughout the sales funnel, starting with the stage that shows the weakest performance.

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

• Clearly define ownership, follow-up, and reporting standards for partner-sourced opportunities.

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

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

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

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

• Conduct regular calibration sessions to maintain 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 definitive source of information.

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

• Establish a routine review schedule to ensure customer-facing information is accurate and current.

• Verify 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 processes, pipeline conversion, show rates, or sales cycle performance.

• Solid understanding of inbound sales funnels, lead management, and mid-funnel conversion strategies.

• Experience in coaching sales representatives on discovery processes, objection handling, urgency, and progression of deals.

• Capability to review sales calls, identify performance deficiencies, and provide precise, actionable feedback.

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

• Strong CRM practices and familiarity with platforms like HubSpot or Salesforce.

• Proficient in using data to diagnose issues within the sales funnel, establish targets, and manage performance.

• Excellent written and verbal communication skills in English.

• Willingness and ability to work during Pacific Time hours.

• Experience in managing both SDRs or Sales Associates, as well as Account Executives.

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

• 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 environment, particularly in SaaS, staffing, outsourcing, or technology-enabled services sectors.

• Experience managing leads generated through partnerships with channels.

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

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.

• Comprehensive health and wellness benefits.

• Collaborative and inclusive company culture.