Inside Sales Manager

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

📋 Description

• Oversee and enhance the inbound follow-up team, consisting of SDRs and Sales Associates.

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

• Manage the pairing model that aligns Sales Associates with Account Executives.

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

• Supervise the Sales Trainer and take charge of onboarding and ramp-up processes for all new sales personnel.

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

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

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

• Convert missed and canceled demonstrations into rebooked discussions.

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

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

• Monitor the management of leads and opportunities originating from channel partnerships.

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

• Assess channel partner performance and analyze its effectiveness in generating new business.

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

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

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

• Facilitate regular calibration sessions to guarantee uniform scoring and coaching benchmarks.

• 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.

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

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

⛳️ Requirements

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

• 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 techniques, objection handling, urgency, and deal progression.

• Ability to evaluate sales calls, pinpoint performance gaps, and deliver clear, actionable feedback.

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

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

• Proficient in utilizing data to diagnose funnel issues, establish targets, and manage 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 track record in overseeing sales onboarding, training, and representative ramp-up initiatives.

• 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 industry.

• Experience managing leads generated through channel partnerships.

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

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Flexible work hours and the option for remote work.

• Opportunities for professional development and career advancement.

• Collaborative and innovative work environment.