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.

Core accountability:
Own the performance of the inside sales team.

Team Leadership & Development

• 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

Execution Excellence

• 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

Sales Performance & Support

• 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

Capacity & Workflow Management

• 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

Customer & Partner Experience

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

Feedback Loop to Sales Operations

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

Selective Player-Coach Contribution

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

Success Metrics

• 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

Qualifications, Experience,

Skills and Abilities:

• 7–10+ years in inside sales, sales, or commercial roles
• 3–5+ years leading sales or inside sales support team
• 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)

Leadership Profile

• 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

Personal Characteristics

• 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

Critical Working Relationship 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

• Travel to select events / meetings several times per year

Great team, culture, opportunity, company, perks, benefits and leadership team.