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