Director of Inside Sales

KI; Green Bay (WI); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

ESOP

Health coverage

401(k) with match

Paid time off

On-site fitness & amenities

Job summary

KI, an employee-owned company in the U.S., seeks a Director of Integrated Sales to transform Inside Sales into a strategic growth engine. You will lead the evolution of the sales model—combining skilled talent, modern tools, and AI-enabled insights—to drive velocity, consistency, and scale.

As a hands-on leader, you will partner with Field Sales and Marketing, own the revenue roadmap, and build a high-performing Inside Sales team with data-driven quotas and clear KPIs.

Qualifications

• 10+ years in B2B sales leadership
• Experience leading Inside/Integrated sales
• Experience in commercial furniture or related industries a plus
• Proven ability to scale teams
• Deep expertise in Salesforce, forecasting, analytics
• Willingness to travel domestically up to 20%

Responsibilities

• Lead evolution of Inside Sales strategy, operating model, and roadmap aligned to enterprise growth goals.
• Translate revenue targets into clear quotas, forecasts, KPIs, and execution plans.
• Continuously refine sales workflows, engagement models, and methodologies to improve pipeline velocity and conversion.
• Partner with Marketing to generate, qualify, and convert demand into a high quality pipeline.
• Build and lead a high performing Inside Sales organization designed for scale and sustained impact.

Skills

B2B sales leadership

Salesforce expertise

Forecasting analytics

Cross-functional leadership

Team coaching

Education

Bachelor’s degree

MBA

Tools

Salesforce

Job description

At KI, we believe knowing our customers helps us serve them better. We listen. We observe. We understand that each customer has unique needs. So, we pride ourselves on helping our customers make smart furniture decisions by offering expert advice, design options and personalized solutions. Since 1941, we’ve positioned KI as the furniture company that best understands the furniture industry and is committed to providing customers with the smart solutions. By targeting specific markets with solutions for business furniture, university furniture, educational furniture, healthcare furniture and government furniture, we can quickly respond to our customers’ unique needs – including the choice to procure furniture according to what fits their ordering and fulfillment process. That’s why we say we offer far more than furniture. We’re Furnishing Knowledge.

Reimagine the Sales Engine. Elevate Impact. Drive Growth.

Become an Owner at KI.

KI is seeking a Director of Integrated Sales to transform Inside Sales into a strategic growth engine—accelerating revenue, strengthening partnership with Field Sales, and increasing sales effectiveness across the U.S.

This role isn’t about rebuilding. It’s about reimagining and accelerating what already exists. You’ll lead the evolution of the sales model—combining skilled sales talent, modern tools, and AI enabled insights—to drive greater velocity, consistency, and scale. Success requires strategic clarity, disciplined execution, and a hands on leader energized by meaningful change and measurable results.

As an employee owned company, KI offers more than a leadership role—you’ll have a personal stake in the value you create.

What You’ll Own

Integrated Sales Strategy & Performance

• Lead the evolution of Inside Sales strategy, operating model, and roadmap aligned to enterprise growth goals.
• Translate revenue targets into clear quotas, forecasts, KPIs, and execution plans.
• Continuously refine sales workflows, engagement models, and methodologies to improve pipeline velocity and conversion.
• Partner with Marketing to generate, qualify, and convert demand into a high quality pipeline.

Leadership & Talent Development

• Build and lead a high performing Inside Sales organization designed for scale and sustained impact.
• Recruit, coach, and retain leaders and sellers with a consultative, customer first mindset.
• Position Inside Sales as a development pipeline for Field Sales and future sales leaders.

Sales Enablement, Technology & Insights

• Champion Salesforce excellence, driving adoption, data integrity, forecasting accuracy, and pipeline discipline.
• Leverage enablement tools, analytics, automation, and AI to improve prioritization, productivity, and outcomes.
• Own the Inside Sales operating budget, including headcount, incentives, tools, and investments.

Cross Functional & Customer Impact

• Partner closely with Field Sales to ensure disciplined lead qualification, seamless handoffs, and aligned execution.
• Collaborate with Marketing on demand generation, campaign execution, lead scoring, and attribution.
• Build strong relationships with dealers, specifiers, and repeat customers to deepen loyalty and expand share of wallet.

Execution, Accountability & Reporting

• Define and track performance across pipeline velocity, conversion rates, win rates, and revenue influence.
• Deliver clear, executive level reporting with insights, trends, and recommended actions.
• Drive accountability through strong performance management and continuous improvement.

What You Bring

• Bachelor’s degree required; MBA or advanced degree preferred.
• 10+ years of B2B sales experience, including 5+ years leading Inside Sales or integrated sales teams.
• Experience in commercial furniture or adjacent industries is a plus.
• Proven success leading large, quota driven teams in fast paced environments.
• Deep expertise in Salesforce, forecasting, analytics, and modern sales technologies.
• A builder’s mindset—data driven, adaptable, and energized by transformation.
• Willingness to travel domestically up to 20%.

Why KI

• Employee Stock Ownership Plan (ESOP): Ownership in the value you help create.
• Competitive health, dental, and vision coverage.
• 401(k) with company match.
• Generous paid time off and wellness resources.
• On site fitness center, café, nurse, and employee product discounts.
• Ongoing support for continuous learning, development, and professional growth.

This is a rare opportunity to shape a core growth engine and directly influence the future of sales at KI.

If you’re energized by leading transformation and driving meaningful results apply today!