Head of Inside Sales

Role: Head of Inside Sales

Department: Sales

Reports To: Chief Operating Officer

Compensation Range: $150,000.00 annual base up to $300,000.00 OTE (commission is uncapped)

Commission: Potential to Match Base Salary at 100%

About Us

Headquartered in Berkeley, CA, Bellwether Coffee is working to positively transform the coffee industry by making coffee roasting more accessible and sustainable.

Our revolutionary electric, ventless commercial coffee roaster does not require gas lines or expensive ventilation. It’s the most consistent and controllable roaster available, has the lowest carbon footprint of any commercial roaster ever made, and was designed by coffee people who want a better future. Our roasting platform allows Bellwether customers to easily and responsibly source green coffee from incredible coffee farms around the world, expertly roast using artisan-crafted roast profiles, and share fresh, delicious coffee!

About this role

The Head of Inside Sales will own the strategy, structure, and performance of our inside sales team across US and Canada driving hardware and coffee sales to small to medium-sized businesses. This role will be responsible for leading our team of SDRs and Account Executives focused on lead conversion, pipeline development, and closing new business. The ideal candidate has experience in high-velocity B2B. You’ll oversee a team selling to independent cafés, specialty grocers, hospitality operators, and multi-unit coffee retailers who want to roast fresh coffee in-house and showcase their commitment to sustainability. This team is growing quickly so scaling the sales effort is important.

The ideal candidate has experience in high-velocity B2B sales, understands the specialty coffee space (or is eager to learn it), and can lead with both data and empathy.

You will play a critical role in developing and hitting revenue targets, optimizing sales processes, and supporting the professional development of your team. This is a leadership role for someone who thrives in a fast-paced environment, loves mentoring others, and is passionate about scaling a high-performing sales team.

Job Location

The role requires on-site presence in Berkeley a minimum of 4 days per week, as well as occasional travel to industry events and customer sites.

For the first 90 days of employment, this role is required to work onsite full-time, after which the schedule can adjust to work remotely one day per week, as business needs allow.

Primarily Responsibilities

- Lead, monitor, coach, and support a team of Sales Account Executives to meet and exceed monthly and quarterly revenue goals

- Design and implement sales playbooks, call cadences, and qualification criteria

- Drive predictable pipeline creation and conversion against monthly and quarterly goals

- Own forecasting, performance metrics, and pipeline health reporting

- Partner with marketing to align on lead quality, campaign feedback, and funnel optimization

- Identify growth opportunities within the customer base (upsell/cross-sell)

- Collaborate with Field Sales and Customer Success to ensure smooth handoffs and strong CSAT

- Recruit and onboard new sales hires, ensuring consistent training and ramp

- Collaborate with the COO and Finance to set quotas, design incentive plans, and evaluate performance

- Onboard, train, and mentor new team members to ensure a fast ramp and strong performance

- Analyze sales performance data and industry trends to inform strategy and identify areas for improvement

- Assist in deal strategy, negotiation, and closing for key or complex opportunities

- Represent the team at industry events and trade shows when needed

- Maintain CRM integrity and sales reporting dashboards

- Cultivate a culture of accountability, collaboration, and continuous learning within the team

- Perform other leadership duties and projects as assigned

Qualifications

- 5+ years of experience in B2B sales, including at least 2 years managing or leading a sales team

- Demonstrated experience in scaling sales teams up to 75.

- Demonstrated success building and leading high-performing inside sales teams

- Proven ability to with both AE and SDR motions

- Experience selling to SMBs; hardware, or SaaS sales experience a strong plus

- Excellent leadership, coaching, and communication skills

- Proven ability to drive results in a metrics-driven environment

- Forecasting, pacing, and reporting a must

- Strong organizational and analytical skills

- Proficiency with CRM systems and sales enablement tools

- Passion for sustainability and mission-driven work

- Experience in the coffee industry a plus, but not required

- Strong analytical and problem-solving capabilities

- Authorized to work in the U.S.