Director, Inside Sales
About The Position
Cotality is seeking a dynamic, strategic, and results-driven Director, Inside Sales to lead, scale, and inspire a high-performing inside sales organization focused on growth across its Insurance & Restoration Solutions portfolio. The role is responsible for building a scalable, data-driven sales engine; developing and executing revenue-generating strategies; optimizing sales performance; developing talent; and fostering accountability and customer-centricity. The Director connects inside sales execution with marketing, demand generation, product marketing, and product management to create a repeatable go-to-market motion. Experience with SMB sales environments and high-velocity sales models is particularly valuable. The Director establishes sales goals and operating practices, improves productivity and conversion, refines sales processes, and uses CRM systems, analytics, and performance-management tools to support forecasting and measurable business outcomes. The role also collaborates with executives and cross-functional stakeholders, manages departmental budgets and resources, and recruits, coaches, and develops sales talent and emerging leaders.
Requirements
- Bachelor's degree in Business, Marketing, Communications, or a related discipline, or equivalent professional experience.
- Seven or more years of significant sales leadership experience, including leading, building, or scaling inside sales teams, with demonstrated success driving revenue growth and operational improvement.
- Proven ability to design and execute scalable sales strategies that deliver measurable revenue growth, improved sales productivity, and pipeline expansion.
- Demonstrated success collaborating across sales, marketing, operations, and other business functions to improve go-to-market effectiveness and business outcomes.
- Experience leading sales teams in technology, data, analytics, SaaS, business services, or related B2B environments.
- Strong analytical and financial acumen, including experience with revenue forecasting, performance metrics, and resource management.
- Strong communication, coaching, and stakeholder-management skills, with the ability to influence cross-functional teams and build organizational alignment.
- Experience using CRM platforms, sales analytics, and performance-management tools to improve sales effectiveness and deliver predictable results.
Nice To Haves
- Experience building or scaling inside sales organizations serving small and medium-sized businesses (SMB), including familiarity with SMB buyer behavior, high-velocity sales cycles, and scalable customer-acquisition strategies.
- Demonstrated success developing integrated sales motions across inbound demand generation, outbound prospecting, lead nurturing, and customer conversion.
- Background in high-growth organizational transformations, sales enablement initiatives, or scaling sales operations.
- Experience in matrixed, fast-paced organizations and collaborating with multiple business functions.
- Prior exposure to insurance, restoration, property, claims, risk management, or related technology solutions.
- Advanced degree, such as an MBA or related master's program.
Responsibilities
- Build, lead, and develop a high-performing inside sales organization, establishing coaching, operating cadence, performance standards, and accountability.
- Set departmental goals and execute strategies to meet and exceed revenue and pipeline targets, focusing on productivity, conversion rates, and predictable growth.
- Partner with Marketing, Demand Generation, Product Marketing, Product Management, and Sales Enablement to build an integrated, data-driven inside sales engine.
- Create feedback loops that use customer insights, sales performance data, and market signals to improve targeting, campaigns, messaging, and sales execution.
- Develop and continuously refine scalable sales processes, prospecting strategies, lead-management practices, and sales playbooks.
- Coach employees and establish clear performance metrics and consistent execution to support continuous improvement, accountability, collaboration, and professional growth.
- Use CRM systems, sales analytics, and performance-management tools to identify opportunities, diagnose bottlenecks, improve forecasting accuracy, and drive measurable outcomes.
- Partner with executive sales leadership and cross-functional stakeholders to align inside sales priorities with organizational growth objectives.
- Manage departmental budgets, allocate resources, and oversee financial performance and revenue forecasting.
- Recruit, coach, and develop sales talent and emerging leaders to support continued organizational growth.
Benefits
- Generous paid time off and 11 paid holidays, plus well-being and volunteer time off.
- Up to 16 weeks of fully paid parental leave and a baby stipend.
- Multiple medical plan options with mental health and wellness support offerings.
- 401(k) with company match and vesting after one year.
- $400 annual well-being stipend.
- Tuition assistance up to $5,250.
- Recognition rewards, referral bonuses, and exclusive discounts.
- Flexible working model and competitive time off and health coverage.
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What This Job Offers
Job Type
Full-time
Career Level
Director
