Inside Sales Manager

Role Overview

• Build & Lead the Commercial Inside Sales Team
• Hire, onboard, and develop high-caliber Commercial AEs and BDRs
• Coach reps on running credible discovery with engineering leaders and AI teams
• Elevate technical fluency across the team (LLMs, vector search, RAG, production AI workflows)
• Develop reps across full-cycle sales fundamentals: qualification, multi-threading, objection handling, and expansion
• Build a culture of accountability, curiosity, craftsmanship, and ownership
• Own Commercial Pipeline & Revenue
• Own pipeline creation and revenue targets for the commercial segment
• Ensure predictable top-of-funnel generation through outbound and PLG conversion
• Drive tight alignment between BDR pipeline creation and AE conversion
• Improve velocity from first meeting to close
• Identify expansion signals within startup and mid-market accounts
• Design outbound strategy for AI-native startups and traditional companies adopting AI
• Partner with marketing on high-intent inbound (developer signups, PQLs, content engagement)
• Create structured PQL follow-up motions that convert usage into revenue
• Continuously refine messaging to resonate with AI builders and platform teams
• Balance thoughtful outbound with developer-led inbound engagement
• Define and manage KPIs across meetings, SALs, SQLs, pipeline coverage, close rate, and ACV
• Improve lead routing, territory design, and commercial segmentation
• Implement structured call reviews and coaching cadences
• Partner with RevOps to optimize Salesforce, sequencing tools, enrichment, and intent data
• Build forecasting discipline and pipeline hygiene
• Partner closely with Enterprise AEs to surface expansion paths
• Provide structured feedback to Marketing on ICP, vertical traction, and messaging resonance
• Collaborate with Product and Developer Relations to ensure strong PLG-to-sales motion
• Act as the voice of the commercial segment in GTM planning

Requirements

• 5+ years in B2B SaaS sales; 2+ years managing SDR, BDR, or Commercial AE teams
• Experience selling technical products (infrastructure, data platforms, developer tools, DevOps, AI/ML)
• Demonstrated success leading both pipeline creation and revenue ownership
• Strong understanding of selling into engineering and AI platform teams
• Proven track record of building predictable commercial revenue in a high-growth environment
• Deep comfort operating in a data-driven sales culture
• Experience working in product-led growth (PLG) environments is a strong plus

Benefits

• Comprehensive health coverage including medical, dental, vision, and mental health resources
• 401(k) Plan
• Equity award
• Flexible time off
• Paid parental leave
• Annual Company Retreat
• WFH Equipment Stipend