Senior Manager, Inside Sales

Computer Task; United States; On-site; USD 100,000 - 130,000; Full time

Job summary

CTG is seeking a Senior Manager, Inside Sales to design and lead a scalable inside sales program that converts target accounts into SQLs and a qualified pipeline.

Reporting to the CMO, the leader will initially supervise one team member and will hire, onboard, coach, and expand the team as the program grows, partnering with Marketing, Sales, and Ops to align targeting and messaging.

Qualifications

• Seven+ years in progressive B2B inside sales or demand generation, including team leadership.
• Proven track record building or scaling inside sales programs and generating SQLs.
• Strong knowledge of complex B2B sales cycles, ABM, lead qualification, and pipeline management.
• Proven ability to develop outbound strategies, multi-channel cadences, scripts, and coaching programs.
• Ability to translate data into clear insights, priorities, and executive recommendations.
• Excellent leadership, communication, collaboration, and change-management skills.
• Bachelor’s degree in business, marketing, communications, or related field.

Responsibilities

• Build the inside sales operating model with clear roles, workflows, SLAs, territories, and growth roadmap.
• Drive SQL creation with outbound/inbound programs that generate qualified opportunities.
• Lead from the front through prospecting, calling, emailing, and booking meetings.
• Manage and develop the team with goals, coaching, performance reviews, onboarding.
• Develop targeting/outreach strategies with Marketing and leadership for ICPs and cadences.
• Manage lead flow with acceptance, speed to lead, routing, recycling, and handoffs.
• Optimize conversion with funnel analysis and improvement of contact rates and conversion.
• Own the technology workflow: sales engagement, CRM, data, and verification tools.
• Ensure data quality with accurate records and reliable reporting.
• Report performance with dashboards and regular updates on activity and pipeline.
• Scale staffing, budget, productivity, and tech to grow the function.

Skills

Inside sales leadership

Sales development

Account-based selling

Data-driven decisions

Leadership & coaching

Cross-functional collaboration

Process optimization

Education

Bachelor's degree in business/marketing/communications

Tools

SalesLoft

HubSpot

ZoomInfo

ZeroBounce

Job description

CTG is seeking a Senior Manager, Inside Sales to build and lead the company’s inside sales program, creating a scalable engine that converts target accounts and marketing engagement into sales-qualified leads (SQLs) and qualified pipeline. Reporting to the Chief Marketing Officer, this leader will initially supervise one team member and will have responsibility for hiring, onboarding, coaching, performance management, and expanding the inside sales team as the program grows.

The role will remain hands-on in daily execution, prospecting, analytics, and process development while partnering closely with Marketing, Sales, Sales Operations, and business leaders to align targeting, messaging, qualification, routing, and follow-up.

Key Responsibilities

• Build the function: Design and implement the inside sales operating model, including roles, workflows, service-level agreements, qualification standards, territories, capacity plans, governance, and a roadmap for team growth.
• Drive SQL creation: Own SQL goals and develop outbound and inbound follow-up programs that generate qualified opportunities for the business.
• Lead from the front: Personally prospect, call, email, qualify, and book meetings while the program and team scale.
• Manage and develop the team: Set goals, provide coaching, review calls and outreach, establish performance standards, and create onboarding and training programs.
• Develop targeting and outreach strategies: Partner with Marketing, Sales, and business leaders to define ideal customer profiles, priority accounts, buyer personas, triggers, messaging, cadences, and campaign plays.
• Manage lead flow: Establish clear processes for lead acceptance, speed to lead, qualification, routing, recycling, follow-up, and sales handoff.
• Optimize conversion: Analyze funnel performance and continuously improve contact rates, meeting conversion, SQL conversion, opportunity creation, and pipeline contribution.
• Own the technology workflow: Configure and optimize sales engagement, CRM, intent and contact data, enrichment, and email-verification tools to support efficient, compliant outreach.
• Ensure data quality: Maintain accurate records, required activity capture, clean contact data, consistent dispositions, and reliable reporting.
• Report performance: Build dashboards and deliver regular updates on activity, conversion, SQL volume, pipeline contribution, team productivity, experiments, risks, and recommended actions.
• Scale responsibly: Develop the staffing, budget, productivity, and technology plan required to grow the inside sales function as demand increases.

Measures of Success

• SQL volume and attainment against agreed monthly and quarterly targets
• SQL acceptance rate and progression to sales opportunity
• Qualified pipeline sourced or influenced by inside sales
• Speed to lead and follow-up completion
• Target-account coverage, contact rates, reply rates, meetings booked, and show rates
• Conversion rates by campaign, source, segment, persona, and representative
• CRM and contact-data accuracy, completeness, and hygiene
• Representative productivity, ramp time, and performance consistency

Required Qualifications

• Seven or more years of progressive B2B inside sales, sales development, business development, or demand generation experience, including at least three years leading a team or function
• Demonstrated success building or scaling an inside sales or sales development program and consistently generating SQLs and qualified pipeline
• Strong working knowledge of complex B2B sales cycles, account-based selling, lead qualification, pipeline management, and sales and marketing alignment
• Proven ability to develop outbound strategies, multichannel cadences, call scripts, email messaging, qualification frameworks, and coaching programs
• Ability to translate data into clear insights, priorities, experiments, and executive recommendations
• Excellent leadership, communication, collaboration, and change-management skills
• Comfort operating as both a strategic program builder and a hands-on individual contributor in an evolving environment
• Bachelor’s degree in business, marketing, communications, or a related field, or equivalent professional experience

Technology Proficiency

• SalesLoft: Advanced proficiency creating cadences, managing activity, monitoring engagement, supporting call coaching, and driving representative adoption
• HubSpot: Advanced proficiency with CRM workflows, lifecycle stages, lead routing, reporting, dashboards, data governance, and sales and marketing alignment
• ZoomInfo: Advanced proficiency building target lists, identifying buying committees, researching accounts, enriching data, and applying intent or trigger signals
• Email verification tools: Working knowledge of ZeroBounce or similar platforms for validating contact data, reducing bounce risk, and supporting sender reputation
• Familiarity with conversation intelligence, intent data, enrichment, dialer, scheduling, and sales analytics tools is preferred

Excellent verbal and written English communication skills and the ability to interact professionally with a diverse group are required.

CTG does not accept unsolicited resumes from headhunters, recruitment agencies, or fee based recruitment services for this role.

The expected base salary for this position ranges from $100,000 to $130,000. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, market factors, and where applicable, licensure or certifications obtained. In addition to salary, a competitive benefit package is also offered.

About CTG

CTG, a Cegeka company, delivers IT and business solutions that enhance clients’ digital agility, empowering them to seize new opportunities and overcome any challenge. Backed by more than 60 years’ experience and a commitment to being a reliable, results-driven partner, we work shoulder to shoulder with clients to shape digital together. Our vision is to be an indispensable partner to our clients and the preferred career destination for digital and technology experts. With more than 9,000 team members in over 15 countries, we combine global expertise with local insight to deliver innovative solutions. We operate across the Americas, Europe, and India, working with over 3,000 clients in many of today's highest-growth industries.

Together, we shape what’s next—working shoulder to shoulder to deliver impactful solutions for our clients and society. Our culture is built by the people who work at CTG, the values we hold, and the actions we take. It's a living, breathing thing that is renewed every day through the ways we engage with each other, our clients, and our communities. At CTG, you’ll find a workplace where you are encouraged to grow, supported in your ambitions, and empowered to shape your own career journey. For more information, visit www.ctg.com.

CTG will consider for employment all qualified applicants including those with criminal histories in a manner consistent with the requirements of all applicable local, state, and federal laws.

CTG is an Equal Opportunity Employer. CTG will assure equal opportunity and consideration to all applicants and employees in recruitment, selection, placement, training, benefits, compensation, promotion, transfer, and release of individuals without regard to race, creed, religion, color, national origin, sex, sexual orientation, gender identity and gender expression, age, disability, marital or veteran status, citizenship status, or any other discriminatory factors as required by law. CTG is fully committed to promoting employment opportunities for members of protected classes.