Manager, Inside Sales
About The Position
The Inside Sales Manager will be responsible for building and leading this function from the ground up. Partnering closely with the VP of Enrollment, this leader will develop the sales strategy, establish processes and playbooks, and hire, train, and coach a team of Enrollment Advisors. The Manager Inside Sales will own the conversion of inbound marketing leads into enrolled participants across Pennsylvania and Virginia while driving team performance, accountability, and results. This is a unique opportunity for a hands-on leader to create a scalable inside sales operation and make a significant impact on organizational growth. Must be based in the Eastern or Central timezone hours.
Requirements
- Demonstrated ability to build, document, and enforce a structured sales process that include call guides, SLAs, handoff protocols, etc.
- Proficiency running data-driven coaching: analyzing conversion funnels, identifying rep-level drop-off points, and designing targeted interventions
- Experience recruiting and hiring inside sales reps, including screening for close capability (not just communication skills).
- Ability to design and manage a tiered lead queue and enforce prioritization discipline across a team
- Strong written and verbal communication — able to present conversion data clearly to executive leadership
- CRM proficiency; ability to define system requirements from the sales team's perspective
- Comfort operating in an early-stage, ambiguous environment where tools, processes, and playbooks are built concurrently with execution
Nice To Haves
- Experience in Medicaid, long-term services and supports (LTSS), CDPAP, home and community-based services (HCBS), or Fiscal Intermediary operations is preferred.
- Experience in a private equity-backed or high-growth company environment with executive-level program governance expectations preferred.
- Familiarity with Medicaid Anti-Kickback Statute and its implications for incentive compensation design.
Responsibilities
- Lead and coach a pod of Enrollment Advisors (ISRs) across Pennsylvania and Virginia — initially 6–7 reps, scaling based on lead volume and conversion data
- Conduct daily coaching sessions including live call reviews, objection handling practice, and pipeline hygiene enforcement
- Monitor ISR capacity utilization; recommend headcount additions when the team sustains 80%+ capacity for six or more consecutive weeks
- Deliver a fully ramped team, documented conversion baseline, and transferable playbook within 90 days of start
- Build the inside sales playbook from scratch: call guide, lead SLA framework, objection handling library, and close methodology.
- Enforce the pod model — closers remain in the sales lane; Enrollment Specialists own all post-close processing; protect this separation without exception
- Partner with the Pipeline Coordinator to maintain a <2 hour first-contact SLA on all Tier 1 (Medicaid-confirmed) leads
- Own end-to-end conversion metrics: speed to first contact, lead-to-qualified rate, qualified-to-close rate, and lead-to-enrolled-participant rate
- Maintain the interim lead tracker and deliver weekly conversion reporting to the VP of Operations
- Serve as the primary liaison to the Salesforce/CRM implementation team.
- Monitor ISR capacity utilization; recommend headcount additions when the team sustains 80%+ capacity for six or more consecutive weeks
- Deliver a fully ramped team, documented conversion baseline, and transferable playbook within 90 days of start
Benefits
- Base salary within the posted range
- Compensation may vary for positions based in high cost-of-labor markets.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
