Director of Inside Sales

ABOUT THE OPPORTUNITY

We are seeking a dynamic and strategic Inside Sales Director to join our rapidly growing residential and business services company. This is a newly created role that offers a unique opportunity to build and shape our sales enablement and training function from the ground up. As a key member of our team, you will have the autonomy to make an immediate and measurable impact on our sales organization performance while working in a fast-paced, entrepreneurial environment.

This role is ideal for a proven sales leader who thrives on creating structure from ambiguity, has a passion for developing talent, and wants to leave their mark on a growing organization.

ABOUT THE ROLE

The Inside Sales Director will be responsible for designing, implementing, and executing a comprehensive sales enablement and training strategy across our inside sales organization. You will work closely with account managers and customer service representatives (CSRs) to elevate sales capabilities, optimize processes, and drive measurable improvements in close rates and revenue generation.

Initially, this role will focus on individual contributor responsibilities, as you build out a dedicated sales team as the function matures and scales.

KEY RESPONSIBILITIES

Sales Enablement & Training

- Design and implement comprehensive onboarding programs for new hires across Account Manager and CSR roles

- Develop and deliver ongoing sales training programs focused on consultative selling, objection handling, and closing techniques

- Create sales playbooks, training materials, and enablement content tailored to B2C residential and business services tailored to phone and email interactions

- Conduct regular skills assessments to identify gaps and customize training interventions

- Lead certification programs to ensure consistent sales execution across the team

- Provide one-on-one coaching and ride-alongs (call shadowing) to reinforce learning and drive behavior change

Sales Methodology & Process Optimization

- Introduce and implement proven sales methodologies that align with our B2C sales model

- Analyze current sales processes and identify opportunities for improvement to increase conversion rates

- Standardize best practices across the EDP organization to drive consistency and scalability

- Develop and refine sales scripts, talk tracks, and messaging frameworks

- Create a feedback loop between sales execution and process refinement

CRM Implementation & Adoption

- Lead the implementation and optimization of Microsoft Dynamics CRM across the EDP team

- Drive user adoption through hands-on training and change management

- Establish CRM standards, workflows, and reporting dashboards to improve visibility and accountability

- Ensure data integrity and proper utilization of CRM features to support the sales process

- Partner with sales and leadership to continuously enhance system functionality

Sales Team Build Out

- Lead go-to-market transformation from Account Managers and Customer Service Representatives to a best-in-class, decentralized inside sales organization

- Hire & train Inside Sales Reps in local operating markets across the country

- Ensure consistent process, training, tools and metrics across the organization, while tailoring smaller details to the local markets.

- Create a high-performing sales culture focused on meeting sales targets and signing customers to long-term service relationships with EDP.

Performance Management & Analytics

- Establish key performance indicators (KPIs) to measure sales effectiveness and enablement program impact

- Monitor sales metrics, pipeline health, and conversion rates to identify trends and opportunities

- Provide regular reporting to leadership on training effectiveness and sales performance improvements

- Use data-driven insights to iterate and improve enablement programs

- Develop performance improvement plans for underperforming team members

Cross-Functional Collaboration

- Partner with the VP of Commercial Strategy to align enablement initiatives with broader business objectives

- Collaborate with marketing to ensure sales and marketing alignment on messaging and lead generation

- Work with Regional Vice Presidents and General Managers to identify opportunities in their respective markets and support sales growth in their markets.

- Work with operations to stay current on service offerings and competitive positioning

- Act as the voice of the sales team, providing feedback to leadership on market conditions and customer insights

QUALIFICATIONS

Required Experience & Skills

- 7+ years of experience managing and leading inside sales teams, preferably in B2C environments

- Proven track record in sales enablement, sales training, or sales operations roles

- Demonstrated success in building sales training programs from scratch or transforming underperforming teams

- Strong understanding of B2C sales cycles, consumer behavior, and consultative selling techniques

- Experience implementing and driving adoption of CRM systems (Microsoft Dynamics experience strongly preferred)

- Expertise in sales methodologies and frameworks

- Exceptional presentation, facilitation, and coaching skills with the ability to inspire and motivate teams

- Strong analytical skills with the ability to translate data into actionable insights

- Experience in residential services, home services, field services, or related industries is a plus

Personal Attributes

- Entrepreneurial mindset with comfort building in ambiguous, fast-paced environments

- Self-starter who takes ownership and drives initiatives independently

- Strategic thinker with strong execution capabilities

- Collaborative leader who can influence without direct authority

- Results-oriented with a track record of meeting or exceeding goals

- Adaptable and resilient in the face of change

- Passion for developing people and celebrating team wins

- Excellent communication skills with the ability to engage audiences at all levels