Inside Sales Manager (ISM)

Janitza•Ashburn, VA

About The Position

Reporting to the Director of Sales, the Inside Sales Manager (ISM) is responsible for leading, coaching, and scaling the Inside Sales team to deliver consistent, predictable revenue results. This role is centered on people leadership, process discipline, and performance management , with accountability for team outcomes rather than individual quota alone. The ISM ensures that inside sales representatives are enabled to sell effectively through structured onboarding, ongoing coaching, clear expectations, and strong cross‑functional alignment with Marketing, Sales Engineering, Operations, and Outside Sales. The ideal candidate will have relative experience in sales of technical electronic equipment related to low voltage power distribution, metering concepts, networking, PLC/HMI integration and industrial communication protocols.

Requirements

Proven experience leading and coaching inside sales teams, with ownership of team performance and outcomes
Strong command of pipeline management, forecasting, KPIs, and CRM discipline to drive predictable results
Demonstrated ability to hire, onboard, develop, and manage performance across a sales team
Background in technical sales (electrical, industrial, data center, or similar environments) with credibility coaching reps selling complex solutions
Track record of enforcing structured sales processes while enabling consistent, repeatable execution
Effective cross ‑ functional leader who partners closely with Marketing, Sales Engineering, Operations, and Outside Sales

Responsibilities

Hire, onboard, train, and ramp inside sales representatives
Provide ongoing coaching through call reviews, deal reviews, and pipeline inspections
Set clear expectations for performance, behaviors, and career progression
Address performance issues promptly and manage development plans when needed
Foster a culture of accountability, continuous improvement, and professional growth
Set team goals and activity quotas in alignment with sales leadership
Monitor KPIs, pipeline health, conversion metrics, and forecasting accuracy
Ensure consistent execution of the sales process across the team
Drive predictable pipeline creation and monthly closed deal performance
Maintain strong CRM discipline and data integrity
Enforce standardized sales processes, outreach cadences, and qualification criteria
Partner closely with Marketing on lead flow, campaigns, and messaging
Collaborate with Sales Engineering and Operations to support technical sales cycles
Act as a bridge between Inside Sales and Outside Sales to ensure smooth handoffs
Continuously refine processes to improve efficiency, visibility, and results