Inside Sales Manager

Fortinet•Sunnyvale, CA

About The Position

This role will be responsible for coaching, developing, and leading a high-performing team of ISRs focused on generating qualified pipeline, driving demand creation, and creating strategic opportunities across SMB accounts. This is a critical front-line leadership role within Fortinet's sales organization. You will play a key role in executing go-to-market initiatives, developing prospecting strategies, and scaling repeatable outbound and inbound motions that accelerate pipeline growth across Fortinet's cybersecurity portfolio, including Network Security, SASE, SecOps, Cloud Security, and Zero Trust solutions. You will partner closely with Regional Sales Leaders, Account Managers, Sales Engineers, Marketing, Channel Partners, and Operations teams to drive pipeline generation, improve conversion rates, and ensure alignment across the customer acquisition journey. The ideal candidate is passionate about coaching talent, fostering a culture of accountability, and leveraging data-driven insights to optimize team performance and business outcomes. This role provides a unique opportunity to influence Fortinet's growth strategy while building the next generation of cybersecurity sales talent.

Requirements

Servant leadership approach; you serve the team you lead
Ability to mentor and lead a group of individual contributors towards a common goal
History of performance within an individual contributor role
Technologically Savvy; understands how to use SaaS applications to drive productivity
Excellent written and verbal communication skills
Well organized with effective time and activity management skills
Ability to manage multiple tasks at the same time
Goal oriented, able to meet and exceed goals

Responsibilities

Lead, coach, and develop a team of ISRs to consistently achieve pipeline goals.
Drive prospecting excellence through outbound calling, email campaigns, social selling, and account-based engagement strategies.
Partner with Sales leadership to align territory plans, target accounts, and pipeline priorities.
Establish and maintain a culture of accountability, continuous learning, and high performance.
Analyze team metrics and pipeline trends to identify coaching opportunities and improve productivity.
Collaborate with Marketing to maximize campaign effectiveness and lead conversion.
Work cross-functionally with Channel and Overlay teams to uncover new opportunities and accelerate pipeline progression.
Support hiring, onboarding, training, and career development initiatives for the BDR organization.
Champion CRM discipline and best practices across Salesforce and sales engagement platforms.