Inside Sales Manager - Revenue Operations at Whitecollars

Our client is looking for a highly structured and data-oriented Inside Sales Manager to oversee and enhance their inbound sales engine and refine their engineered sales processes. This position is responsible for managing the inbound pipeline, overseeing marketing automation systems, and driving the performance of the inside sales team. The successful candidate will lead a team of four Inside Sales Engineers, design and optimize HubSpot programs, and collaborate closely with Application Engineering to ensure seamless handoffs, strong technical discovery, and improved conversion rates. In addition to operational responsibilities, this role contributes strategically by integrating the company’s education-driven engineering approach into inbound marketing, consultative selling, and outbound OEM account development. Your Main Objective Drive faster account progression and higher win rates by implementing structured sales cadences, segmentation strategies, inbound initiatives, and disciplined outbound activities—while maintaining CRM accuracy and adherence to defined processes. Key Responsibilities 1. Inside Sales Team Leadership • Manage, coach, and evaluate Inside Sales Engineers • Implement structured daily routines, call coaching, and account development methodologies • Review CRM activity, ensuring data quality, opportunity accuracy, and proper qualification • Conduct weekly pipeline reviews using standardized qualification frameworks • Support business development initiatives such as presentations, technical sessions, and collaborative engagements with Sales and Engineering teams2. Inbound Marketing & Engineering Brand Alignment • Embed an education-first, engineering-driven brand approach into revenue generation activities • Develop and refine inbound marketing programs aligned with technical learning strategies • Convert technical materials (case studies, application insights, educational content) into targeted nurture campaigns • Translate marketing efforts into actionable Inside Sales playbooks and structured discovery approaches • Reinforce positioning as a trusted engineering partner rather than a commodity supplier • Track and optimize conversion metrics across the full funnel (MQL → SQL → Application Engineering → Closed Deals) • Improve progression through segmentation strategies and behavior-based automation3. Marketing Automation & HubSpot Management • Oversee HubSpot configuration including workflows, sequences, lead scoring, routing, and attribution • Design and execute targeted email campaigns by persona and industry vertical, including A/B testing strategies • Manage tracking frameworks (UTMs) and campaign performance reporting • Monitor email deliverability, database health, and compliance standards • Ensure CRM data integrity and lifecycle governance • Leverage AI-powered tools to enhance efficiency and response quality4. Outbound Sales Development (OEM Focus) • Expand inbound success into structured outbound initiatives, particularly for OEM and strategic accounts • Design targeted outreach programs for industrial and OEM clients • Build segmentation models tailored to long-cycle engineered sales • Guide Inside Sales Engineers in strategic prospecting within defined industries • Establish multi-channel, multi-touch outreach cadences • Track account development progress and tier movement • Produce monthly reports analyzing account progression and identifying root causes for stalled opportunities5. Cross-Functional Alignment • Act as the central coordination point between Sales, Marketing, and Application Engineering • Define and maintain clear ownership across lead management, discovery, quoting, and handoffs • Establish consistent and repeatable weekly operational rhythms • Improve collaboration and reduce friction in delivering engineered solutions • Ensure marketing efforts translate into measurable and consistent sales behaviors