Position Summary

The Manager, Inside Sales is responsible for leading and developing a team of Inside Sales Representatives focused on driving revenue growth through channel partners, existing customers, and direct sales opportunities. This leader will be accountable for bookings, pipeline generation, quote conversion, forecast accuracy, and overall team productivity.

The ideal candidate is a hands-on sales leader who coaches, develops, and holds the team accountable while actively participating in strategic opportunities and partner relationships.

Key Responsibilities

Team Leadership
• Recruit, hire, onboard, and develop Inside Sales Representatives.
• Establish performance expectations and accountability measures.
• Conduct weekly one-on-ones and pipeline reviews.
• Provide ongoing coaching on sales process, product knowledge, and channel engagement.
• Develop succession plans and career paths for team members.

Revenue Growth
• Drive achievement of monthly, quarterly, and annual revenue targets.
• Monitor pipeline health and conversion rates.
• Ensure timely follow-up on all quotes and opportunities.
• Identify growth opportunities within existing customers and partners.
• Assist with closing strategic opportunities when necessary.

Channel Partner Support
• Strengthen relationships with integrators, distributors, and technology partners.
• Ensure rapid response to partner inquiries and quote requests.
• Drive partner-generated pipeline and revenue.
• Coordinate partner promotions, programs, and enablement activities.

Sales Process Excellence
• Enforce CRM discipline and forecast accuracy.
• Monitor sales activity and performance metrics.
• Improve quote turnaround times and quote-to-order conversion rates.
• Standardize best practices across the team.

Cross-Functional Collaboration
• Work closely with Regional Vice Presidents, Marketing, Product Management, and Operations.
• Provide market feedback to leadership.
• Support product launches and sales initiatives.
• Participate in strategic planning and forecasting activities.

Key Performance Indicators

Revenue Metrics
• Quarterly Bookings
• Revenue Attainment (% to Plan)
• Expansion Revenue
• Partner-Sourced Revenue

Pipeline Metrics
• Pipeline Created
• Pipeline Coverage Ratio
• Opportunity Conversion Rate
• Forecast Accuracy

Operational Metrics
• Quote Turnaround Time
• Quote-to-Order Conversion Rate
• CRM Data Quality
• Lead Response Time

Leadership Metrics
• Team Quota Attainment
• Employee Retention
• Employee Development
• Performance Improvement Success

Requirements

Preferred Qualifications
• 5+ years of sales leadership experience.
• Experience leading inside sales teams in technology, security, surveillance, SaaS, or channel-driven organizations.
• Proven track record of exceeding revenue targets.
• Strong forecasting and pipeline management skills.
• Experience working with channel partners, distributors, and system integrators.
• Proficiency with Salesforce and modern sales tools.
• Excellent coaching, communication, and leadership skills.

Additional Requirements

Candidates will be subject to a background check in accordance with federal and state regulations.