Key Responsibilities:
- Own and lead the global inside sales strategy, including inbound/outbound pipeline generation, qualification, and conversion for mid-market and enterprise segments.
- Build, mentor, and scale a team of inside account executives.
- Collaborate with Marketing, Product, and Field Sales to ensure alignment on campaigns, messaging, lead quality, and hand-off processes.
- Implement modern sales tools, workflows, and analytics to drive efficiency, predictability, and performance.
- Define and report on key KPIs (e.g., conversion rates, pipeline velocity, CAC), using insights to continuously optimize the sales funnel.
- Lead sales forecasting and pipeline management with precision and accountability.
- Develop repeatable sales playbooks, coaching models, and performance frameworks.
- Partner with executive leadership to align go-to-market strategies with overall business objectives.
- Drive a culture of high performance, accountability, and continuous learning.
Educational and Professional Qualifications:
- 12 15+ years of experience in B2B inside sales, with at least 5 years in a senior leadership role (Director/VP level).
- Proven success scaling inside sales organizations in high-growth or SaaS/product companies.
- Deep understanding of modern sales tech stacks (CRM, automation tools, sales engagement platforms).
- Strong analytical mindset with a data-driven approach to managing teams and processes.
- Exceptional people leadership and cross-functional collaboration skills.
- Experience managing distributed/global teams is a plus.
- Bachelor s degree required; MBA or relevant advanced degree preferred.
Preferred Traits:
- Strategic thinker who can also operate at a hands-on level.
- Comfortable in a fast-paced, change-heavy, metrics-driven environment.
- A coach and mentor who builds high-trust, high-output teams.
- Deep understanding of B2B buyer journeys and demand generation alignment.
