JOBDESCRIPTION: INSIDE SALES MANAGER (ISM)LOCATION: ASHBURN, VIRGINIAReporting to the VP of Sales and Marketing, the Inside Sales Manager (ISM) is responsible for
leading, coaching, and actively contributing to the Inside Sales team to deliver consistent, predictable revenue results. This is a working manager role, balancing individual selling responsibilities with the team leadership, maintaining accountability for both personal performance and overall team outcomes.
The ISM drives results through a combination of hands-on selling, structured coaching, and disciplined execution. This role ensures that Inside Sales representatives are enabled to sell effectively through structured onboarding, ongoing coaching, clear expectations, and strong cross-functional alignment with Marketing, Sales Engineering, Operations, and Outside Sales.
The ideal candidate will have relative experience in sales of technical electronic equipment related to low voltage power distribution, metering concepts, networking, PLC/HMI integration and industrial communication protocols. This role has the potential to transition into a full-time people manager as the team grows from 2 individuals to more.
What You'll DoPeople Leadership & Development- Hire, onboard, train, and ramp inside sales representatives while modeling effective selling behaviors through direct participation
- Provide ongoing coaching through call reviews, deal reviews, and pipeline inspections
- Set clear expectations for performance, behaviors, and career progression, reinforcing standards through both leadership and personal example
- Address performance issues promptly and manage development plans when needed
- Foster a culture of accountability, continuous improvement, and professional growth
Sales Execution & Performance Management- Set team goals and activity quotas in alignment with sales leadership while also managing and delivering against an individual book of business
- Monitor KPIs, pipeline health, conversion metrics, and forecasting accuracy, through team oversight and hands-on management
- Ensure consistent execution of the sales process across the team
- Drive predictable pipeline creation and monthly closed deal performance at both a team and individual level
- Maintain strong CRM discipline and data integrity through personal adherence and team enforcement
Process, Tools & Cross Functional Collaboration- Enforce standardized sales processes, outreach cadences, and qualification criteria while using them in day-to-day selling
- Partner closely with Marketing on lead flow, campaigns, and messaging
- Collaborate with Sales Engineering and Operations to support technical sales cycles
- Act as a bridge between Inside Sales and Outside Sales to ensure smooth handoffs
- Continuously refine processes to improve efficiency, visibility, and results
What the Team Does - Proactively engages target customers via phone, email, LinkedIn, and other channels
- Qualifies inbound and outbound leads and identifies new business opportunities
- Schedules meetings and support opportunity progression through the funnel
- Maintains accurate customer and opportunity data in the CRM
- Stays current on Janitza products, solutions, and market positioning
What You'll BringQualifications include:- Proven experience leading and coaching inside sales teams while maintaining direct selling responsibility and accountability for both individual and team performance
- Strong command of pipeline management, forecasting, KPIs, and CRM discipline to drive predictable results
- Demonstrated ability to hire, onboard, develop, and manage performance across a sales team, while reinforcing expectations through hands-on involvement
- Background in technical sales (electrical, industrial, data center, or similar environments) with credibility coaching reps selling complex solutions
- Track record of enforcing structured sales processes while enabling consistent, repeatable execution
- Effective cross-functional leader who partners closely with Marketing, Sales Engineering, Operations, and Outside Sales, informed by frontline selling experience
