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