Manager, Inbound Sales Development
Paylocity
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Benefits offered by this job
Job summary
Paylocity is seeking a Manager of Inbound Sales Development to lead a team of SDRs focused on converting inbound demand into qualified opportunities. You will own the inbound engine, optimize lead handling, and drive pipeline growth through coaching, metrics, and technology.
The role requires 5+ years in B2B SaaS, 3+ years of leadership, and strong experience with CRM and sales tech. In-office, with no remote option at Schaumburg, IL, you’ll shape a high-performance culture and partner with
Qualifications
- 5+ years in sales development or related B2B sales environment.
- 3+ years of people leadership managing SDRs or related teams.
- Experience with inbound conversion metrics (speed-to-lead, contact rate, qualification rate).
- Ability to analyze performance data and implement improvements.
- Strong understanding of AI, automation, and emerging sales technologies.
- Experience with CRM and prospecting platforms such as Salesforce, SalesLoft, Qualified, ZoomInfo, 6sense, Nooks.
- Collaborative with Sales, Marketing, and Operations to optimize processes.
- Excellent communication, coaching, analytical, and presentation skills.
- Bachelor’s degree preferred or equivalent professional experience.
Responsibilities
- Lead and develop a team of Inbound SDRs to hit qualification targets across SMB to Enterprise.
- Recruit, hire, onboard, and grow future SDRs and sales talent.
- Cultivate a high-performance culture focused on accountability and collaboration.
- Set clear expectations and coach using data and reviews.
- Own monthly target attainment for inbound qualification across segments.
- Re-engage aged or dormant leads to create meetings and pipeline.
- Monitor KPIs: response time, coverage, conversion, meetings, pipeline, revenue.
- Ensure inbound lead SLAs and consistent follow-up.
- Forecast inbound volume, staffing, and productivity; optimize with AI and automation.
- Partner with Marketing and Operations to improve lead quality, routing, and handoff.
- Stay current on HCM trends and sales tech; advocate for customer insights.
- Ensure strong collaboration with cross-functional partners; communicate effectively.
- Travel willingness and in-office presence as needed.
Skills
Education
Tools
Job description
Paylocity is an award-winning provider of cloud-based HR and payroll software solutions, offering the most complete platform for the modern workforce. The company has become one of the fastest-growing HCM software providers worldwide by offering an intuitive, easy-to-use product suite that helps businesses automate and streamline HR and payroll processes, attract and retain talent, and build a strong workplace culture.
While traditional HR and payroll providers automate basic HR processes such as payroll and benefits administration, Paylocity goes further by developing tools that HR and businesses need to compete for talent and deliver against the expectations of the modern workforce.
We give our employees what they need to succeed, including great benefits and perks! We offer medical, dental, vision, life, disability, and a 401(k) match, as well as perks that support you, your family, and your finances. And if it’s career development you desire, we provide that, too! At Paylocity, people matter most and have always been at the heart of our business. As part of the Sales & Marketing team, you’ll help us solve challenges and succeed as you grow and understand the unique needs of our clients and tailor easy-to-use solutions to deliver the performance they need.
With a position in Sales & Marketing, you’ll strengthen our relationships with clients, anticipate their needs, and think outside the box to unlock new possibilities.
This is a 100% in-office role based at our Schaumburg IL location. Remote or hybrid work is not available for this position. Candidates must be able to work on-site five days per week during designated work hours.
This role is a key leadership role responsible for leading a team of Sales Development Representatives (SDRs) focused on converting inbound demand into qualified sales opportunities.
This leader will own the performance and continuous optimization of the inbound sales development engine, driving qualified pipeline growth through effective lead management, conversion excellence, capacity planning, and a world-class prospect experience. Success in this role requires a strong combination of people leadership, operational discipline, analytical thinking, and an understanding of how technology, automation, and AI can improve the speed, quality, and effectiveness of the inbound sales process.
The ideal candidate understands how modern inbound sales organizations operate across Demand Generation, Marketing Operations, Sales, and technology platforms. They will continually evaluate how leads enter the organization, how they are prioritized and routed, how quickly and effectively SDRs engage them, and where opportunities exist to improve conversion throughout the funnel.
Experience within SaaS, HCM, HR technology, payroll, or a related B2B technology environment is strongly preferred.
- Lead, coach, and develop a team of Inbound SDRs to deliver lead qualification goals across all market segments, from SMB through Enterprise, by driving effective inbound lead engagement, qualification, conversion, and sales handoff execution.
- Recruit, hire, onboard, and develop high-performing Inbound SDRs while building a strong internal pipeline of future Outbound SDRs, Account Executives, and sales talent.
- Build a high-performance culture centered on accountability, customer service, collaboration, and continuous improvement.
- Establish clear performance expectations and use call reviews, one-on-ones, data, and structured coaching to improve individual and team performance.
- Own team attainment of monthly lead qualification targets for SMB, Mid-Market, and Enterprise segments by driving effective lead engagement, qualification, conversion, and sales handoff execution.
- Develop and execute strategies to re-engage and nurture aged, recycled, and previously unqualified leads, converting dormant demand into qualified meetings, pipeline, and revenue opportunities.
- Develop and monitor key performance indicators including lead response time, lead coverage, contact rates, conversion rates, meetings set and completed, pipeline generation, and revenue contribution.
- Maintain accountability for inbound lead management SLAs, ensuring timely engagement, consistent follow-up execution, and comprehensive lead coverage.
- Forecast inbound lead volume, staffing needs, and productivity requirements to ensure appropriate capacity and service levels across changing demand patterns.
- Leverage AI, automation, sales technology, and scalable process improvements to optimize SDR productivity, while reducing manual effort and enabling SDRs to focus on the highest-value prospect interactions.
- Partner with Marketing, Sales, and Marketing Operations to optimize lead quality, scoring, prioritization, routing, qualification standards, and handoff processes.
- Stay current on HCM industry trends, customer challenges, competitive dynamics, and emerging sales technologies to strengthen the team's effectiveness and business acumen.
- Serve as the voice of the prospect by identifying recurring customer needs, objections, competitive insights, and market feedback that improve messaging and campaign effectiveness.
- 5+ years of experience in sales development, inside sales, or a related B2B sales environment, preferably within SaaS, HCM, HR technology, payroll, or a related technology industry.
- 3+ years of people leadership experience managing sales development, inside sales, or related customer-facing teams.
- Experience managing teams against inbound conversion metrics such as speed-to-lead, contact rate, qualification rate, meeting completion rate, pipeline generation, and revenue influence.
- Demonstrated ability to analyze performance data, identify root causes, and implement improvements that increase productivity and conversion.
- Strong understanding of AI, automation, and emerging sales technologies with the ability to identify practical applications that improve SDR effectiveness and customer engagement.
- Experience with CRM, sales engagement, intent, and prospecting platforms such as Salesforce, SalesLoft, Qualified, ZoomInfo, 6sense, Nooks, or similar technologies.
- Proven ability to collaborate effectively with Sales, Marketing, Marketing Operations, and other cross-functional partners.
- Excellent communication, coaching, analytical, and presentation skills.
- Bachelor’s degree in business, marketing, or a related field preferred, or equivalent relevant professional experience.
- Consistent in-office presence with flexibility for occasional travel and remote work.
Paylocity is an equal-opportunity employer.?Paylocity is committed to the full inclusion of all individuals. We recruit, train, compensate, and promote regardless of race, religion, color, national origin, sex, disability, age, veteran status, and other protected status as required by applicable law. At Paylocity, we believe diversity makes us better.???
We embrace and encourage our employees’ differences in age, culture, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion or spiritual belief, sexual orientation, socio-economic status, veteran status, and other characteristics that make our employees unique. We actively cultivate these differences through our employee resource groups (ERGs), employee experiences, perspectives, talents, and approaches to drive innovation in the software and services we provide our customers.??
We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. To request reasonable accommodation in the job application or interview process, please contact?accessibility@paylocity.com. This email address is exclusively designated for such requests, aligning with federal and state disability laws. Please do not send resumes to this email address, as they will be removed.?
The base pay range for this position is $85,000- $95,900/yr; however, base pay offered may vary depending on job-related knowledge, skills, and experience. This position is eligible for our variable commission plan and offers a full range of benefits outlined?here.?This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed. Base pay information is based on market location. Applicants should apply via?www.paylocity.com/careers. ?
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