The Senior Manager of Inside Sales is accountable for managing a team of Inside Sales Representatives, responsible for prospecting and generating revenue. This person is a metrics manager that directs Inside Sales Representatives to identify and execute on winning opportunities, proper and timely follow up, and delivering an excellent experience to the customer. The Senior Manager of Inside Sales also ensures that the Insides Sales Representatives are operating at a high level of performance and prioritize opportunities in accordance to company objectives.
What You'll Do
People Management:
- Build a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals.
- Provide employees with coaching, feedback, and development
- Maintain an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and customer needs
- Match staff skills and talent to tasks to ensure optimal engagement and performance
- Establishing and maintaining relationships and effectively communicating with customers, business unit leaders and senior management
- Manage operations staffing, including recruitment, supervision, scheduling, development, evaluation, and disciplinary actions
- Utilize leadership and management skills to close gaps between actual and desired results
- Ensure team members have specific direction on closing new business with existing accounts
Sales Management:
- Perform sales forecasting and pipeline management
- Maintain a strong knowledge of Workiva products through a commitment to ongoing training Identify knowledge gaps on team and provide training when and where appropriate
- Maintain high level of communication with Sr./Director of Inside Sales to stay abreast of continually changing focus in order to meet needs of sales organization and Workiva
- Measure progress toward predetermined result areas, i.e. servicing existing account needs
Team Management:
- Manage an Inside Sales team to achieve quarterly pipeline targets and bookings targets by driving value of Wdesk with current customers and new logos
- Manage Inside Sales team to achieve Sales Accepted Opportunities, distributed evenly amongst field sales team
- Manage Inside Sales team to achieve quarterly bookings targets by driving value of Wdesk with current customers and new logos
- Establish strong relationship with sales managers and ensure Inside Sellers on the team are having weekly 1:1’s with each RSD they support
- Ensure weekly meetings are scheduled between each field and Inside Sales pairing—join these calls to ensure correct topics are covered and relationship is being established from both sides
What You'll Need
Minimum Qualifications
- Bachelor’s degree with 8 years related experience, or Master’s degree with minimum of 6 years related experience, or PhD with 4 years related experience
- Minimum 3 years direct people management experience preferred, including supervisory experience of entry-level managers and/or established individual contributors
Preferred Qualifications
- Proficient knowledge of Software as a Service business model
- Demonstrated coaching and leadership skills
- Ability to motivate team members and influence others
- Strong presentation skills
- Strong knowledge of Workiva products and internal processes through a commitment to ongoing training
- Excellent time and territory management skills
Travel Requirements & Working Conditions
- Up to 25% travel for internal meetings and trainings
- Reliable internet access for any period of time working remotely, not in a Workiva office
