Job Type

Full-time

Description

Manager, Inbound Sales Development

Description:

This is a 100% in-office role based at our Schaumburg IL location. Remote or hybrid work is not available for this position. Candidates must be able to work on-site five days per week during designated work hours.

Position Overview

This role is a key leadership role responsible for leading a team of Sales Development Representatives (SDRs) focused on converting inbound demand into qualified sales opportunities.

This leader will own the performance and continuous optimization of the inbound sales development engine, driving qualified pipeline growth through effective lead management, conversion excellence, capacity planning, and a world-class prospect experience. Success in this role requires a strong combination of people leadership, operational discipline, analytical thinking, and an understanding of how technology, automation, and AI can improve the speed, quality, and effectiveness of the inbound sales process.

The ideal candidate understands how modern inbound sales organizations operate across Demand Generation, Marketing Operations, Sales, and technology platforms. They will continually evaluate how leads enter the organization, how they are prioritized and routed, how quickly and effectively SDRs engage them, and where opportunities exist to improve conversion throughout the funnel.

Experience within SaaS, HCM, HR technology, payroll, or a related B2B technology environment is strongly preferred.

Primary Responsibilities:

Leadership & Talent Development
• Lead, coach, and develop a team of Inbound SDRs to deliver lead qualification goals across all market segments, from SMB through Enterprise, by driving effective inbound lead engagement, qualification, conversion, and sales handoff execution.
• Recruit, hire, onboard, and develop high-performing Inbound SDRs while building a strong internal pipeline of future Outbound SDRs, Account Executives, and sales talent.
• Build a high-performance culture centered on accountability, customer service, collaboration, and continuous improvement.
• Establish clear performance expectations and use call reviews, one-on-ones, data, and structured coaching to improve individual and team performance.

Inbound Funnel & Performance Management
• Own team attainment of monthly lead qualification targets for SMB, Mid-Market, and Enterprise segments by driving effective lead engagement, qualification, conversion, and sales handoff execution.
• Develop and execute strategies to re-engage and nurture aged, recycled, and previously unqualified leads, converting dormant demand into qualified meetings, pipeline, and revenue opportunities.
• Develop and monitor key performance indicators including lead response time, lead coverage, contact rates, conversion rates, meetings set and completed, pipeline generation, and revenue contribution.
• Maintain accountability for inbound lead management SLAs, ensuring timely engagement, consistent follow-up execution, and comprehensive lead coverage.

Operational Excellence
• Forecast inbound lead volume, staffing needs, and productivity requirements to ensure appropriate capacity and service levels across changing demand patterns.
• Leverage AI, automation, sales technology, and scalable process improvements to optimize SDR productivity, while reducing manual effort and enabling SDRs to focus on the highest-value prospect interactions.

Cross-Functional Partnership & Market Expertise
• Partner with Marketing, Sales, and Marketing Operations to optimize lead quality, scoring, prioritization, routing, qualification standards, and handoff processes.
• Stay current on HCM industry trends, customer challenges, competitive dynamics, and emerging sales technologies to strengthen the team's effectiveness and business acumen.
• Serve as the voice of the prospect by identifying recurring customer needs, objections, competitive insights, and market feedback that improve messaging and campaign effectiveness.

Education & Experience
• 5+ years of experience in sales development, inside sales, or a related B2B sales environment, preferably within SaaS, HCM, HR technology, payroll, or a related technology industry.
• 3+ years of people leadership experience managing sales development, inside sales, or related customer-facing teams.
• Experience managing teams against inbound conversion metrics such as speed-to-lead, contact rate, qualification rate, meeting completion rate, pipeline generation, and revenue influence.
• Demonstrated ability to analyze performance data, identify root causes, and implement improvements that increase productivity and conversion.
• Strong understanding of AI, automation, and emerging sales technologies with the ability to identify practical applications that improve SDR effectiveness and customer engagement.
• Experience with CRM, sales engagement, intent, and prospecting platforms such as Salesforce, SalesLoft, Qualified, ZoomInfo, 6sense, Nooks, or similar technologies.
• Proven ability to collaborate effectively with Sales, Marketing, Marketing Operations, and other cross-functional partners.
• Excellent communication, coaching, analytical, and presentation skills.
• Bachelor's degree in business, marketing, or a related field preferred, or equivalent relevant professional experience.
• Consistent in-office presence with flexibility for occasional travel and remote work.

The base pay range for this position is $85,000- $95,900/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan and offers a full range of benefits outlined?here.?This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via?www.paylocity.com/careers. ?