Position Title: Inside Sales Manager                                

Department: Sales 

Reports To: Director of Client Management   

Shift: Day 

Work Location: On-site in Lake Mary, FL 

Position Summary: 

The Inside Sales Manager will oversee and manage the inside sales team within the online proctoring industry. The Inside Sales Manager will be responsible for developing sales strategies to drive growth through remote channels, managing customer relationships, and optimizing sales processes. This role requires strong leadership, the ability to mentor a sales team, and expertise in selling SaaS solutions or education technology, with a focus on customer acquisition and retention through digital channels. The ideal candidate will have experience working with UK and US based clients, experience in inside sales management, and a deep understanding of the online proctoring or e-learning sectors. 

Essential Duties and Responsibilities:  

The essential duties of the position include the following, and other duties may be assigned: 

1. Sales Strategy Development: 
2. Develop and implement effective inside sales strategies to meet revenue goals, focusing on outbound and inbound digital sales channels. 
3. Leverage CRM and sales automation tools to optimize lead generation, customer engagement, and pipeline management. 
4. Lead Generation and Business Development: 
5. Identify new sales opportunities through cold calling, email campaigns, and digital prospecting. 
6. Build and maintain a comprehensive sales pipeline, ensuring timely follow-up and engagement with potential clients, including educational institutions and corporate training organizations. 
7. Client Relationship Management: 
8. Maintain and nurture relationships with existing clients to ensure high levels of customer satisfaction and retention. 
9. Serve as the primary contact for key clients, addressing their needs and ensuring successful onboarding and long-term account management. 
10. Sales Team Leadership: 
11. Lead, mentor, and manage an inside sales team, providing training and support to drive individual and team performance. 
12. Set sales targets, monitor progress, and provide feedback and development opportunities to team members. 
13. Market and Data Analysis: 
14. Analyze market trends, customer behaviors, and sales performance data to adjust sales strategies as needed. 
15. Track performance against key metrics, providing regular reports and updates to senior leadership. 
16. Sales Forecasting and Reporting: 
17. Prepare accurate sales forecasts, tracking team performance against targets. 
18. Provide detailed sales reports and dashboards to communicate results and insights to upper management. 
19. Negotiation and Closing: 
20. Lead negotiations with prospective clients via phone and email, securing agreements that align with company goals. 
21. Close deals with an emphasis on long-term relationships and recurring revenue. 
22. Collaboration: 
23. Work closely with the marketing, product development, and customer success teams to align sales efforts with overall company objectives and improve customer experience. 
24. Customer Feedback and Product Development: 
25. Gather customer insights and feedback, relaying this information to the product development team to refine product offerings. 

Supervisory Responsibilities:  

Yes 

Qualifications:  

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Education/Experience:  

Bachelor’s degree in Business, Marketing, Education Technology, or a related field. A master’s degree or MBA is preferred. Minimum of 5-7 years of experience in inside sales management, preferably in technology, SaaS, or e-learning sectors. Proven track record in driving sales and managing customer relationships via digital channels. Experience in online proctoring is a plus. Strong ability to manage, train, and develop a sales team, fostering a high-performance culture. Excellent written and verbal communication skills, with the ability to engage clients and internal teams effectively. Skilled in closing sales remotely, balancing client needs with company objectives. Proficient in analyzing sales performance data to inform decision-making and strategy adjustments. Strong proficiency in CRM software and sales tools. Strong focus on client satisfaction, with the ability to develop long-term relationships. Experience working with UK and US based clients. 

Language Ability:  

Ability to read and comprehend complex business documents, including sales reports, contracts, and legal agreements. Must be able to interpret industry trends and market research to inform sales strategies. Strong verbal and written communication skills, with the ability to clearly present information, sales pitches, and proposals to clients, team members, and upper management. Must be able to effectively explain complex concepts in a concise and clear manner. Proficiency in additional languages is a plus, especially if relevant to key markets. 

Math Ability:  

Proficiency in creating and analyzing sales forecasts, performance metrics, and pricing models. Must be able to calculate margins, revenue projections, quotas, and commissions, and interpret these figures to inform strategic decisions. Ability to work with large data sets, analyze sales trends, and generate actionable insights. Must have strong numeracy skills to interpret KPIs and financial data that influence sales tactics and strategies. 

Reasoning Ability:  

Strong critical thinking and problem-solving skills are required to overcome sales challenges, such as market entry barriers, competitive positioning, and customer objections. Must possess the ability to make informed, data-driven decisions, often in high-pressure situations. Able to balance short-term needs with long-term strategy and adjust tactics based on evolving market conditions. The role requires the ability to logically evaluate customer needs, product fit, and market conditions to optimize sales outcomes. Must be able to navigate complex sales scenarios and devise solutions that benefit both the customer and the company. 

Computer Skills:  

Proficient in CRM systems, with specific experience using HubSpot for managing sales pipelines, tracking leads, and reporting performance metrics. Hands-on experience with Seamless.ai or similar prospecting tools for lead generation, ensuring an efficient and organized sales approach. Advanced skills in Microsoft Office Suite (Excel, PowerPoint, Word), especially in creating sales reports, presentations, and performance dashboards. Comfortable using virtual communication platforms such as Microsoft Teams for internal meetings and client interactions. Strong ability to adapt to and leverage new sales automation tools and software as needed for optimizing sales processes and improving efficiency. 

Certificates and Licenses:  

Sales Management Certification (e.g., Certified Professional Sales Leader (CPSL) or equivalent) is highly preferred. CRM Certification (e.g., HubSpot Sales Software Certification) is a plus. Any relevant Salesforce, Seamless.ai, or other CRM platform certifications are beneficial. Leadership or Coaching Certifications in sales or management (e.g., Certified Sales Leadership Professional (CSLP)) would be advantageous. 

Travel:  

This position requires 25% travel time. 

Work Environment:  

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job in an office environment. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. A typical, climate-controlled office environment exists. The worker is not substantially exposed to adverse environmental conditions. 

ISM and Privacy Statement: 

1. Customer Data Protection: Ensure that customer data is processed in a manner consistent with privacy regulations, obtaining consent where required. 
2. Third-Party Privacy Compliance: Oversee the sharing of customer information with third parties, ensuring that data is shared in accordance with privacy laws and the company’s privacy policy.