Director of Inside Sales - Global at matillion

Ready to shape the future of data? Matillion is the intelligent data integration platform. We're changing how the world works with data – and we need driven, curious people who think big and move fast.  We built the Data Productivity Cloud to supercharge data productivity, and now we’re shaping the future of data engineering with Maia – our AI-powered virtual data engineers that help teams design, build, and manage data pipelines at unmatched speed. Join #TeamGreen, where the mission comes first, collaboration drives us forward, and everyone pulls in the same direction to make a dent in the universe bigger than ourselves. The Director of Inside Sales is a newly created role at Matillion — built to bring structure, leadership, and scale to a global inside sales function that spans the UK, US, and India.   Based out of our Manchester HQ on a hybrid basis, you will lead a team of 14 across two distinct sales motions: pipeline generation through a blended SDR function, and direct revenue through a team of Commercial Account Managers.   This is not a role for someone stepping into leadership for the first time. You have carried a number — as an SDR or as a closing AE. You have then led people in those same motions. You know the difference between activity and impact, and you build teams that deliver the latter.   You will work directly with the SVP of GTM Strategy & Operations to shape how Inside Sales functions at Matillion — globally, consistently, and at pace. What You’ll be Doing… Duties and Responsibilities Global Leadership & Team Development • Lead a 14-person global inside sales team across the UK, US, and India — setting performance standards that are consistent across all regions • Manage one direct line Manager in the US, who oversees a team of 5 SDRs — develop that manager to lead independently and with confidence • Directly manage 3 Commercial Account Managers responsible for driving direct sales revenue — coach them on pipeline management, deal progression, and closing • Build and maintain a high-performance culture where expectations are clear, coaching is consistent, and accountability is non-negotiable • Create clear career development frameworks for both the SDR and Commercial AM tracks — retaining top talent and building a pipeline of future leaders Revenue & Pipeline Performance • Own the global inside sales number — pipeline generated, revenue contributed, and conversion rates across the SDR and Commercial AM functions • Set team and individual targets across all three regions, ensuring they are ambitious, fair, and aligned to Matillion's overall revenue goals • Partner with RevOps to build the forecasting, reporting, and pipeline hygiene standards that give the business full visibility of inside sales performance • Drive consistent execution of outbound and inbound sales motions — ensuring the SDR function feeds high-quality pipeline to the wider sales team • Ensure the Commercial AM team is managing a clean, well-qualified book of business — progressing deals at pace and closing with consistency Cross-Functional Collaboration • Partner closely with Marketing to align on demand generation, campaign activity, and lead quality across all regions • Work with Field Sales and Channel to ensure seamless handoffs and a joined-up go-to-market motion • Collaborate with the SVP of GTM Strategy & Operations to contribute to revenue planning, headcount decisions, and go-to-market strategy • Represent the Inside Sales function at senior leadership level — bringing data, insight, and a clear point of view Hiring & Operational Excellence • Own the hiring bar for the Inside Sales function — recruit people who raise the standard, not just fill the seat • Define and embed the tools, processes, and playbooks that enable the team to operate effectively across three time zones • Ensure CRM hygiene, activity standards, and reporting frameworks are consistently applied across all regions • Continuously assess team performance and take decisive action — celebrate the wins, address underperformance early and directly What We’re Looking For… Knowledge, Skills and Experience • Advanced leadership experience — you have led an SDR team, an AE team, or both, and you have the results to prove it • Frontline credibility — you have worked as an SDR or in a closing role as an Account Executive. You have done the job, and that shapes how you lead • Experience managing people managers — you know the difference between managing reps and developing leaders • Proven track record leading geographically distributed teams — ideally across the UK, US, and/or India • Experience managing a direct sales motion — Commercial AMs, mid-market AEs, or equivalent closing function • Strong data literacy — you interrogate pipeline data, build reports, and make decisions based on evidence, not gut feel • Demonstrable experience in a high-growth B2B SaaS environment • Advanced stakeholder management — you can present to senior leadership and hold a room • Experience working cross-functionally with Marketing, RevOps, and Field Sales Behaviours We Expect • ​Confidence Without Arrogance​ — you back your decisions with data, not ego • ​Bias for Action​ — you move fast, fix problems, and do not wait for permission • ​Working with Integrity​ — you do the right thing, especially when it is hard • ​Customer Obsessed​ — you understand the buyer journey and build your team around it • ​Innovate and Demand Quality​ — you are never done improving the playbook • ​We Care​ — you invest in your people and create an environment where they can thrive At Matillion, we are committed to providing compensation in line with market standards based on the role, job family, job level, and country. This role’s estimated annual salaried pay range for this position is £99,680 - £149,520. Because this role is eligible for variable pay in the form of sales commissions, your total annual on-target annual earnings will be between £142,400 - £213,600. The final salary will be based on your relevant skills, experience, and qualifications demonstrated in the hiring process. At Matillion, we’re here to do something hard - change the way the world works with data, and build a great company along the way. Big, bold goals aren’t for the faint-hearted, and we don’t shy away from them. But we don’t do it alone. No egos, no politics - just great people working together, guided by our six core values; - Confidence without arrogance - Working with integrity - Customer obsessed - Innovate and demand quality - Bias for action - We care We operate a flexible working culture that promotes work-life balance, with benefits including: - Company Equity - 30 days holiday + bank holidays - 5 days paid volunteering leave - Health insurance - Life Insurance - Pension - Access to mental health support More about Matillion Thousands of enterprises including Cisco, London Stock Exchange Group, EDF and Slack trust Matillion for a wide range of use cases from insights and operational analytics, to data science, machine learning and AI. We are a truly global workforce, dual headquartered in Manchester, UK and Denver, Colorado, with expanding offices in Hyderabad, India, along with valuable remote colleagues around the world.  We are keen to hear from prospective Matillioners, so even if you don't feel you match all the criteria please apply and a member of our Talent Acquisition team will be in touch. Alternatively, if you're interested in Matillion but don't see a suitable role, please email [Upgrade to PRO to see contact]. Find out more about life on #TeamGreen here.  Matillion is an equal opportunity employer. We celebrate diversity and we are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type. Matillion does not discriminate on the basis of race, colour, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.