Director of Inside Sales JOB SUMMARY Progressive growing technology company is seeking a Director of Inside Sales to lead and develop a high performing inside sales team responsible for delivering consistent, accurate, and responsive support to our members and partners. This role owns team execution - not process design. You will drive performance, accountability, and capability across Inside Sales Account Executives and Quote Specialists, ensuring the team operates with speed, precision, and professionalism.
CORE ACCOUNTABILITYOwn the performance of the inside sales team. - Deliver consistent, high-quality output
- Build and develop a strong, accountable team
- Execute sales processes with discipline
- Drive productivity and responsiveness across all regions
ESSENTIAL DUTIES AND RESPONSIBILITIESTeam Leadership & Development - Lead, coach, and develop Inside Sales Account Executives and Quote Specialists
- Establish clear expectations for performance, behavior, and accountability
- Drive hiring, onboarding, and continuous development
- Conduct regular performance reviews, coaching sessions, and pipeline discussions
- Build a culture of ownership, urgency, and professionalism
Execution Excellence - Ensure consistent execution of sales processes and workflows defined by Sales Operations
- Hold team accountable to defined service levels including:
- Quote turnaround time
- Order accuracy
- Responsiveness to members and partners
- Maintain high standards of output quality and consistency
Sales Performance & Support - Partner with Regional Sales Directors to improve pipeline conversion and overall sales effectiveness
- Support strategic account execution through coordinated inside/outside sales efforts
- Identify & execute on opportunities within existing workflows to increase sales
Capacity & Workflow Management - Manage team workload and resource allocation to ensure consistent service levels
- Monitor team productivity and adjust staffing or responsibilities as needed
- Ensure efficient utilization of team resources across all regions
Customer & Partner Experience - Deliver a consistent, high-quality experience across all interactions
- Manage escalations and complex opportunities effectively
- Reinforce company value through responsiveness and execution
Feedback Loop to Sales Operations - Provide structured feedback on process effectiveness, system usability, and workflow challenges
- Partner with Sales Operations to continuously improve execution and efficiency
Selective Player-Coach Contribution - Provide limited direct support on complex or high-impact opportunities when necessary
- Focus on enabling team success rather than individual contribution
Success Metrics - Team productivity (quotes/orders per rep)
- Quote turnaround time and accuracy
- Responsiveness and service levels
- Conversion rates (in partnership with field sales)
- Team engagement and retention
Qualifications, Experience, Skills and Abilities: - 7-10+ years in inside sales, sales, or commercial roles
- 3-5+ years leading sales or inside sales support team
- Demonstrated success improving team performance, processes, and operational efficiency
- Strong leadership, coaching, and communication skills
- Experience in wholesale distribution, security, or Pro A/V industry preferred
- Proven ability to manage multiple priorities and drive results in a fast-paced environment
- Proven ability to build and manage high-performing teams
- Strong operational discipline and execution focus
- Experience with CRM/ERP systems (NetSuite preferred)
Leadership Profile - Strong coach and team builder
- Holds people accountable without overcomplicating things
- Bias toward action and execution
- High ownership mindset
- Comfortable operating in a fast-paced environment
Personal Characteristics - High ownership mindset with accountability for results
- Strong bias toward execution discipline and continuous improvement through feedback
- Ability to lead through data and metrics
- Comfortable making decisions in a fast-paced environment
- Ability to balance team development with performance expectations
Critical Working RelationshipWorks in close partnership with the Director of Sales Operations:
- Inside Sales is accountable for disciplined execution of defined processes and performance standards
- Sales Operations owns process design, systems, and performance measurement
Travel - Travel to select events / meetings several times per year
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Ref: #231-Eng Tampa
