DescriptionJob Summary: The Inside Sales Account Executive Manager is responsible for leading and supervising a high-performing team of Inside Sales Account Executives focused on generating qualified leads through multiple outbound channels. This role plays a critical part in driving revenue growth by filling the top of the funnel, enhancing customer satisfaction, and ensuring long-term client retention.
RequirementsResponsibilities: - Manage and supervise a team of Inside Sales Account Executives responsible for generating quality leads through multiple outbound channels.
- Provide leadership and guidance to obtain prospects that fit the ideal client profile (ICP).
- Provide strategic coaching and performance management to ensure the team meets and exceeds top of funnel creation targets.
- Assign coverage, train and coach team members with assistance of Team Leaders, and allocate resources to ensure top of funnel metrics that drive the GTM strategy are met.
- Collaborate with GTM leaders to implement effective top of funnel strategies to drive revenue growth and expand customer base.
- Develop and implement ongoing training programs that enhance the skills and knowledge of Inside Sales Account Executives.
- Recruit, hire, and manage all Inside Sales Account Executives and oversee activities to ensure team's efforts align with the Company's growth goals.
- Establish and maintain an operational cadence for performance management, team meetings, coaching sessions, role-play exercises, and one-on-one discussions.
- Monitor, measure, and analyze team KPI performance metrics to identify trends, evaluate effectiveness, and drive continuous improvement
- Leverage sales engagement platforms, CRM tools (HubSpot, Nooks, ZoomInfo, LinkedIn, Sales Navigator), and other prospecting technologies to maximize lead generation and pipeline development efforts
- Represent the team at onsite go-to-market leadership meetings or AE QBRs as needed, contributing insights, aligning priorities, and supporting cross-functional strategic initiatives
- Develop and execute the strategic vision, objectives, and operating plan for the Inside Sales function, aligning team priorities with corporate growth and revenue goals
- Partner with Revenue Operations and Sales Leadership to forecast pipeline generation, evaluate capacity planning needs, and ensure achievement of short- and long-term business objectives
- Analyze market trends, customer insights, and competitive intelligence to identify opportunities for improving prospecting strategies, territory coverage, and pipeline generation performance.
- Establish, monitor, and report on key business metrics to executive leadership, providing data-driven recommendations to optimize team performance and resource allocation.
- Drive process improvement initiatives across the lead generation and qualification lifecycle to increase efficiency, scalability, and conversion rates
- Build a high-performance culture through talent development, succession planning, career pathing, and leadership development initiatives for team members and future leaders
- Lead change management initiatives related to sales processes, technology adoption, organizational growth, and go-to-market transformation efforts
Knowledge, Skills, and Abilities: - Strong oral and written communication skills
- Effective time management and multi-tasking skills
- Maintains the ability to stay organized and be detail-oriented
- Demonstrates a passion for solving problems or helping others and take the initiative in driving continuous improvement/execution excellence
- Exceptional organizational skills, including the ability to self-manage and multi-task effectively and accurately in a fast-paced and dynamic environment
- Extensive business knowledge with comprehensive understanding of the MSP industry
- In-dept knowledge of HubSpot, Nooks, email sequencing, IMS scoring, ZoomInfo, and LinkedIn Sales Navigator
- Exceptional leadership skills with a demonstrated ability to motivate and guide an inside sales team
- Ability to analyze and implement AI coaching notes based on recordings
- Ability to analyze and take action on KPIs and metrics to ensure GTM strategy is executed
ExperienceExperience: - At least five years of B2B sales experience; field sales & technology sales strongly preferred
- Bachelor's degree in business, marketing, management, or related field preferred
- 2+ years' experience in a sales leadership role
- Prior experience leading an inside sales team
Certificates, Licenses, Registrations: Compensation PackageITS offers a full benefits package, including:
- Rich Medical and prescription plans
- Dental & Vision
- Paid Holidays and Flexible Paid Time Off
- 401K/401K Roth with Safe Harbor matching
- Stock Appreciation Rights
- Company-paid life insurance, long-term and short-term disability insurance
- Company-paid mental health support & financial wellness services
- FSA for medical and dependent care
- HSA option with compatible medical plan
- Company-paid training, materials, and exams
- Performance-based bonuses
