About The RoleThe
Inside Sales Manager is responsible for leading, coaching, and scaling a team of Inside Sales Representatives while remaining deeply connected to the day-to-day execution of deals. This role requires a proven closer who can coach from experience, drive pipeline creation, and ensure opportunities are properly qualified and advanced. This is a hands-on leadership role focused on results, accountability, and development.
Key ResponsibilitiesTeam Leadership and Coaching- Lead, mentor, and manage a team of Inside Sales Representatives
- Conduct regular 1:1s, pipeline reviews, call coaching, and performance check-ins
- Develop reps into strong opportunity qualifiers and closers, not just meeting-setters
- Set clear expectations around activity, pipeline generation, and conversion metrics
Pipeline and Revenue Ownership- Own pipeline health and forecast accuracy for the inside sales team
- Ensure opportunities are properly qualified before entering or advancing in the pipeline
- Coach reps on deal strategy, objection handling, pricing conversations, and next steps
- Actively assist in closing deals when needed, including deal strategy calls and customer conversations
Execution and Process- Enforce consistent sales processes, qualification standards, and CRM hygiene
- Partner closely with Field Sales, SDRs, and Marketing to ensure clean handoffs and alignment
- Identify pipeline gaps early and adjust team focus accordingly
- Use data and metrics to diagnose performance issues and drive continuous improvement
Hiring and Development- Interview, hire, and onboard new Inside Sales Representatives
- Create and execute development plans for underperforming and high-potential reps
- Build a strong bench of future closers and sales leaders
Required Experience and Skills- 3 to 5+ years of B2B inside sales experience with a strong track record of closing deals
- Prior experience managing or leading inside sales teams preferred
- Demonstrated success qualifying and closing opportunities, not just generating leads
- Strong deal coaching and pipeline inspection skills
- Comfortable holding reps accountable while maintaining high morale
- Experience working in a quota-carrying environment
- Proficiency with CRM tools and sales engagement platforms
Preferred Experience- Experience in technology, hardware, SaaS, or data protection solutions
- Experience supporting or partnering with field sales teams
- Familiarity with structured qualification methodologies (BANT, MEDDICC, or similar)
What Success Looks Like- A healthy, predictable pipeline that converts at or above targets
- Reps who consistently improve their ability to qualify and close deals
- Accurate forecasting and clean CRM data
- Strong collaboration between Inside Sales, Field Sales, and partners
Why Join Object First- High-growth global IT company
- Competitive benefits (medical, dental, vision from day one, 401(k))
- Paid annual leave & unlimited flexible PTO
- Flexible, remote-friendly work setup
- Modern equipment provided
- Growth and development opportunities
