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 optimisation, 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 optimise 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 maximise 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 optimisation 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 maximise 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 utilisation 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