Inside Sales Team Lead - Federal

ADS Careers•Virginia Beach, VA

12d•Onsite

About The Position

The Inside Sales Manager (Team Lead) is responsible for leading and developing a high performing inside sales team through effective planning, coaching, and operational oversight. This role includes interviewing and hiring prospective Inside Sales Representatives, conducting monthly one-on-one performance reviews, and establishing clear expectations while tracking and documenting individual and team performance. The manager is responsible for territory planning to ensure full market coverage, identifying whitespace opportunities, and managing sales pipelines by supporting reps in understanding and advancing opportunities. They also lead consistent team meetings, oversee workload distribution, and adjust responsibilities as needed to optimize efficiency and results. A key focus of the role is coaching and development, including providing daily on-the-job training, executing structured training plans, and delivering constructive feedback to help team members improve both strengths and weaknesses. The manager ensures that all coaching efforts align with broader organizational training initiatives while continuously identifying opportunities for growth during daily sales activities. In addition, the role requires active involvement in deal strategy for major opportunities, maintaining awareness of market dynamics such as products, vendors, competitors, and customer needs, and analyzing win/loss data to drive better outcomes across the team. The manager is also accountable for maintaining high standards of customer service and developing a strong understanding of contract vehicles. From an operational standpoint, the Inside Sales Manager ensures efficient day-to-day execution by prioritizing activities, overseeing accurate Salesforce data entry, and guiding team members on best practices. They review and approve quotes, assist with pricing strategies, and maintain organized, timely communication across email and internal channels. The role also involves analyzing reports using tools like AWS and Salesforce to evaluate sales activity, historical performance, and pipeline opportunities within the assigned Sales vertical, ensuring data-driven decision-making and continuous improvement.

Requirements

A bachelor’s degree is preferred; however, equivalent professional experience in management or leadership role is also preferred.

Nice To Haves

Ability to work effectively within a team environment and collaborate across multiple business functions.
Highly detail-orientated, organized, and capable of managing competing priorities with confidence.
Ability to make independent decisions with minimal direction.
Strong critical thinking skills.
Team-first mindset.

Responsibilities

Leading and developing a high performing inside sales team through effective planning, coaching, and operational oversight.
Interviewing and hiring prospective Inside Sales Representatives.
Conducting monthly one-on-one performance reviews.
Establishing clear expectations while tracking and documenting individual and team performance.
Territory planning to ensure full market coverage and identifying whitespace opportunities.
Managing sales pipelines by supporting reps in understanding and advancing opportunities.
Leading consistent team meetings, overseeing workload distribution, and adjusting responsibilities as needed to optimize efficiency and results.
Providing daily on-the-job training, executing structured training plans, and delivering constructive feedback to help team members improve both strengths and weaknesses.
Ensuring all coaching efforts align with broader organizational training initiatives.
Actively involving in deal strategy for major opportunities.
Maintaining awareness of market dynamics such as products, vendors, competitors, and customer needs.
Analyzing win/loss data to drive better outcomes across the team.
Maintaining high standards of customer service.
Developing a strong understanding of contract vehicles.
Ensuring efficient day-to-day execution by prioritizing activities.
Overseeing accurate Salesforce data entry and guiding team members on best practices.
Reviewing and approving quotes.
Assisting with pricing strategies.
Maintaining organized, timely communication across email and internal channels.
Analyzing reports using tools like AWS and Salesforce to evaluate sales activity, historical performance, and pipeline opportunities within the assigned Sales vertical.
Ensure all export compliance rules are being properly followed.
Work with other departments to overcome internal bottlenecks.