Inside Sales Manager

Key Responsibilities

• Directly manage, coach, and motivate a team of Inside Sales Representatives
• Set clear performance expectations across activity, quality, and outcomes
• Run daily/weekly performance rhythms (stand-ups, 1:1s, call reviews, pipeline checks)
• Identify performance gaps quickly and implement targeted coaching or corrective action
• Support hiring, onboarding, and ramping of new team members as the function scales
• Own day-to-day execution of outbound telesales activity (calls, follow-ups, qualification)
• Ensure consistent application of ICP criteria and qualification standards
• Monitor call quality, messaging, objection handling, and meeting conversion rates
• Balance volume with value - driving focus toward higher-quality opportunities, not just activity
• Ensure accurate and disciplined use of CRM (Salesforce) for activity, leads, and outcomes
• Track and report on key KPIs (activity, contact rates, meetings booked, pipeline created, conversion)
• Partner with Sales Ops / RevOps to improve workflows, reporting, and data quality
• Help embed tooling and automation that improves efficiency without compromising quality
• Cross-functional alignment: work closely with Sales leadership, Marketing, and BDRs to ensure clean handoffs and shared targets
• Provide frontline feedback on ICP fit, messaging effectiveness, and market response
• Act as the voice of the inside sales team into leadership discussions on scale, tooling, and resourcing
• Scaling the Function: help design a repeatable inside sales model that can scale sustainably
• Contribute to hiring profiles, onboarding frameworks, playbooks, and performance standards
• Support the evolution from “initial team” to a predictable, metrics-driven growth engine

Success Measures

• Consistent achievement of activity, meeting, and qualified pipeline targets
• Improved conversion rates from call → meeting → qualified opportunity
• Clear evidence that inside sales is contributing meaningfully to pipeline and revenue growth

Experience & Skills

• Proven experience managing an inside sales or telesales team in a B2B environment
• Strong coaching capability - able to improve performance through observation and feedback
• Hands-on leadership style; comfortable being close to the detail
• Experience scaling or professionalizing an inside sales function is a strong plus
• Confident using CRM and performance data to manage outcomes
• Clear, direct communicator with high standards and low tolerance for ambiguity

Personal Attributes

• Execution-focused and highly organized
• Comfortable with pace, accountability, and performance conversations
• Pragmatic builder - able to improve what exists rather than over-engineering
• Respected by frontline sellers and credible with senior leadership
• Resilient, calm under pressure, and commercially minded

About Us

CIBT is a leading global provider of immigration and visa services for corporations and individuals, operating in 25 countries worldwide. With more than 30 years of experience, CIBT is the trusted service provider to many of the world’s leading companies, including a majority of the Fortune 500. CIBT delivers a comprehensive suite of services through two primary brands: Newland Chase, a wholly owned subsidiary specializing in global immigration strategy and advisory services for corporate clients worldwide, and CIBTvisas, a market leader in business and travel visa services for both corporate and individual clients. Through its global expertise and extensive network, CIBT helps organizations and travelers navigate complex travel and immigration requirements in a fast, convenient, and secure manner.

Equal Employment Opportunity

CIBT is committed to building a diverse, equitable, and inclusive workplace where all employees and applicants are treated with respect and dignity. We provide equal employment opportunities to all qualified applicants and employees without regard to race, color, ethnicity, national origin, religion or belief, sex, gender, gender identity or expression, sexual orientation, age, disability, medical condition, marital or family status, veteran status, genetic information, or any other characteristic protected by applicable local law. CIBT is committed to providing reasonable accommodations throughout the recruitment and employment process for individuals with disabilities or other accessibility needs.