What are the responsibilities and job description for the Internal Technical Sales Director position at Universal Load Banks?
Company Description
Universal Load Banks (ULB), is a global leader in the design and manufacture of stationary and portable load banks used in critical industries such as aerospace, military, and industrial applications. Known for its reliability and expertise, ULB also offers a comprehensive line of load banks tailored for the power generation market. Load banks simulate operational electrical loads on power sources to ensure their performance under real-life conditions. With decades of innovation, ULB continues to lead in providing advanced and high-quality solutions.
Role Summary
The Inside Technical Sales Director leads our inside sales organization to deliver scalable revenue growth across existing accounts and new business. This role combines commercial leadership with strong technical acumen—owning pipeline generation, conversion, forecasting accuracy, and sales process excellence. Responsibilities also include managing all aspects of the quoting process, including standard and non-standard quotes, bid generation, and proposal development. As you build and coach a high performing team Inside Sales team, this role will ensure consistency, accuracy, and strategic alignment in all quoting activities as you partner closely with Business Development (Marketing and Product Development), elevate our use of Sales Force CRM/enablement tools, and drive forecasting predictably through data-driven results.
Key Responsibilities Leadership & Strategy • Set the inside sales strategy aligned to annual revenue targets (product expansion recommendation, renewals, cross-sell/upsell). • Design territory models and coverage plan for ULB SDR’s (Sales Development Representatives) to meet pipeline and booking goals. • Establish and continuously refine the inside sales operating model (Cadence, Service Level Agreements, Handoffs to Custom Service Manager, Direct Strategic Sales Account Manager (FUTURE)). • Build and maintain a culture of accountability, learning, and high performance. Revenue & Pipeline Ownership • Own Sales Force pipeline creation targets and conversion rates across the full inside sales funnel stages (Marketing Qualified Lead → Opportunity → Closed Won). • Partner with marketing on demand generation, lead scoring, and campaign-torevenue attribution; ensure proper following adherence and feedback loops for any sales accepted leads. • Oversee account prioritization, book management, and outbound sequencing into target segments/ICP. • Drive expansion motions (cross-sell/upsell) across install base in collaboration with Customer Success and Product. Sales Process, Methodology & Enablement • Implement, standardize, and coach proven sales methodologies tailored to technical selling. • Define qualification criteria, discovery frameworks, and value-based talk tracks. • Partner with Sales Enablement to deliver onboarding, ongoing training, product immersion, objection handling, and competitive intel. • Establish playbooks for verticals/use cases and ensure rigorous adoption. Technical Depth & Solution Selling • Ensure the team can translate technical capabilities into business outcomes and ROI, leveraging Sales Engineers/Subject Matter Experts when needed. • Oversee demo readiness, solution configuration, and light technical validation steps for inside-led cycles. • Provide customer feedback to Product on roadmap priorities, packaging, and pricing. Forecasting, Analytics & Tools • Own weekly/monthly forecasting with high accuracy; leverage CRM for data-driven decision making. • Define and monitor KPIs (Establish); create dashboard visibility for reps, managers, and leadership. • Drive CRM hygiene, process compliance, and automation; evaluate and optimize the sales tech stack (CRM, dialer, sequencing, intent, conversational intelligence, CPQ, quoting). Team Management & Talent • Recruit, hire, and retain top inside sales talent; build bench strength and succession plans. • Coach managers and reps through call reviews, deal strategy, and performance plans. • Implement incentive compensation plans aligned to company objectives; manage quarterly SPIFFs. Cross-Functional Collaboration • Align with segmentation, rules of engagement, and establish deal handoffs. • Partner with VP of Sales and COO on quotas, capacity models, comp design, and forecasting. • Collaborate with Legal on standard terms, playbooks, and risk mitigation; related to BIDS (Commercial/Government) and/or large opportunities. • Provide leadership COO and VP of Sale insights via Quarterly Business Reviews. CRM Management • Oversee the configuration, maintenance, and optimization of the CRM system. • Ensure data integrity and accuracy across all customer records. • Train team members on CRM best practices and usage. • Generate and analyze CRM reports to support decision-making and improve customer engagement. • Collaborate with IT and sales teams to implement new CRM features and integrations.
Required Qualifications • 8 –12 years of B2B sales experience with 5 years leading inside sales teams selling technical products (e.g. test and measurement, hardware, engineered solutions). • Demonstrated success owning revenue targets $10M–$100M and scaling teams (e.g., 15–60 SDRs). • Strong grasp of sales methodologies (MEDDICC/Challenger/etc.), pipeline math, and quota/capacity planning. MEDDICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition) • Fluency with CRM (Salesforce) and sales tools as needed • Proven ability to translate complex technical value into business outcomes and ROI for technical and non-technical buyers. • Excellent leadership, coaching, communication, and change-management skills. • Data-driven with advanced proficiency in forecasting, funnel analysis, and win/loss reviews.
Preferred Qualifications • Experience leading hybrid/remote inside teams across multiple time zones. • Familiarity with channel/partner motions (Distributors, Value Added Resellers (VARs), OEMs) and rules of engagement. • Bachelor’s degree in engineering, business, or related field; MBA or equivalent experience a plus. Core Competencies • Commercial Acumen: Pricing, packaging, negotiation, and deal strategy. • Technical Fluency: Understands specs, architecture, integrations, and can guide value-based demos. • Operational Excellence: Process design, cadence, compliance, and enablement. • Coaching & Talent Development: Builds high-performing teams and promotes from within. • Analytical Rigor: Forecast accuracy, KPI ownership, and data storytelling. • Customer Centricity: Consultative approach with empathy for buyer journey and post-sale outcomes. • Collaboration: Works seamlessly with Product, Marketing, Customer Service, Finance, and Legal. Success Metrics (KPIs) • Bookings & Revenue: Achieve/Exceed quarterly and annual targets (new expansion). • Pipeline Health: Coverage ratio (e.g., 3–4×), stage conversion rates (% of deals that move from one stage to the next), velocity/cycle time (initial qualification to close). • Forecast Accuracy: Within ±5–10% at weekly and monthly intervals. • Productivity: Attainment per rep, quota capacity utilization, ramp time to first deal/full quota.
Tools & Systems • CRM: Salesforce and Microsoft 365 • CPQ & Quoting: Salesforce CPQ • Analytics: CRM dashboards (To Be Created) • Collaboration: Teams, SharePoint
Compensation & Benefits • Comp Structure OTE (On-Target Earning): Base Variable aligned to revenue and KPI attainment; team and individual components. • Benefits: Medical, dental, vision, 401(k) with match, PTO, professional development. Work Environment • Schedule: Standard business hours with flexibility to support multi-time-zone customers. • Location: Onsite • Equipment: Company-provided hardware/software, secure remote access. Travel Requirements • Ability to travel up to 15% of the time for client meetings, conferences, and team coordination. • Travel may include domestic and international destinations depending on business needs. • Must maintain flexibility for occasional short-notice trips.
Equal Opportunity Statement
Universal Load Banks is an Equal Opportunity Employer. We celebrate diversity and are committed to providing an inclusive environment for all employees. We consider all qualified applicants without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected status.