IIOT Inside Sales & Business Development Leader

PTC • Boston, MA

4d • $220,000 - $277,000

About The Position

Our world is transforming, and PTC is leading the way. Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business. Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible. Portland, ME or Boston, MA Role Overview The Kepware Inside Sales & Business Development Manager oversees inbound Kepware-focused transactional sales and outbound business development motions across both Kepware and ThingWorx product lines. This role leads Inside Sales Representatives (ISRs) and Business Development Representatives (BDRs) responsible for pipeline creation, lead follow-up, and coordinated enterprise expansion plays.

Requirements

• 5–8+ years in Sales Management, Inside Sales, or Business Development leadership roles.
• Experience managing high-velocity inbound transactional sales teams.
• Ability to build scalable outbound prospecting motions across multiple product lines.
• Strong understanding of transactional and enterprise sales cycles.
• Proficiency with Salesforce and sales engagement tools.
• Strong coaching, communication, and cross-functional collaboration skills.

Responsibilities

• Lead & Manage Inside Sales (Inbound)
• Oversee day-to-day operations for inbound Kepware transactional sales opportunities.
• Streamline qualification, quoting, and closure processes.
• Maintain visibility into pipeline, forecasting accuracy, and KPIs.
• Ensure ISRs educate buyers on Kepware products and licensing.
• Lead & Develop Business Development Team (Outbound)
• Manage BDRs responsible for outbound prospecting across both Kepware and ThingWorx.
• Ensure BDRs execute structured outbound motions including lead follow-up for both product lines.
• Coach reps to identify enterprise expansion signals across connectivity (Kepware) and IIoT/analytics (ThingWorx).
• Position Kepware as foundational for industrial data access and ThingWorx as an enabler for broader digital transformation.
• Drive Expansion of Transactional Customers Into Enterprise Opportunities
• Develop programs to convert Kepware transactional customers into enterprise prospects.
• Identify cross-sell opportunities into ThingWorx applications and workflows.
• Refine messaging and sales plays that integrate Kepware-to-ThingWorx expansion.
• Guide teams in recognizing when Kepware connectivity unlocks ThingWorx value propositions.
• Partner with Outside Sellers to Generate Pipeline
• Collaborate with Account Executives supporting both Kepware and ThingWorx.
• Ensure BDRs deliver pipeline creation for both product lines.
• Facilitate effective handoffs between ISR/BDR motions and field sellers.
• Align outreach motions with NewCo combined GTM strategy.
• Performance Management, Enablement & Coaching
• Establish and track KPIs for inbound and outbound teams.
• Develop training and onboarding programs for ISRs and BDRs.
• Conduct call reviews, messaging refinement, and sales-play coaching.
• Ensure teams have the content, tools, and systems needed for success.
• Provide strategic enablement leadership for the global BDR/ISS community, delivering guidance, tools, and best‑practice frameworks that enhance productivity, strengthen sales pipeline performance, and ensure consistent execution across regions.
• Process Improvement & Operational Excellence
• Optimize lead routing, follow-up cadences, and CRM hygiene.
• Partner with Sales Ops on process automation supporting both Kepware and ThingWorx motions.
• Use analytics to refine prioritization and territory models.
• Ensure alignment with global GTM strategy.

Benefits

• Eligible employees also have the opportunity to become a PTC shareholder through our employee share purchase program (ESPP) which allows for the purchase of discounted PTC stock.
• Certain roles may also be eligible for participation in our equity programs.
• Employees may be eligible for medical, dental and vision insurance, paid time off and sick leave, tuition reimbursement, 401(k) contributions and employer match, flexible spending accounts, life insurance, disability coverage and if you are an office-assigned employee, a generous commuter subsidy.
• All total rewards and benefits programs are subject to plan eligibility and other terms and conditions.
• For more information about PTC’s comprehensive benefits, please visit our Careers Page.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed