What are the responsibilities and job description for the INSIDE SALES MANAGER position at Revenue Optics?
Inside Sales Manager
Nashville, Tennessee · Full Time · In Office
About the Opportunity
A Group Purchasing Organization is looking for an Inside Sales Manager to lead a team of Inside Sales Representatives. The company helps private and public sector organizations transform their procurement operations - unlocking category value, reducing costs, and simplifying supplier relationships across MRO, facilities, packaging, construction, business solutions, and HR services.
You will manage a team of Inside Sales Representatives, carry a portion of the account book yourself, and drive the cadences and accountability standards that keep the team performing at a high level. Your team's job is proactive outreach to prospective and lapsed members, qualifying organizations for the program, and moving the right relationships forward to senior account leadership.
Key Responsibilities
Team Leadership and Coaching
• Manage, coach, and develop a team of ISRs from onboarding through full productivity
• Run a weekly structured team meeting: scorecard review, pipeline review, action items, and issue resolution
• Review call recordings weekly and deliver rep-level coaching tied to the sales playbook
• Own the weekly scorecard to your direct manager: accounts touched, conversations held, pipeline advanced, handoffs made
• Set and hold the team to a consistent daily operating standard
Personal Book Management
• Carry a personal book of accounts alongside your management responsibilities
• Model high daily outbound call activity and demonstrate the cadence you expect of the team
• Follow up on open conversations and pending qualifications using CRM-driven prioritization
• Escalate complex or high-value opportunities to senior account leadership at the right moment
Technology and Process
• Establish and enforce same-day CRM logging as a non-negotiable team standard
• Build pipeline aging reports as the team's primary daily prioritization signal
Playbook and Program Building
• Contribute to the ISR playbook: call openers, objection responses, escalation triggers, and win patterns
• Build onboarding documentation so new ISRs can reach productivity faster
• Document what is working in real time - your cadences, talk tracks, and conversion patterns become the standard
Who We're Looking For
Required
• Proven track record managing an inside sales team in a B2B environment
• Personal outbound calling experience - you set the pace, you don't delegate it
• Experience building or enforcing a daily call cadence and CRM logging discipline within a team
• Demonstrated ability to build trust with senior account leadership and manage a clean handoff process
• Strong working knowledge of CRM systems as a personal workflow tool, not just a reporting layer
• Must be authorized to work in the United States without visa sponsorship now or in the future
• Must be based in or willing to relocate to the Nashville area - this is an in-office role
Strongly Preferred
• Experience in procurement, group purchasing, B2B services, or a consultative inside sales environment
• Prior experience in a player-coach inside sales manager role where you carried your own book while developing a team
• Background in a B2B environment where inside sales runs alongside a field or relationship-driven sales motion
Compensation & Logistics
• Competitive base salary for the Nashville market
• In office at Nashville HQ
• Culture and values assessment required as part of the hiring process