Inside Sales Team Lead - Federal

ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality dive equipment, and today we're proud to manage 3,000 supplier partnerships and over 50,000 products.

About the Role

The Inside Sales Manager (Team Lead) is responsible for leading and developing a high-performing inside sales team through effective planning, coaching, and operational oversight. This role includes interviewing and hiring prospective Inside Sales Representatives, conducting monthly one-on-one performance reviews, and establishing clear expectations while tracking and documenting individual and team performance.

Responsibilities

• Lead and develop a high-performing inside sales team through coaching and operational oversight.
• Interview and hire Inside Sales Representatives; conduct monthly one-on-one performance reviews.
• Establish clear performance expectations and track/document individual and team performance.
• Territory planning to ensure full market coverage, identify whitespace opportunities, and manage sales pipelines.
• Support reps in understanding and advancing opportunities; lead consistent team meetings.
• Oversee workload distribution and adjust responsibilities to optimize efficiency and results.
• Provide daily on-the-job training and execute structured training plans.
• Deliver constructive feedback to improve team members' strengths and weaknesses.
• Align coaching efforts with broader organizational training initiatives (e.g., CFS, PI).
• Identify and maximize training/development opportunities during daily sales activities.
• Actively engage in deal strategy for major opportunities.
• Maintain situational awareness of market dynamics: products, vendors, competitors, customers, and contracts.
• Track and analyze win/loss data to drive better outcomes across the team.
• Maintain high standards of customer service; follow up on customer issues and complaints.
• Develop in-depth knowledge of contract vehicles and ensure compliance with export rules.
• Manage after-sale processes to ensure clients can track and close out orders.
• Collaborate with other departments to overcome internal bottlenecks.
• Prioritize daily activities and oversee accurate Salesforce data entry.
• Guide team members on best practices for sales activity and communication.
• Review and approve quotes; assist with pricing strategies.
• Maintain organized and timely communication via email and internal channels.
• Analyze reports using AWS, Salesforce, and Excel to evaluate sales activity, historical performance, and pipeline opportunities.

Requirements

• Candidates currently holding the title of "Senior Inside Account Manager" are highly preferred.
• At least 3 years of experience with ADS, including a minimum of two years in Inside Sales or Markets.
• Strong understanding of Oracle and Salesforce.
• Deep knowledge of ADS contract vehicles and proven expertise in deal strategy.
• Bachelor’s degree preferred; equivalent professional experience in management or leadership may substitute.

Qualifications

• Ability to work effectively within a team and collaborate across multiple business functions.
• Highly detail-oriented, organized, and capable of managing competing priorities.
• Strong critical thinking skills and ability to make independent decisions with minimal direction.
• Team-first mindset with a focus on collaboration.

Pay

The salary range for this role is $80,000 to $130,000, representing base compensation. Actual compensation will be determined based on education, experience, and skills. Full-time employees are eligible for uncapped commission based on performance.

Benefits

• Company-sponsored 401(k).
• Medical, dental, vision, and prescription drug benefits.
• Healthcare and dependent day care flexible spending accounts.
• Life insurance.
• Well-being resources, including an employee assistance program and fitness plans.