Director - Inside Sales - SaaS/FinTech

- The Director of Inside Sales will play a critical role in driving revenue growth by overseeing a team of inside sales professionals who are responsible for converting inbound leads into successful sales opportunities.

- This role combines leadership, strategy, and operational expertise to ensure the team effectively nurtures leads, engages prospects, and achieves sales targets.

- The ideal candidate will have a strong track record in inside sales, a deep understanding of sales conversion strategies, and experience collaborating with marketing to optimize lead quality and conversion rates.

Key Responsibilities:

Team Leadership & Development:

- Lead, mentor, and motivate a team of inside sales representatives to achieve and exceed sales goals.

- Provide ongoing training, coaching, and performance evaluations to develop sales skills and drive productivity.

- Establish clear expectations, KPIs, and sales targets for the team, ensuring alignment with broader business goals.

Lead Conversion Strategy:

- Develop and implement strategies for effectively converting leads into qualified sales opportunities, ensuring a seamless handoff between marketing and sales.

- Work closely with the marketing team to ensure the generation of high-quality leads, and continuously optimize lead qualification criteria and scoring processes.

- Establish and maintain a structured approach to managing inbound leads, ensuring timely and personalized follow-up.

Sales Operations & Reporting:

- Oversee daily inside sales activities, including call volume, follow-up frequency, and pipeline progression.

- Analyze sales metrics and data to assess team performance and identify areas for improvement.

- Use CRM tools to track, report, and analyze lead status, sales progress, and conversion rates.

- Continuously refine sales processes to increase efficiency and effectiveness in lead management.

Collaboration & Cross-functional Alignment:

- Partner with marketing, product, and customer success teams to ensure alignment on lead nurturing strategies, product positioning, and customer messaging.

- Provide feedback to marketing teams regarding lead quality, and collaborate on strategies to improve targeting and messaging for better lead generation.

Sales Strategy & Forecasting:

- Participate in the development of sales strategies, forecasting, and pipeline management to meet revenue goals.

- Provide regular updates to senior leadership on sales performance, market trends, and opportunities for growth.

Customer Experience:

- Ensure a positive, consultative experience for all leads, fostering relationships and trust throughout the sales process.

- Utilize a customer-first approach to understand prospects' needs and deliver tailored solutions.

Qualifications:

- Proven experience (10+ years) in inside sales or business development, with at least 3+ years in a leadership or managerial role.

- Strong understanding of inbound sales methodologies, lead qualification processes, and CRM tools (e.g, Salesforce, HubSpot, etc.

- Excellent leadership and team management skills with the ability to inspire, coach, and develop sales professionals.

- Strong analytical skills and experience using data to drive decisions and measure sales performance.

- Experience working closely with marketing teams to optimize lead generation and conversion strategies.

- Exceptional communication and interpersonal skills, with the ability to build relationships at all levels of the organization.

- Track record of consistently meeting or exceeding sales targets and driving revenue growth.

- Bachelor's degree in Business, Marketing, or a related field (MBA a plus).