Internal Job Title: Manager, Inside Sales

Reports to: VP, Sales

FLSA Status: Exempt, Full Time

Location: US Remote

External Job Title: Manager, Inside Sales

Position Summary

The Manager, Inside Sales leads and develops a team of Inside Sales Representatives responsible for new-customer acquisition and early-stage revenue growth. This leader owns team performance against pipeline, bookings, and conversion targets; builds a disciplined, data-driven sales operating rhythm; and coaches representatives to qualify effectively, sell consultatively, and hand off cleanly to Account Executives. The Manager partners closely with Sales leadership, Marketing, Customer Success, and Sales Operations to continuously improve the inside-sales motion and deliver predictable, scalable growth.

Key Responsibilities

• Lead, coach, and develop a team of Inside Sales Representatives, setting clear goals, expectations, and performance standards aligned to company objectives.

• Own the team's quota, pipeline, and conversion targets; build and execute plans to meet or exceed monthly, quarterly, and annual goals.

• Run a consistent operating rhythm, including 1:1s, pipeline reviews, call coaching, and team meetings, to keep activity and results on track.

• Monitor and analyze activity, pipeline, conversion, and productivity metrics; identify trends and gaps and take action to improve results.

• Provide accurate forecasts and regular performance reporting to Sales leadership.

• Coach on prospecting, discovery, objection handling, demonstrations, and negotiation; review calls and provide ongoing, actionable feedback.

• Develop, test, and refine call scripts, messaging, outreach cadences, and qualification criteria based on results and customer feedback.

• Establish lead assignment, territory, and handoff processes with Marketing and the Account Executive team to ensure timely, high-quality follow-up.

• Partner with Sales Operations to enforce CRM discipline and data accuracy and to optimize sales-engagement tools and reporting.

• Recruit, hire, onboard, and train new team members; create development paths and promotion readiness for high performers.

• Address performance concerns promptly and fairly in partnership with People & Culture.

• Collaborate with Customer Success, Support, Product, and Marketing to share customer insights and strengthen the customer experience.

• Step in to support key prospect conversations or escalations when needed.

• Other duties as assigned.

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Qualifications

• Bachelor's degree or equivalent education and experience.

• 5+ years of inside sales or business development experience, including 3–5 years of people-management or team-leadership experience.

• Proven track record of building and leading high-performing inside-sales teams that consistently meet or exceed targets.

• Experience with SaaS, software, or subscription-based sales and a high-velocity sales model.

• Strong coaching, communication, and analytical skills, with the ability to translate data into action.

• Proficiency with Salesforce or a comparable CRM and sales-engagement tools (e.g., Outreach).

• Ability to lead effectively in a remote, distributed team environment.

• Preferred: agriculture or agribusiness industry experience.

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Competencies for Success

• Leadership Ability: Able to motivate, coach, and hold a team accountable; builds a culture of ownership, learning, and continuous improvement.

• Language Ability: Strong written and verbal communication; able to deliver clear feedback and present results to senior leaders.

• Math Ability: Able to analyze sales metrics, forecast pipeline and bookings, and evaluate quota attainment, conversion rates, and productivity.

• Reasoning Ability: Able to diagnose performance drivers, prioritize competing demands, and make sound decisions with moderate discretion and autonomy.

• Computer Skills: Proficient with CRM, sales-engagement and reporting tools, Microsoft Office, and video meeting platforms.