Inside Sales Manager

Integrity360 is the largest specialist IT security consultancy in the country. We secure the networks, infrastructure and information of some of the leading companies in both Ireland and the UK. We are passionate about what we do, so too must any new recruits.

Integrity360 is currently expanding at a rapid rate – could you be the newest member to our team? We are fun and dynamic and believe in constant learning and development. Progression is a typical buzz word within the organisation. #Whatsthecatch

We are looking to hire a skilled, driven and passionate sales leader to develop our Inside Sales operation. They will lead and motivate the sales team to achieve their sales goals and delight our customers. You will build a high performing sales team who can identify leads, build pipeline and ultimately close business to our customers satisfaction. As Inside Sales Manager, you will play a critical role by managing, recruiting, inspiring, training and leading the team. The successful candidate will have a consistent record of developing and building inside sales teams, and has the correct mix of business savvy, coaching ability and sales acumen. They will also develop the existing sales model across both Ireland and the UK to meet (and exceed) business goals and expectations.  

The Inside Sales Manager will monitor sales metrics and manage the entire sales process from market analysis, lead generation, opportunity progression and closing business. You will collaborate with various departments, tech professionals and subject matter experts , so it’s essential that you have excellent communication skills and feel comfortable working in a team environment. 

You will be responsible for the leadership, management and operations of the Inside Sales team who are located in our Dublin office or working remotely in Ireland and the UK. This position requires a candidate who has the ability to drive quality, productivity, and process improvements and keep pace with our growth whilst motivating the sales team to meet the challenges of an extremely dynamic customer-focused and metrics driven environment. 
You will be comfortable in a fast-paced, multi-tasked, high-energy environment and will display creative and analytical problem-solving skills with an unrelenting passion for excellent service to our customers. You will have a strong commitment to employee sales skills development (including an emphasis on selection and retention), as well as exceptional coaching skills.  

• Lead and manage the Inside Sales team to meet monthly goals, sales KPIs and forecasted opportunities & revenue/margin targets 
• Assess sales pipelines, activity & forecasts to determine sales progress & areas for refinement/improvement  
• Manage and grow a high performing team by recruiting and developing inside sales executives through coaching, whilst retaining & growing top performers 
• Lead by example, making sales calls yourself and winning customers to show you team the way 
• Presentation of sales plans, revenue and sales KPIs to Senior Management 
• Ensure disciplined use of Integrity360 Sales Methodology, Playbooks, CRM system, communication and customer management 
• Handling of escalated customer complaints  
• Build an open-communication environment both within and outside your team  
• Set and manage sales targets and behaviours for your team 
• Use customer feedback to generate ideas about new features or products
• Report on sales metrics and suggest improvements 
• Ensure that team performance reports are completed and distributed to relevant parties. 
• Effectively priorities multiple demands while ensuring customer needs are met 
• Design and manage a lead generation function that provides qualified leads to both the Inside Sales and Field Sales Teams 
• Ensure Integroty360 Data is maintained and current I.e. keep data in the systems up-to-date  
• Ensure effective coverage of all identified accounts by following the defined contact strategy in our CRM 
• Maintain regular and focused contact with members of the virtual team including, Pre-Sales, Practice Consultants, Project Management and Service teams 
• Recognise and reward the contribution of team members in a timely manner so that they are motivated and encouraged towards delivering excellence. 
• Provide great leadership on a day-to-day basis, supporting Senior Stakeholders, so that team members have a role model and a colleague to provide guidance towards continuous improvement. 
• To identify training needs and work with the Training Department in order to ensure delivery of regular, on-going training sessions to the Inside Sales team 
• Maintaining sales headcount and when necessary interview new sales professionals using the company approved competency-based interview format. 
• To effectively manage sick absence, lateness and attrition by using and following Integrity360 guidelines and procedures. 
• Create and implement best practices, sales methodologies, process, playbooks  
• Handle and solve escalations and complaints as necessary and within the set company timescales 
• To understand and analyze the departmental budget and ensure that team costs are managed and that the budget is maintained and on target. 
• To attend performance review sessions with the Senior Stakeholders and peers to present and discuss performance of the team 

• Experience managing an Inside Sales Team 
• Experience managing a Lead Generation function 
• Ability to work independently and be a self-starter while also being capable of working within a dynamic and highly distributed team environment
• Good working knowledge of the Cyber Security solutions landscape 
• Ability to communicate clearly both verbally and in written form 
• The ability to interpret reporting and analysis to drive operational and seller solutions. 

• Self-motivated with strong organizational and administrative skills 
• Ability to build relationships with customers based on knowledge of Security needs in general and Integrity360 solutions in particular 
• Have a network of high performing inside sales professionals so you can grow the team headcount as needed 
• Experience working with Cyber Partners 
• Experience of collaborating with Field sales teams to deliver commercial outcomes 
• Excellent written and verbal communication skills
• Experience in Microsoft Office  
• Ability to build relationships both internally and externally  

• Experience in managing an inside sales team, 3+ years is preferable 
• Demonstrable achievements of success in Inside Sales 
• Strong leadership and coaching abilities 
• Experience working in both Transactional and Consultative Sales 
• Self-motivated, detailed-oriented and a big appetite for high achievement in a fast-paced environment 
• Excellent attention to detail, with great planning and organisation skills 
• Strong analytical skills to increase efficiencies in the sales process and measure performance 
• Personal responsibility to hit monthly team goals & with a positive attitude 
• Ability to prioritise and handle multiple tasks at any given time 
• Strong working knowledge of Salesforce and other software applications 
• Fluency in English is a must 
• Strong analytical and organizational skills 
• Excellent interpersonal and team management skills 
• In-depth understanding of the sales administration process 
• Experience in performance management of an Inside Sales team 

• Experience in developing and improving performance by coaching and counselling sessions to ensure metrics and quality targets are achieved. 

You will have the opportunity daily to interact with other committed, talented, and equally security focused professionals in a challenging, team-oriented environment to guide and liaise on technical issues and mentor other staff members.  

• Opportunity to design and develop a high performing Inside Sales and Lead Generation function using your experience and best practice 
• Opportunity to gain experience and knowledge in a key field of expertise 

• Exposure to many sectors including Financial Services, Retail, Online Gaming and Telecommunications 
• Further education, mentoring and training to enhance your skillset 
• A team of highly experienced technology and security professionals to work with and support you. 
• A chance to work with one of the market leaders in Information Security companies (Winner of the AIB Enterprise of the Year Award 2013, Nominated for EY, EOY 2015, Winner of Best Place to Work 2016, Winner of Managed Security Service Provider 2017) 
• A company that is going from strength to strength with significant growth plans that we are achieving 

• Working in Cyber which is one of the most exciting and fastest moving sectors in IT at the moment