Inside Sales Manager

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

📋 Description

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

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

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

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

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

• Create, author, and A/B test follow-up sequences via email and chat.

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

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

• Convert missed and canceled demos into rebooked discussions.

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

• Minimize stage-to-stage drop-off within the sales funnel, starting with the weakest-performing stage.

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

• Define clear 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.

• Mentor 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 as the authoritative source of truth for the company.

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

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

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

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

• Capability to review 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 and experience with platforms like HubSpot or Salesforce.

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

• Excellent written and verbal communication skills in English.

• Willingness and ability to work during Pacific Time hours.

• **Preferred**

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

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

• Experience creating 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 company.

• Experience managing leads generated through channel partnerships.

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

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits, including medical, dental, and vision coverage.

• Opportunities for professional development and career advancement.

• Flexible work environment with remote work options.

• Engaging company culture that promotes teamwork and collaboration.