Inside Sales Team Lead

The Inside Sales Manager is responsible for leading and scaling the company’s inbound sales engine. This role owns the performance of all marketing- and partnership-generated leads, ensuring high conversion rates, strong revenue output per sales representative, and disciplined execution of the sales process.

This is a hands-on leadership role combining individual contribution, team management, performance optimization, and close collaboration with Marketing, Partnerships, Revenue Operations, and Customer Success.

Key Objectives

• Maximize conversion rate across the inbound pipeline
• Drive high productivity and revenue per sales representative
• Ensure fast, consistent follow-up and qualification of inbound leads
• Build a scalable inside sales operation aligned with business objectives

Key Responsibilities

Inbound Sales Performance & Conversion

• Own the full inbound sales pipeline (marketing, partnership, referral leads)
• Drive lead qualification, follow-up discipline, and closing efficiency
• Continuously optimize conversion rates at each funnel stage
• Ensure revenue targets are met in line with company objectives

Team Leadership & Productivity

• Lead, coach, and performance-manage the Inside Sales team
• Set clear KPIs per sales rep (conversion rate, revenue, activity efficiency)
• Identify underperformance early and implement corrective actions
• Balance lead distribution to maximize output per rep

Process & CRM Excellence

• Ensure strict CRM hygiene and accurate pipeline management
• Work closely with Revenue Operations to refine workflows, dashboards, and reporting
• Use data to identify bottlenecks, trends, and optimization opportunities
• Maintain clear SOPs for inbound sales execution

Cross-Functional Collaboration

• Partner with Marketing to improve lead quality and conversion outcomes
• Work with Partnerships teams to maximize monetisation of partner-generated leads
• Align with Customer Success to ensure smooth handover and long-term value creation
• Provide feedback loops on lead quality, messaging, and market response

Forecasting & Reporting

• Own inbound sales forecasting and pipeline health
• Track and report on conversion, revenue per rep, and team efficiency
• Use insights to inform hiring, capacity planning, and growth decisions

Success Metrics (KPIs)

• Conversion rate per sales representative
• Revenue generated per sales representative
• Speed-to-lead and follow-up SLA compliance
• Pipeline coverage and forecast accuracy
• Team productivity and utilization rate

Experience & Profile

• 5+ years in Inside Sales or Inbound Sales roles, including team leadership
• Strong background in B2B SaaS, fintech, or POS/payment solutions preferred
• Proven experience managing conversion-driven sales teams
• Highly analytical, comfortable working with dashboards and performance metrics
• Strong coaching mindset with a bias for execution and accountability