Director of Inside Sales

LRN Corporation•Princeton, NJ

55d

About The Position

LRN is the world’s leading dedicated ethics and compliance SaaS company, helping more than 30 million people every year navigate complex regional and global regulatory environments and build ethical, responsible cultures. With over 3,000 clients across the US, EMEA, APAC, and Latin America—including some of the world’s most respected and successful brands—we’re proud to be the long-term partner trusted to reduce organizational risk and drive principled performance. Named one of Inc Magazine’s 5000 Fastest-Growing Companies, LRN is redefining how organizations turn values into action. Our state-of-the-art platform combines intuitive design, mobile accessibility, robust analytics, and industry benchmarking—enabling organizations to create, manage, deliver, and audit ethics and compliance programs with confidence. Backed by a unique blend of technology, education, and expert advisement, LRN helps companies turn their values into real-world behaviors and leadership practices that deliver lasting competitive advantage. The Director of Inside Sales will play a critical role in establishing and leading LRN’s new inside sales function. You will collaborate internally to develop the playbook, define processes, and build a team of high-performing Business Development Representatives (BDRs) focused on generating qualified pipeline for our sales organization. This role requires a hands-on leader who thrives in a fast-paced, mission-driven environment and has experience both selling and managing in a SaaS or consultative B2B setting.

Requirements

5+ years of B2B sales experience, including at least 2 years managing an Inside Sales or BDR team.
Proven success building or scaling a sales development function, ideally within SaaS or professional services.
Deep understanding of prospecting strategies, lead qualification, and sales funnel management.
Strong analytical and CRM skills (Salesforce experience required).
Excellent communication, leadership, and coaching abilities.
Entrepreneurial mindset—comfortable with ambiguity and eager to build from the ground up.

Responsibilities

Build and Lead the Inside Sales Team: Recruit, train, and coach a team of BDRs to drive top-of-funnel activity and pipeline growth.
Define the Inside Sales Playbook: Establish outreach strategies, cadences, qualification criteria, and success metrics for inbound and outbound prospecting.
Pipeline Generation: Partner with marketing and sales leadership to develop and execute campaigns that convert leads into opportunities, and outbound prospecting in pipeline.
Performance Management: Monitor and optimize team performance using CRM data and analytics; implement continuous improvement strategies.
Collaboration: Work closely with Marketing, Field Sales, and RevOps to ensure seamless lead management and conversion processes.
Technology & Process Optimization: Leverage tools like Salesforce, HubSpot, Outreach and LinkedIn Sales Navigator to maximize BDR productivity.
Reporting & Insights: Deliver regular updates to leadership on pipeline development, conversion rates, and campaign effectiveness.
Culture: Develop a motivational sales culture focused on exceeding daily activities, meetings booked and completed, and pipeline generation.