Director Inside Sales

Director of Inside Sales

Progressive growing technology company is seeking a Director of Inside Sales to lead and develop a high performing inside sales team responsible for delivering consistent, accurate, and responsive support to our members and partners. This role owns team execution - not process design. You will drive performance, accountability, and capability across Inside Sales Account Executives and Quote Specialists, ensuring the team operates with speed, precision, and professionalism.

• Own the performance of the inside sales team.
• Deliver consistent, high-quality output.
• Build and develop a strong, accountable team.
• Execute sales processes with discipline.
• Drive productivity and responsiveness across all regions.

• Lead, coach, and develop Inside Sales Account Executives and Quote Specialists.
• Establish clear expectations for performance, behavior, and accountability.
• Drive hiring, onboarding, and continuous development.
• Conduct regular performance reviews, coaching sessions, and pipeline discussions.
• Build a culture of ownership, urgency, and professionalism.

• Ensure consistent execution of sales processes and workflows defined by Sales Operations.
• Hold team accountable to defined service levels including:
  • Quote turnaround time
  • Order accuracy
  • Responsiveness to members and partners
• Maintain high standards of output quality and consistency.

• Partner with Regional Sales Directors to improve pipeline conversion and overall sales effectiveness.
• Support strategic account execution through coordinated inside/outside sales efforts.
• Identify & execute on opportunities within existing workflows to increase sales.

• Manage team workload and resource allocation to ensure consistent service levels.
• Monitor team productivity and adjust staffing or responsibilities as needed.
• Ensure efficient utilization of team resources across all regions.

• Deliver a consistent, high-quality experience across all interactions.
• Manage escalations and complex opportunities effectively.
• Reinforce company value through responsiveness and execution.

• Provide structured feedback on process effectiveness, system usability, and workflow challenges.
• Partner with Sales Operations to continuously improve execution and efficiency.

• Provide limited direct support on complex or high-impact opportunities when necessary.
• Focus on enabling team success rather than individual contribution.

• Team productivity (quotes/orders per rep)
• Quote turnaround time and accuracy
• Responsiveness and service levels
• Conversion rates (in partnership with field sales)
• Team engagement and retention

• 7–10+ years in inside sales, sales, or commercial roles.
• 3–5+ years leading sales or inside sales support teams.
• Demonstrated success improving team performance, processes, and operational efficiency.
• Strong leadership, coaching, and communication skills.
• Experience in wholesale distribution, security, or Pro A/V industry preferred.
• Proven ability to manage multiple priorities and drive results in a fast-paced environment.
• Proven ability to build and manage high-performing teams.
• Strong operational discipline and execution focus.
• Experience with CRM/ERP systems (Net Suite preferred).

• Strong coach and team builder.
• Holds people accountable without over complicating things.
• Bias toward action and execution.
• High ownership mindset.
• Comfortable operating in a fast-paced environment.

• High ownership mindset with accountability for results.
• Strong bias toward execution discipline and continuous improvement through feedback.
• Ability to lead through data and metrics.
• Comfortable making decisions in a fast-paced environment.
• Ability to balance team development with performance expectations.

• Works in close partnership with the Director of Sales Operations:
  Inside Sales is accountable for disciplined execution of defined processes and performance standards.
• Sales Operations owns process design, systems, and performance measurement.

• Travel to select events / meetings several times per year.