Location: Herndon, VA Office Daily
Title: Inside Sales Manager - SMB
Type: Full-time

Job Summary:
We are seeking an experienced and results-driven Inside Sales Manager to lead and develop our SMB (Small and Medium Business) sales team. This role is responsible for driving new business acquisition, increasing revenue growth, and building a high-performing inside sales organization focused on generating opportunities and closing business within the SMB market.
The ideal candidate is a proven sales leader with strong coaching, forecasting, pipeline management, and business development skills. This individual will work closely with Marketing, Channel Partners (specifically CDW and SHI), Sales Leadership, and Customer Success teams to develop strategies that accelerate growth, improve sales effectiveness, and deliver an exceptional customer experience.

Key Responsibilities:
Sales Leadership & Team Development
• Lead, coach, and motivate a team of Inside Sales Representatives focused on SMB customer acquisition and account growth.
• Establish performance expectations, sales goals, and key performance indicators (KPIs) for the inside sales team. • Conduct regular one-on-one coaching sessions, performance reviews, and skills development training.
• Recruit, onboard, and develop top sales talent to support company growth objectives.
• Foster a culture of accountability, collaboration, and continuous improvement.
Sales Strategy & Revenue Growth
• Define and execute strategies to drive new business acquisition and customer retention within the SMB market.
• Collaborate with Marketing to penetrate key markets and improve lead generation efforts.
• Develop and implement sales plans, territory strategies, and pipeline development initiatives.
• Identify opportunities to maximize revenue through new customer acquisition, upselling, and cross-selling.
• Build relationships with channel partners to generate and accelerate qualified sales opportunities.
• Provide recommendations on pricing strategies, promotions, and sales initiatives based on market conditions.
Pipeline Management & Forecasting
• Monitor pipeline activity, sales performance, and forecasting accuracy to ensure achievement of revenue targets.
• Review sales metrics and performance reports to identify trends, challenges, and growth opportunities.
• Ensure effective lead management, opportunity progression, and CRM utilization across the team.
• Develop processes and best practices to improve sales productivity and conversion rates.
• Investigate factors impacting sales performance and implement corrective action plans when necessary.
Customer & Partner Engagement
• Promote strong relationships with customers, prospects, and channel partners to understand business needs and deliver value-based solutions.
• Support strategic customer engagements and assist with complex sales opportunities when required.
• Influence key stakeholders and decision-makers throughout the sales process.
• Collaborate with channel partners to expand market reach and strengthen customer relationships.
Cross-Functional Collaboration
• Partner with Marketing, Product Management, and Customer Success teams to improve customer acquisition and retention strategies.
• Provide customer and market feedback to assist with content development, messaging, and product enhancements.
• Participate in industry events, partner activities, and professional forums to stay informed on market trends and competitive activity.
• Leverage market intelligence and emerging technologies to improve sales effectiveness and revenue generation.
Compliance & CRM Management
• Ensure CRM data integrity and adherence to established sales processes and reporting standards.
• Establish and maintain customer relationship management best practices. • Ensure customer data is handled in accordance with applicable privacy and data protection regulations.

Qualifications and Experience:
• Bachelor's degree in Business, Marketing, Communications, or a related field preferred.
• 5+ years of sales experience with at least 2 years of sales leadership or management experience.
• Proven success leading inside sales, SDR, BDR, or SMB-focused sales teams. • Experience selling technology, SaaS, managed services, cloud solutions, cybersecurity, or related services preferred.
• Strong knowledge of CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics.
• Demonstrated ability to meet or exceed sales and revenue targets.
• Excellent communication, presentation, coaching, and negotiation skills.
• Strong analytical, forecasting, and problem-solving abilities.
• Highly organized with strong attention to detail and follow-through.
• Must be within commutable distance of our Herndon, VA office and able to work onsite daily.

What We Offer:
• Competitive salary and performance-based incentives.
• Comprehensive benefits package, including health, dental, and vision insurance.
• 401(k) program with company matching.
• Generous paid time off and flexible working arrangements.
• Opportunities for professional growth and career advancement.
• A collaborative and supportive team environment.

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