Sr Manager, Inside Sales (SMB)

Farmer's Fridge Careers•Chicago, IL

1d•$120,000 - $130,000

About The Position

Farmer’s Fridge makes fruits and vegetables accessible and approachable for everyone. We offer a variety of fresh, healthy, ready-to-eat meals and snacks through our fresh food vending machines, wholesale partners, and our office pantry solution — providing chef-curated meals to customers within seconds. Today, we operate a network of Fridges and partner with clients nationwide in high-foot-traffic areas, such as airports, hospitals, universities, and large office buildings — where there is limited accessibility to fresh, healthy, grab-n-go options. We care deeply about what we’re creating and aspire to make sure our customers feel that through every touchpoint. This shows up in many ways across the business. We are committed to prioritizing food safety, we are passionate about product quality, we value our employees, we champion the best idea no matter where it comes from, and we’re committed to making an overall positive impact as we scale. About this Role: Farmer’s Fridge is building a new SMB inside sales motion to expand our reach across small and mid-sized offices, gyms, multifamily properties, and other high-potential workplace locations. The Senior Manager, Inside Sales (SMB) will build this function from the ground up, defining the strategy, creating the playbooks, hiring and developing talent, and driving predictable pipeline and revenue. This role is ideal for a builder and coach who thrives in ambiguity, understands the math behind sales, and can turn junior reps into consistent performers while holding a high bar for execution.

Requirements

6+ years of sales management experience
Proven experience leading or scaling inside sales teams
Experience selling to SMB customers in a high-velocity sales environment
Strong command of sales metrics, pipeline math, and forecasting
Demonstrated ability to build playbooks, processes, and teams from scratch

Nice To Haves

Experience building a sales team from 0 → 10+ reps
Experience launching a new customer segment or GTM motion
Experience selling physical products, services, or recurring programs
Comfort working cross-functionally in an operationally complex business

Responsibilities

Build & Scale the SMB Inside Sales Motion
Design and launch Farmer’s Fridge’s SMB go-to-market strategy for inside sales
Build, test, and continuously optimize:
SMB ICPs and segmentation
Qualification frameworks
Outreach and follow-up playbooks
Deal workflows from lead → install → go-live
Partner cross-functionally with Marketing, Sales Ops, Operations, Account Manager, and Distribution to ensure a scalable and repeatable motion
Lead, Coach & Develop the Team
Hire, onboard, and manage a team of inside sales representatives
Provide ongoing coaching through:
Call listening and live coaching
Deal strategy and pipeline reviews
Skill development and career pathing
Build a culture of accountability, growth, and continuous improvement
Performance Management & Leadership
Set clear performance expectations tied to Farmer’s Fridge revenue and placement goals
Conduct tough but fair performance conversations while keeping the team motivated and engaged
Drive high standards while maintaining strong morale and retention
Sales Strategy, Forecasting & Execution
Own SMB pipeline health, forecasting accuracy, and revenue performance
Understand and manage:
Pipeline coverage ratios
Conversion rates across the funnel
Ramp timelines and rep capacity
Hiring and headcount planning
Use data to identify bottlenecks and improve efficiency across the sales funnel