Manager, Pipeline Creation and Digital Sales Performance

Justrite Safety Group•Remote,

6d•$95,000 - $110,000•Remote

About The Position

The Manager, Pipeline Creation and Digital Sales Performance leads digital inside sales, customer service, and growth initiatives for the business. This player-coach leadership role oversees a Digital Inside Sales representative focused on inbound lead conversion, outbound prospecting, pipeline development, and follow-up on higher-value opportunities, as well as Customer Service team members responsible for customer inquiries, order support, and small quote opportunities. The role combines revenue accountability, hands-on selling, process improvement, and direct customer engagement to drive measurable revenue growth, improve follow-up effectiveness, and build repeatable programs that increase customer retention and lifetime value. Approximately 10% of the role will be spent directly working inbound leads, quote follow-up, customer conversations, and select sales opportunities so the manager stays close to the customer, understands product questions, and can identify quote-to-order friction. This role also partners with business-unit sales leaders, sales operations, marketing, e-commerce, and analytics teams to improve how digital leads and quote opportunities are routed, worked, tracked, followed up on, and converted. The role will also support distribution-focused inside sales teams adopt stronger digital selling practices, including digital quoting, Salesforce discipline, structured follow-up, automation-supported workflows, and intent-informed outreach. The ideal candidate is resilient, resourceful, and comfortable operating in a fast-paced B2B environment where processes continue to evolve. They will leverage Salesforce, HubSpot or similar email marketing platforms, ZoomInfo or similar sales intelligence tools, Excel, and AI-enabled tools to improve team efficiency, and grow customer relationships. This is a remote role. The E-commerce team is focused on driving digital growth and creating better buying experiences across Justrite Safety Group online channels. The team works across sales, marketing, customer service, product, analytics, and technology to help customers find the right safety solutions and move from interest to purchase. This role will help bridge e-commerce and traditional inside sales by turning digital lead-to-order learnings into practical workflows that help inside sales teams work digital leads more effectively. The role will improve how leads are routed, quoted, followed up on, tracked, and converted while protecting a strong digital customer experience.

Requirements

5+ years of experience in inside sales, customer service leadership, sales development, account management, e-commerce sales, or a related B2B sales role.
2+ years of experience coaching, managing, or leading a sales, customer service, or lead response team.
Proven ability to convert inbound leads, follow up on quotes, prospect new accounts, build pipeline, and grow customer relationships.
Hands-on Salesforce experience, including lead, contact, account, activity, opportunity, and reporting management.
Strong Excel skills, including the ability to organize, analyze, and interpret customer, sales, quote, and activity data.
Experience using ZoomInfo or similar sales intelligence tools, HubSpot or similar email marketing automation platforms, and customer or intent data to support outreach, lead nurturing, prospecting, and pipeline quality.
Ability to help sales teams adopt digital selling workflows, structured follow-up, CRM discipline, and data-informed outreach.
Strong phone, email, and customer-facing communication skills, with the ability to learn technical or industrial products and explain them clearly to customers and team members.
Strong organizational skills and ability to work independently in a remote environment while maintaining clear communication, accountability, and follow-through.
AI-forward mindset, with the ability to identify practical ways to use AI tools to improve team efficiency, customer follow-up, reporting, documentation, and process consistency.

Responsibilities

Own the inside sales revenue target for assigned digital lead and quote activity, and be accountable for improving lead response, quote conversion, pipeline contribution, customer follow-up, and repeat customer growth through stronger workflows, rep adoption, and digital selling discipline.
Manage, coach, and develop one digital inside sales representative and three customer service agents who support customer inquiries, order-related needs, and small quote opportunities.
Spend approximately 10% of time directly working inbound leads, quote follow-up, customer conversations, and select sales opportunities to stay close to the customer, product questions, and process friction.
Cultivate and maintain a strong pipeline across assigned digital lead, quote, prospecting, and customer growth activity to support attainment of revenue targets.
Build, improve, and drive adoption of the digital lead-to-order process, including lead routing, needs assessment, digital quoting, Salesforce tracking, follow-up standards, email templates, automation-supported outreach, and conversion reporting.
Partner with business-unit and distribution-focused inside sales teams to improve digital lead handling, quote-to-order conversion, Salesforce activity standards, structured follow-up, and intent-informed outreach.
Use first-party data, third-party data, ZoomInfo or similar sales intelligence tools, customer history, quote activity, site behavior, Salesforce activity, and intent signals to support targeted outreach, prospecting lists, and pipeline creation.
Partner with Sales Operations and cross-functional teams to reduce manual process gaps and define business requirements for Salesforce visibility, reporting, automation, quote tracking, call activity, and workflow improvements.
Support retain-and-grow programs by identifying first-time buyers, lapsed customers, repeat purchase opportunities, high-potential accounts, and cross-sell opportunities, while sharing voice-of-customer insights to improve content, follow-up materials, FAQs, and buying guidance.
Identify practical ways to use AI tools to improve prospect research, account prioritization, personalization, follow-up quality, workflow efficiency, documentation, and reporting.