Inside Sales Manager

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

📋 Description

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

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

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

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

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

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

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

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

• Convert missed and canceled demos into rescheduled conversations.

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

• Aim to decrease stage-to-stage drop-off across 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.

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

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

• Guide Account Executives in discovery, objection handling, urgency, and securing second calls.

• Facilitate regular calibration sessions to ensure consistent scoring and coaching criteria.

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

• Manage the sales knowledge base to serve as the company’s single source of truth.

• Keep updated the content that supports our AI sales chat assistant.

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

• Confirm 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 related commercial role.

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

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

• Strong comprehension of inbound sales funnels, lead management, and mid-funnel conversion tactics.

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

• Capability to review sales calls, pinpoint performance gaps, and deliver clear, actionable feedback.

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

• Strong discipline in CRM usage and familiarity with platforms such as HubSpot or Salesforce.

• Comfortable utilizing data to identify funnel issues, set goals, and manage performance effectively.

• 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.

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

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

• Familiarity with AI-enabled 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, sales claims management, and maintaining a customer-facing knowledge base.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and career growth.

• Flexible working hours and remote work options.

• Engaging work environment with a focus on collaboration and innovation.