Note: The job is a remote job and is open to candidates in USA. CTG is seeking a Senior Manager, Inside Sales to build and lead a scalable inside sales program that converts target accounts and marketing engagement into sales-qualified leads and qualified pipeline. The role combines hands-on prospecting, analytics, and process development with team leadership and close partnership across Marketing, Sales, Sales Operations, and business leaders.
Responsibilities
- Build the function: Design and implement the inside sales operating model, including roles, workflows, service-level agreements, qualification standards, territories, capacity plans, governance, and a roadmap for team growth
- Drive SQL creation: Own SQL goals and develop outbound and inbound follow-up programs that generate qualified opportunities for the business
- Lead from the front: Personally prospect, call, email, qualify, and book meetings while the program and team scale
- Manage and develop the team: Set goals, provide coaching, review calls and outreach, establish performance standards, and create onboarding and training programs
- Develop targeting and outreach strategies: Partner with Marketing, Sales, and business leaders to define ideal customer profiles, priority accounts, buyer personas, triggers, messaging, cadences, and campaign plays
- Manage lead flow: Establish clear processes for lead acceptance, speed to lead, qualification, routing, recycling, follow-up, and sales handoff
- Optimize conversion: Analyze funnel performance and continuously improve contact rates, meeting conversion, SQL conversion, opportunity creation, and pipeline contribution
- Own the technology workflow: Configure and optimize sales engagement, CRM, intent and contact data, enrichment, and email-verification tools to support efficient, compliant outreach
- Ensure data quality: Maintain accurate records, required activity capture, clean contact data, consistent dispositions, and reliable reporting
- Report performance: Build dashboards and deliver regular updates on activity, conversion, SQL volume, pipeline contribution, team productivity, experiments, risks, and recommended actions
- Scale responsibly: Develop the staffing, budget, productivity, and technology plan required to grow the inside sales function as demand increases
Skills
- Seven or more years of progressive B2B inside sales, sales development, business development, or demand generation experience, including at least three years leading a team or function
- Demonstrated success building or scaling an inside sales or sales development program and consistently generating SQLs and qualified pipeline
- Strong working knowledge of complex B2B sales cycles, account-based selling, lead qualification, pipeline management, and sales and marketing alignment
- Proven ability to develop outbound strategies, multichannel cadences, call scripts, email messaging, qualification frameworks, and coaching programs
- Ability to translate data into clear insights, priorities, experiments, and executive recommendations
- Excellent leadership, communication, collaboration, and change-management skills
- Comfort operating as both a strategic program builder and a hands-on individual contributor in an evolving environment
- Bachelor's degree in business, marketing, communications, or a related field, or equivalent professional experience
- Advanced proficiency creating cadences, managing activity, monitoring engagement, supporting call coaching, and driving representative adoption
- Advanced proficiency with CRM workflows, lifecycle stages, lead routing, reporting, dashboards, data governance, and sales and marketing alignment
- Advanced proficiency building target lists, identifying buying committees, researching accounts, enriching data, and applying intent or trigger signals
- Working knowledge of ZeroBounce or similar platforms for validating contact data, reducing bounce risk, and supporting sender reputation
- Excellent verbal and written English communication skills and the ability to interact professionally with a diverse group
- Familiarity with conversation intelligence, intent data, enrichment, dialer, scheduling, and sales analytics tools
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