Inside Sales Manager

Responsibilities

• Pipeline Creation & Lead Qualification
• Own top-of-funnel program performance, from lead capture to handover to sales.
• Define and enforce lead qualification criteria (ICP fit, BANT framework, etc.).
• Ensure every lead passed to sales meets pre-agreed quality and readiness

benchmarks.

• Monitor conversion rates from ISQL → SQL → Opportunity and optimize qualification

processes.

• Implement structured cadences (calls, emails, LinkedIn outreach) to maximize

connect rates and response.

• Sales Technology & Process Automation
• Own Inside Sales team's Salesforce efforts and required optimization to properly

enter and track every lead interaction with accuracy and completeness.

• Deploy and manage sales enablement and outreach automation platforms at scale,

including but not limited to LinkedIn Sales Navigator, Apollo, Lusha, Clay, Instantly,

ZoomInfo, Hunter, and/or others to, ensure optimal usage and ROI.

• Establish lead scoring models that integrate marketing signals, firmographics, and

behavioral data to prioritize outreach and improve conversion rates.

• Build, maintain and report on real-time dashboards showing pipeline health, source

effectiveness, reply rates and lead status, SDR activity and conversion metrics.

• Playbook Development & Continuous Improvement
• Develop a standardized inside sales playbook including messaging frameworks,

objection handling, outreach cadences, and qualification scripts.

• Implement automated email outreach, nurturing workflows, and structured sales

methodologies as part of the SDR workflow.

• Continuously A/B test messaging, call scripts, and email sequences to improve

connect and conversion rates.

• Analyze lost/dead leads to identify root causes and feed improvements back into the

process.

• Team Leadership
• Recruit, onboard, and lead a high-performing SDR team.
• Set clear monthly activity and pipeline KPIs.
• Conduct regular call reviews, role-plays, and skill coaching sessions.
• Create a culture of data-driven decision-making, high activity discipline, and

customer focus.

• Cross-functional Collaboration
• Partner with Marketing to ensure lead sources are optimized for quality and

engagement, not just volume.

• Provide feedback loops on campaign performance, lead quality, and buyer

behaviors.

• Collaborate with Sales to ensure smooth, timely, and well-documented lead

handovers.

• Share market insights and competitor intelligence gathered from prospect

conversations.

Skills And Qualifications

• Bachelor's degree in Engineering, Business or related fields; MBA/PDBM in Marketing- or

Sales-related field is preferred.

• 6-9 years inside sales / performance marketing / sales development / lead generation

experience, with 2–4 years in a managerial role.

• Proven success in building scalable Inside Sales functions that consistently generate highquality, sales-ready opportunities.
• Strong expertise in Salesforce CRM administration and optimization, including workflow

automation and reporting.

• Hands-on experience with sales enablement and data intelligence tools (Sales Navigator,

Apollo, Lusha, ZoomInfo, Clay, Hunter, etc.).

• Skilled in lead qualification frameworks (BANT, MEDDIC, SPIN, Challenger) and

implementing structured processes.

• Advanced data analysis and dashboard-building skills for pipeline visibility and performance

tracking.

• Experience in B2B technology, SaaS, or industrial automation.
• Strategic and analytical thinker who can design scalable processes, spot bottlenecks, and

implement improvements.

• Strong communicator with excellent questioning and listening skills to drive prospect

engagement and team alignment.

• Leadership and coaching ability to inspire, develop, and manage talent.
• Collaboration first-approach with the ability to work seamlessly with Sales and Marketing
• Comfortable adopting new tools, processes, and market strategies quickly.
• High accountability and ownership mindset with resilience to navigate challenges and drive

outcomes

Skills: inside sales,pipeline,lead qualification,apollo,sales,automation,data,skills,bant