Senior Manager, Inside Sales
ctgBismarck (ND)
Senior Manager, Inside Sales
Posted 3 days ago
ctgBismarck (ND)
SENIORITY
Manager
About the role
CTG is seeking a Senior Manager, Inside Sales to build and lead the company’s inside sales program, creating a scalable engine that converts target accounts and marketing engagement into sales-qualified leads (SQLs) and qualified pipeline. Reporting to the Chief Marketing Officer, this leader will initially supervise one team member and will have responsibility for hiring, onboarding, coaching, performance management, and expanding the inside sales team as the program grows. The role will remain hands-on in daily execution, prospecting, analytics, and process development while partnering closely with Marketing, Sales, Sales Operations, and business leaders to align targeting, messaging, qualification, routing, and follow-up.
Key Responsibilities:
- Build the function: Design and implement the inside sales operating model, including roles, workflows, service-level agreements, qualification standards, territories, capacity plans, governance, and a roadmap for team growth.
- Drive SQL creation: Own SQL goals and develop outbound and inbound follow-up programs that generate qualified opportunities for the business.
- Lead from the front: Personally prospect, call, email, qualify, and book meetings while the program and team scale.
- Manage and develop the team: Set goals, provide coaching, review calls and outreach, establish performance standards, and create onboarding and training programs.
- Develop targeting and outreach strategies: Partner with Marketing, Sales, and business leaders to define ideal customer profiles, priority accounts, buyer personas, triggers, messaging, cadences, and campaign plays.
- Manage lead flow: Establish clear processes for lead acceptance, speed to lead, qualification, routing, recycling, follow-up, and sales handoff.
- Optimize conversion: Analyze funnel performance and continuously improve contact rates, meeting conversion, SQL conversion, opportunity creation, and pipeline contribution.
- Own the technology workflow: Configure and optimize sales engagement, CRM, intent and contact data, enrichment, and email-verification tools to support efficient, compliant outreach.
- Ensure data quality: Maintain accurate records, required activity capture, clean contact data, consistent dispositions, and reliable reporting.
- Report performance: Build dashboards and deliver regular updates on activity, conversion, SQL volume, pipeline contribution, team productivity, experiments, risks, and recommended actions.
- Scale responsibly: Develop the staffing, budget, productivity, and technology plan required to grow the inside sales function as demand increases.
- Measures of SuccessSQL volume and attainment against agreed monthly and quarterly targetsSQL acceptance rate and progression to sales opportunity
- Qualified pipeline sourced or influenced by inside sales
- Speed to lead and follow-up completion
- Target-account coverage, contact rates, reply rates, meetings booked, and show rates
- Conversion rates by campaign, source, segment, persona, and representativeCRM and contact-data accuracy, completeness, and hygiene
- Representative productivity, ramp time, and performance consistency
Required Qualifications:
- Seven or more years of progressive B2B inside sales, sales development, business development, or demand generation experience, including at least three years leading a team or function
- Demonstrated success building or scaling an inside sales or sales development program and consistently generating SQLs and qualified pipeline
- Strong working knowledge of complex B2B sales cycles, account-based selling, lead qualification, pipeline management, and sales and marketing alignment
- Proven ability to develop outbound strategies, multichannel cadences, call scripts, email messaging, qualification frameworks, and coaching programs
- Ability to translate data into clear insights, priorities, experiments, and executive recommendations
- Excellent leadership, communication, collaboration, and change-management skills
- Comfort operating as both a strategic program builder and a hands-on individual contributor in an evolving environment
- Bachelor’s degree in business, marketing, communications, or a related field, or equivalent professional experience
- Technology Proficiency
- SalesLoft: Advanced proficiency creating cadences, managing activity, monitoring engagement, supporting call coaching, and driving representative adoption
- HubSpot: Advanced proficiency with CRM workflows, lifecycle stages, lead routing, reporting, dashboards, data governance, and sales and marketing alignment
- ZoomInfo: Advanced proficiency building target lists, identifying buying committees, researching accounts, enriching data, and applying intent or trigger signals
- Email verification tools: Working knowledge of ZeroBounce or similar platforms for validating contact data, reducing bounce risk, and supporting sender reputation
- Familiarity with conversation intelligence, intent data, enrichment, dialer, scheduling, and sales analytics tools is preferred
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