Senior Manager, Inside Sales
Job Summary
Job Description
The Senior Manager, Inside Sales will lead and scale the Inside Sales team to convert self-serve users and inbound leads into paying customers, driving revenue through product adoption and customer expansion. Responsibilities include hiring, mentoring, setting KPIs, coaching on sales techniques, optimizing processes, and managing pipeline and forecasts. The role requires collaboration with Product, Marketing, and Customer Success teams. The ideal candidate has 10+ years in SaaS sales, 6+ years in sales leadership, and a strong understanding of product-led growth. The role requires working in alignment with U.S. time zone hours: 6:30 PM to 3:30 AM IST.
Must have:
- 10+ years in SaaS sales
- 6+ years in sales leadership
- Understanding of product-led growth dynamics
- Experience with CRM tools and sales engagement platforms
- Data-driven mindset
- Strong coaching ability and communication skills
- Ability to manage change
Perks:
- Generous remuneration package
- Employee Stock Purchase Plan Enrollment
- 30 days of earned leave
- Extra day off for your birthday
- Various other leaves
- Premium Group Medical Insurance
- Professional development reimbursement
- Interest subsidy on loans
5 skills required
Job Details
We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease.
We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Manager, Sales and help us do what we do best: propelling business forward.
Lead and scale our Inside Sales team within our Product Led Growth motion. This team plays a pivotal role in converting self-serve users and inbound leads into paying customers, accelerating the product journey with a human touch. As the Sales Manager, you'll be responsible for enabling your team to drive revenue through product adoption, customer expansion, and smart sales engagement.
This role is ideal for a sales leader who understands the nuances of Product led growth and knows how to balance traditional sales excellence with modern, user-centric engagement strategies.
Key Responsibilities
Team Leadership & Development
- Hire, onboard, and mentor a high-performing team of Inside Sales Representatives
- Set clear goals and KPIs aligned with revenue and product adoption targets
- Coach team members on consultative selling, discovery, and product demos
- Foster a culture of speed-to-lead, experimentation, and data-informed selling
Sales Strategy & Execution
- Define and optimize processes for qualifying, engaging, and converting product-qualified leads (PQLs)
- Align team activities with broader go-to-market strategies and marketing campaigns
- Ensure leads are routed appropriately and enterprise opportunities are escalated to AEs
- Pipeline & Forecast Management
- Own team pipeline metrics and revenue forecasts
- Monitor CRM hygiene and ensure accurate deal progression and reporting
- Identify trends in performance metrics and implement tactical improvements
- Collaboration & Cross-Functional Leadership
- Partner with Product, Marketing, and Customer Success to align efforts across the PLG funnel
- Provide feedback loops to Product and Marketing on user behavior, objections, and competitive insights
- Champion the voice of the user and sales learnings in product roadmap discussions
- Revenue & Growth Focus
- Manage team performance against monthly/quarterly revenue goals
- Support reps in closing expansion deals, upgrades, and multi-seat opportunities
- Drive initiatives to improve trial-to-paid conversion and increase average deal size
What You Bring
- 10+ years in SaaS sales, with 6+ years in a sales leadership or team lead role
- Proven success managing inside sales teams or SDRs in a product-led or high-velocity sales environment
- Strong understanding of product led growth dynamics and product-qualified leads
- Experience with CRM tools (e.g., Salesforce, HubSpot) and sales engagement platforms
- Data-driven mindset with the ability to interpret usage metrics and drive performance from insights
- Strong coaching ability and communication skills, both technical and business-focused
- Ability to manage change, scale processes, and contribute strategically at a high-growth company
- This role requires working in alignment with U.S. time zone hours: 6:30 PM to 3:30 AM IST.
Success Metrics
- Attainment of team revenue targets (new MRR + expansion)
- Lead response time and conversion rate improvements
- Rep productivity and quota attainment
- Forecast accuracy and pipeline coverage
- Customer product adoption post-sale
Here’s what we offer:
Compensation
- Generous remuneration package
- Employee Stock Purchase Plan Enrollment
Vacation, Family, and Health
- 30 days of earned leave
- An extra day off for your birthday
- Various other leaves like marriage leave, casual leave, maternity leave, and paternity leave
- Premium Group Medical Insurance for employees and five dependents, personal accident insurance coverage, and life insurance coverage
- Professional development reimbursement
- Interest subsidy on loans - either vehicle or personal loans.
Together, We Make Progress
Progress is an inclusive workplace where opportunities to succeed are available to everyone. As a multicultural company serving a global community, we encourage a wide range of points of view and celebrate our diverse backgrounds. Our unique combination of perspectives inspires innovation, connects us to our customers and positively affects our communities. It is only by working together and learning from each other that we make Progress. Join us!
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