Director - Inside Sales

The Director, Inside Sales is a leader responsible for optimizing Inside Sales strategy, processes, and technology to accelerate pipeline generation and revenue growth. As steward of the Inside Sales tech stack-including Salesforce, Salesloft, 6sense, Linked In Sales Navigator, and AI-enabled platforms-this role drives intelligent prospecting, ICP-targeted outreach, and buyer intent-led engagement to improve conversion velocity and maximize ROI. Partnering cross-functionally with Revenue Operations, the Demand Centre, Sales Enablement, and IT, the Director ensures lead quality, aligns funnel feeders, and embeds AI insights into scalable best practices and enablement programs.

By modernizing workflows, standardizing global processes, and delivering actionable KPI insights, this leader positions the pipeline as a strategic growth engine that consistently contributes to revenue and long-term business success.

Own and optimize Inside Sales processes to maximize pipeline efficiency, standardize best practices, and drive measurable revenue growth across markets.

Leverage AI-driven insights, ICP targeting, and buyer intent data to design and execute strategies that strengthen digital prospecting, lead generation, and pipeline management in alignment with quarterly and annual goals.

Establish, track, and report on key pipeline performance indicators (KPIs), providing actionable intelligence to continuously refine targeting, improve conversion velocity, and ensure consistent, sustainable growth.

Partner with leadership to integrate pipeline performance into broader revenue strategies, positioning Inside Sales as a strategic engine of growth.

Serve as the steward of the Inside Sales technology stack, overseeing evaluation, implementation, and optimization of 6sense, Salesforce, Salesloft, Linked In Sales Navigator, and AI-enabled platforms.

Collaborate with IT to ensure seamless system integration, reliability, and alignment with enterprise-wide technology priorities.

Drive ROI-based recommendations for technology investments, maintaining a forward-looking roadmap informed by sales trends, user feedback, and AI-driven process improvements.

Modernize lead-to-revenue workflows by embedding automation and predictive insights to eliminate inefficiencies, accelerate pipeline velocity, and improve targeting accuracy.

Lead change management initiatives, enabling rapid adoption of tools and processes that allow Inside Sales teams to adapt, scale, and thrive in dynamic environments.

Act as a liaison to the Demand Centre (DC), Revenue & Marketing Operations, Sales Enablement, Customer Success and IT to align AI-enhanced Inside Sales strategies with global campaigns and revenue goals.

Partner with the Demand Centre and GTM Operations to execute against ICP, ensure lead quality, and prioritize funnel feeders using buyer intent signals and predictive data models.

Collaborate with Sales Enablement to embed technology and AI insights into training programs, strengthening digital prospecting skills and improving adoption of modernized workflows.

Engage in global strategy sessions to refine go-to-market execution, ensuring the pipeline is consistently leveraged as a strategic growth lever.

Contribute to enterprise-level initiatives and cross-functional projects as needed to advance organizational goals.

• Lead a team of supervisors, team leads and individual contributors, fostering a culture of accountability, innovation, and measurable results.
• Mentor and coach team members in pipeline management best practices, providing career development support and succession planning.
• Use productivity and pipeline data to make informed strategic decisions, ensuring the team meets and exceeds sales goals.
• Drive hiring, onboarding, and development of Inside Sales leaders and team members to build a strong, cohesive global organization.

• - Strategic Mindset :
  Demonstrated ability to lead digital transformation initiatives with a focus on process optimization and revenue growth.
• - Data-Driven Decision Making :
  Strong analytical skills with experience in leveraging metrics to inform strategy and improve outcomes.
• - Cross-Functional Collaboration :
  Proven ability to align diverse teams across IT, Marketing, Revenue Operations,…