Head of Inside Sales & Revenue Operations

Position Summary:

The Head of Inside Sales & Revenue Operations is responsible for leading the company's sales organization through strategic leadership, revenue operations, digital sales enablement, customer experience, and continuous process improvement. This position oversees sales strategy and works in partnership to optimize CRM and sales technology, business analytics, forecasting, team development, and cross-functional collaboration to drive profitable revenue growth and operational excellence.

As a member of the leadership team, this role partners closely with Senior Leadership, Marketing, Operations, Finance, and Customer Service to align sales initiatives with organizational objectives while improving customer acquisition, retention, profitability, and long-term business performance.

• Develop and execute sales and revenue strategies that achieve company growth, profitability, and market expansion objectives.
• Establish annual sales plans, budgets, forecasts, and measurable performance objectives.
• Monitor sales performance, pipeline health, revenue trends, conversion rates, and profitability using data-driven analytics.
• Identify new market opportunities through competitive analysis, customer insights, and market research.
• Develop pricing and sales strategies that maximize profitability while maintaining customer satisfaction.
• Lead strategic business planning initiatives in partnership with Senior Leadership.

• Recruit, develop, coach, and retain a high-performing sales organization.
• Establish performance expectations, accountability standards, and measurable development plans.
• Conduct regular coaching, performance reviews, call evaluations, and sales training.
• Design onboarding programs and incentive plans that improve engagement and performance.
• Foster a culture of collaboration, accountability, innovation, and continuous improvement.
• Lead organizational change initiatives related to people, technology, and sales processes.

• Manage the sales-facing components of Hub Spot, Acumatica, Microsoft 365, and related technologies, driving process improvements, system enhancements, and best practices that increase sales productivity.
• Ensure CRM data accuracy, reporting integrity, and standardized sales processes.
• Design and optimize workflows from lead generation through order fulfillment.
• Develop SOPs that improve consistency, scalability, and operational efficiency.
• Implement automation and AI-enabled sales tools that improve productivity.
• Evaluate and deploy new technologies that enhance sales effectiveness and customer experience.

• Develop executive dashboards that provide visibility into sales performance, pipeline health, forecasting, and customer activity.
• Analyze conversion rates, quote-to-order performance, customer acquisition, and sales productivity.
• Conduct root-cause analysis of lost opportunities and recommend corrective actions.
• Utilize business intelligence to support strategic planning and operational decision-making.
• Measure key sales KPIs and continuously improve reporting capabilities.

• Build long-term relationships with dealers, installers, customers, and strategic partners.
• Support complex sales opportunities, negotiations, and presentations.
• Develop customer retention and account growth strategies.
• Improve the overall customer experience.
• Resolve escalated customer issues while protecting company profitability and long-term relationships.
• Analyze customer feedback and Voice of Customer data to improve service delivery.

• Partner with Marketing to align lead generation, demand generation, and lead nurturing strategies.
• Ensure effective use of marketing content throughout the sales process.
• Lead digital sales initiatives utilizing CRM, marketing automation, AI, social selling, live chat, SMS, and omnichannel customer engagement.
• Promote adoption of Microsoft Copilot and emerging sales technologies that improve productivity.
• Support e-commerce initiatives and…