An Inside Sales Director leads and manages the inside sales team to drive revenue growth through remote selling strategies, focusing on building strong customer relationships and optimizing sales processes without face-to-face interactions. This role is critical for scaling sales operations efficiently and expanding market reach through technology-driven sales channels.
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What is a Inside Sales Director?
An Inside Sales Director is a senior leadership role responsible for overseeing the inside sales department, which handles sales remotely via phone, email, and digital platforms. This position involves strategic planning, team management, and performance optimization to achieve revenue targets. Unlike field sales directors, this role emphasizes technology-enabled sales processes and virtual customer engagement, making it essential for modern, scalable business models.
What does a Inside Sales Director do?
An Inside Sales Director develops and executes sales strategies to meet organizational goals, manages and mentors the inside sales team, and monitors key performance metrics like conversion rates and revenue growth. They collaborate with marketing and product teams to align sales efforts, implement CRM systems for efficiency, and analyze market trends to adapt strategies. Additionally, they focus on training, process improvement, and fostering a high-performance culture within the team.
Job Overview
The Inside Sales Director will lead and scale our inside sales team to drive revenue growth through strategic phone, email, and digital selling initiatives. This role requires a data-driven leader who can optimize sales processes, implement cutting-edge CRM technologies, and develop high-performing teams to exceed quarterly targets in a fast-paced B2B sales environment.
Inside Sales Director responsibilities include:
1. Develop and execute inside sales strategies to achieve 120%+ of quarterly revenue targets
2. Lead, mentor, and scale a team of 15+ inside sales representatives and managers
3. Implement and optimize Salesforce sales processes and sales enablement technologies
4. Analyze sales metrics and KPIs to drive data-driven decisions and performance improvements
5. Collaborate with marketing on lead generation campaigns and sales funnel optimization
6. Manage sales forecasting, pipeline development, and territory allocation
7. Develop and maintain key account relationships for enterprise-level clients
8. Conduct weekly sales training on objection handling, closing techniques, and product knowledge
1. Bachelor's degree in Business, Marketing, or related field
2. 8+ years of inside sales experience with 5+ years in sales leadership role
3. Proven track record of exceeding $10M+ annual sales quotas
4. Expertise in Salesforce CRM and sales automation tools (Salesloft, Outreach.io)
5. Demonstrated ability to build and scale high-performance sales teams
6. Strong analytical skills with experience in sales forecasting and pipeline management
7. Excellent communication and presentation skills
8. Experience developing and implementing sales playbooks and processes
Preferred Qualifications
1. MBA or advanced degree in Business Administration
2. Experience in SaaS or technology sales environment
3. Background in both inside sales and field sales leadership
4. Certification in sales methodologies (MEDDIC, SPIN, Challenger Sale)
5. Experience with sales compensation design and incentive structures
6. Knowledge of marketing automation platforms (Marketo, HubSpot)
7. Experience managing remote sales teams across multiple time zones
8. Background in both SMB and enterprise sales strategies
Bonus Skills
1. Salesforce Administrator certification
2. Multilingual capabilities (Spanish preferred)
3. Experience with sales intelligence tools (ZoomInfo, LinkedIn Sales Navigator)
4. Background in sales training and development programs
5. Knowledge of conversational intelligence platforms (Gong, Chorus)
6. Experience with sales performance management software
7. Public speaking or industry conference presentation experience
8. Experience in mergers and acquisitions integration for sales teams
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