Manager, Pipeline Creation, Digital Sales Performance

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

📋 Description

• Take ownership of the inside sales revenue objectives for designated digital lead and quote activities, while being responsible for enhancing lead response, quote conversion, pipeline contributions, customer follow-ups, and the growth of repeat customers through improved workflows, representative engagement, and disciplined digital selling practices.

• Supervise, mentor, and develop one digital inside sales representative along with three customer service agents who assist with customer inquiries, order-related requests, and minor quote opportunities.

• Allocate approximately 10% of your time directly engaging with inbound leads, following up on quotes, having customer discussions, and pursuing select sales opportunities to maintain a close connection with the customer, address product inquiries, and resolve process challenges.

• Foster and sustain a robust pipeline encompassing assigned digital leads, quotes, prospecting, and customer growth activities to facilitate the achievement of revenue goals.

• Construct, enhance, and promote the adoption of the digital lead-to-order framework, which includes lead routing, needs assessment, digital quoting, Salesforce tracking, follow-up standards, email templates, automated outreach, and conversion reporting.

• Collaborate with business-unit and distribution-focused inside sales teams to enhance digital lead management, improve quote-to-order conversion, set Salesforce activity standards, ensure structured follow-up, and implement intent-informed outreach strategies.

• Utilize first-party data, third-party data, sales intelligence tools like ZoomInfo, customer histories, quote activities, site interactions, Salesforce activity, and intent signals to facilitate targeted outreach, prospecting lists, and pipeline development.

• Work alongside Sales Operations and cross-functional teams to minimize manual process gaps and establish business requirements for Salesforce visibility, reporting, automation, quote tracking, call activities, and workflow enhancements.

• Contribute to retain-and-grow initiatives by recognizing first-time buyers, identifying lapsed customers, exploring repeat purchase possibilities, highlighting high-potential accounts, and uncovering cross-sell opportunities, while providing voice-of-customer feedback to refine content, follow-up resources, FAQs, and purchasing guidance.

• Discover practical applications for AI tools to enhance prospect research, account prioritization, personalization, follow-up effectiveness, workflow efficiency, documentation, and reporting.

⛳️ Requirements

• Over 5 years of experience in inside sales, customer service leadership, sales development, account management, e-commerce sales, or a comparable B2B sales role.

• At least 2 years of experience in coaching, managing, or leading a sales, customer service, or lead response team.

• Demonstrated ability to convert inbound leads, follow up on quotes, prospect new accounts, build a pipeline, and foster customer relationships.

• Practical experience with Salesforce, including management of leads, contacts, accounts, activities, opportunities, and reporting.

• Proficient in Excel, capable of organizing, analyzing, and interpreting customer, sales, quote, and activity data.

• Familiarity with ZoomInfo or similar sales intelligence tools, HubSpot or equivalent email marketing automation platforms, and customer or intent data to support outreach, lead nurturing, prospecting, and pipeline integrity.

• Ability to assist sales teams in adopting digital selling workflows, structured follow-up practices, CRM discipline, and data-informed outreach.

• Excellent phone, email, and customer-facing communication skills, with the capacity to learn technical or industrial products and convey them clearly to customers and team members.

• Strong organizational capabilities and the ability to work independently in a remote setting while ensuring clear communication, accountability, and follow-through.

• An AI-forward mindset, with the ability to identify practical applications for AI tools to enhance team efficiency, customer follow-up, reporting, documentation, and process consistency.

🏝️ Benefits

• Comprehensive medical, dental, and vision coverage.

• Flexible hours and alternative work arrangements.

• 401K plan with company match.

• Company-paid short and long-term disability insurance.

• Generous paid time off.

• Personal days.

• Robust employee wellness program.