San Francisco Bay Area
Posted 3 weeks ago

Inside Sales Manager

BlueWhale’s full funnel B2B marketing solutions are used by Fortune 500 marketers and leading agencies to contact the right buyer at the right time, accelerating the sales cycle and increasing deal size. We have delivered over 2 million qualified prospects to the biggest names in B2B technology. With team members located in Nashville, Boston, New York, San Francisco, and London, we are singularly focused on delivering marketing services that drive revenue for our customers.

We have a company culture and workplace community based upon the following values:

  • Be honorable
  • Be authentic
  • Be humble
  • Be innovative
  • Be civil

We welcome and expect everyone to make these values their own, add their unique contribution to our culture and community, and share the benefits of our ongoing success.

Job Description

The ideal candidate for this position will be an ambitious inside sales manager with a proven track record of successfully running an inside sales development team. We’re looking for someone with a passion for motivating, coaching, and developing inside sales agents to exceed their goals while demonstrating strong leadership and communication skills. Other responsibilities will include continually improving the inside sales scripts, emails, and overall process to achieve better results over time. BlueWhale is a metrics and data driven organization, so the person in this role should be comfortable analyzing key performance indicators of an inside sales team, identifying areas for improvement, and forecasting expected outcomes.

Responsibilities

  • Recruit, hire, train, and supervise members of the inside sales team
  • Coach the sales development team in group and individual settings on how to execute the calling script, write effective sales emails, overcome objections, qualify opportunities, and set and nurture sales appointments
  • Oversee the inside sales process and work with the Director of Sales Development to continuously update and improve it
  • Drive towards individual and team appointment setting goals and OKRs
  • Regularly evaluate individual and team performance (call recordings, statistical analysis, and context) and propose appropriate response
  • Create, maintain, and update SDR tools and training materials such as email templates, calling scripts, and best practices
  • Execute and optimize the inside sales data process and strategy to achieve maximum efficiency for the use of inside sales contact data
  • Supervise the inside sale’s team use of Salesloft prospecting cadences to hit benchmarks
  • Run ongoing A/B tests for different calling scripts, prospecting emails, and target audiences in order to refine and continuously improve techniques and success rates
  • Devise a prospecting personalization process, leveraging personalization best practices to increase response rates
  • With the Director of Sales Development, design SDR compensation plan that incentivize the right behavior and drive achievement of aggressive goals

Qualifications and Requirements

  • 2+ years of inside sales management experience with a demonstrable track record of exceeding goals and accurately forecasting inside sales results
  • Excellent verbal and written communication skills
  • Strong leadership skill and ability to motivate and inspire team members
  • Strong analytical and problem solving skills
  • Thorough knowledge and proficiency in Salesforce, Salesloft, LinkedIn Sales Navigator and ZoomInfo
  • Ability to work from Nashville Sales office at least four days per week

Location

Nashville, TN

Team Members Receive the Following Benefits:

  • Compensation package with high earning potential
  • Unlimited time off
  • Generous company contributions to 401(K) savings plan
  • Competitive health insurance reimbursement plan
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