Vice President of Inside Sales at Distro

Vice President of Inside Sales Role Overview: The Vice President of Inside Sales is responsible for building, scaling, and leading a high-performance B2B inside sales (SDR) organization. This role owns the full outbound sales development motion—from hiring and organizational design to training, performance management, forecasting, and culture. This leader will scale a high-velocity SDR organization from ~30 representatives to 100+ across multiple countries while maintaining quality, accountability, and predictable pipeline generation. The VP of Inside Sales partners closely with Sales, Marketing, and Revenue Operations to ensure alignment on ICP, messaging, handoffs, and revenue targets. Essential Duties and Responsibilities Scale & Structure Design and implement scalable SDR organizational structures (SDR → Team Lead → Manager → Director). Define and maintain clear operating ratios (SDRs per manager, QA coverage, enablement support). Build a global, remote-friendly structure that operates effectively across time zones and cultures. Plan and manage headcount growth aligned to pipeline and revenue targets. Performance & Execution Own pipeline generation, meeting quality, conversion rates, and SDR productivity. Establish and enforce non-negotiable KPIs (activity, meetings, SQLs, pipeline contribution). Implement performance management systems that reward top performers and address underperformance quickly. Drive weekly, monthly, and quarterly operating rhythms and reviews. Training, Enablement & QA Build and maintain a repeatable SDR training academy (onboarding, ramp, ongoing certification). Define call, email, and multi-channel quality standards and implement QA frameworks. Ensure consistent B2B messaging, objection handling, and qualification across regions. Partner with Marketing and Sales Leadership to align ICP definitions, messaging, and opportunity handoffs. Management & Leadership Hire, train, and develop high-performing SDR managers and supervisors. Build a leadership bench capable of scaling with the business. Foster a culture of ownership, urgency, discipline, and execution. Own hiring, promotion, and performance decisions across the inside sales organization. Travel both domestic and internationally may be required occasionally to attend team onsite meetings, customer events, industry conferences, and training sessions. This may include air travel, ground transportation (including cars, taxis, or rideshare services), and in some cases potential public transportation. Data, Reporting & Forecasting Own inside sales dashboards and reporting (daily, weekly, monthly). Track leading and lagging indicators to identify performance risks early. Partner with RevOps to ensure disciplined CRM usage and accurate forecasting. Use data to make fast, decisive operational adjustments. Marginal Functions Build, maintain and promote relationships with team members, peers across disciplines, and all other company team members ensuring effective coordination of communications and services affecting clients. Attend webinars and training to stay up to date on best practices related to the company and department. Complete projects and other duties as assigned by supervisor. Knowledge, Skills, and Abilities Deep understanding of B2B outbound sales motions (email, phone, LinkedIn, multi-channel). Strong operational mindset with fluency in metrics, ratios, QA, and reporting. Proven ability to scale and manage remote, international sales teams. Exceptional leadership, communication, and coaching skills. High level of accountability, decisiveness, and execution focus. Proficiency with CRM systems and sales analytics tools. In-depth understanding of the company's products or services. Excellent verbal and written communication skills for effective collaboration and presentations. Strong ability to work cross functionally with other departments. Education & Experience Bachelor's Degree in business or related field or equivalent combination of experience, skills, education (including other relevant non-traditional degree programs, certifications, or job training programs) required, MBA or advanced degree is highly desirable. At least 7 years of experience in B2B inside sales and sales leadership. Proven experience scaling high-volume B2B SDR teams. Experience building training programs and management structures from scratch. Experience managing teams across multiple countries and cultures. Competency in Microsoft applications including word, excel, teams, and outlook. This role requires a valid, non-restricted driver's license as it involves regular travel to client sites and company locations. Must possess a valid passport and be willing to travel internationally on occasion. Licenses and/or Certifications: None. Physical, Mental, & Communication Demands Physical Demands: Sedentary Work: Occasionally involves sitting for extended periods, often at a desk or computer. Manual Dexterity: Frequent use of hands and fingers to operate a computer keyboard, mouse, and other office equipment. Mobility: Occasional travel to meet with clients, attend conferences, and oversee a sales team. Occasionally walking or traversing throughout the office to meet with leaders and other employees or offsite locations to meet with clients. Visual Acuity: Ability to read and analyze data on a computer screen (or to read and analyze data with reasonable accommodation) and in printed materials. Lifting & Carrying: Minimal physical lifting required, but may involve handling documents, and lifting light office supplies. Mental Demands: Strategic Thinking: High level of concentration required to develop and implement sales strategies. Decision Making: Ability to make quick, informed decisions based on data and market conditions. Attention to Detail: High level of accuracy needed for managing client sales presentations, reports and communications. Problem-Solving: Continuous need to identify and resolve issues that may impact sales performance. Multitasking: Manage multiple tasks and projects simultaneously, often under tight deadlines. Stress Management: Ability to handle high-pressure situations calmly and effectively, especially when dealing with client concerns. Communication Demands: Interpersonal Skills: Strong ability to build relationships and communicate effectively with employees, managers, clients and external vendors. Cultural Sensitivity: Communicate with individuals from diverse cultural backgrounds, demonstrating cultural awareness and sensitivity. Written Communication: Prepare clear and concise documentation, including emails and notes. Verbal Communication: Conduct presentations and employee training sessions; provide clear instructions and support to clients, employees and managers. Presentation Skills: Proficiency in presenting sales strategies and performance reports to executive leadership and stakeholders. Benefits Eligibility Health Insurance: Medical, dental, and vision coverage Retirement Plan: 401(k) with company match Paid Time Off: PTO, Holidays, Parental leave and Sick Leave provided as required by applicable state law Other Benefits: Life insurance, short term disability, long term disability, employee assistance program (EAP), flexible spending account (FSA), health savings account (HSA), Identity theft protection, critical illness, accident, cancer, hospital protection, legal and pet insurance. #Solvo