Director, Inside Sales

Overview

The Director of Inside Sales is responsible for scaled revenue generation while providing thought leadership for the broader Paychex growth strategy. This newly created position serves as the overall leader, setting the strategy and operating model for Inside Sales within a specified Paychex sales business unit. This position will have accountability for monthly, quarterly, and annual targets, while managing cross-functional relationships and cultivating an inclusive culture for high performing teams.

This is an ideal position for a passionate Inside Sales expert with high EQ who will build this new organization into a scalable, consistent model engaging sales leaders to achieve an aligned go-to-market strategy for maximum coverage, growth and return. This is a senior-level role that will have strong leadership experience in managing teams and delivering results while leading the organization through change.

Responsibilities

• Lead and create a new Inside Sales organization from the ground up along with developing and executing an organizational strategy that effectively covers customer segments aligned to the go-to-market design.
• Continuously define and refine the key sales processes that can be consistently operationalized and create a clear execution plan that allows the company to exceed business targets and scale.
• Collaborate with other sales leaders to develop a comprehensive sales coverage approach that provides the right levels of support to our customers and prospects.
• Participate in territory planning, account segmentation and allocation to maximize sales resources.
• Define and optimize metrics, measures, and data infrastructure in partnership with the Finance team.
• Proactively leverages and adapts new technology in the selling motion.
• Responsible for the development of an effective process for the recruitment, selection and on-boarding of new Inside Sales team members.
• Drive and inspect operational processes and compliance with key sales tools to document the sales process, the forecast, lead dispositioning, activities with strong data integrity.
• Collaborates with the Sales Enablement team to develop a plan to on board new inside talent and continuously refresh the Inside Sales on solutions, industry knowledge, technical skills and sales skills.
• Responsible for establishing and cultivating the culture for high performance teams.
• Accountable to overall performance management and employee development program for Inside Sales.
• Provide leadership for the day-to-day operations of Inside Sales to execute the charter, achieve key performance indicators while maintaining alignment on the companys longer-term strategic goals.
• Provide direction and leadership to direct line resources while also providing guidance to dotted line functions to operate as an integrated go-to-market inside function.
• Collaborate with support functions in Sales Strategy and Human Resources to develop plans for onboarding new sales talent and continuously stay refreshed on Inside Sales solutions, industry knowledge, and relatable skills.

Qualifications

• 10+ years of experience in people leadership with at least 5+ years as leader of leaders.
• Demonstrated change management and people development skills required
• 10+ years of experience in highly analytical, strategic, growth roles with diversified complexity required
• 3+ years of experience in Inside Sales leadership
• Prior experience with building new teams from the ground up and organizational change management preferred
• Prior experience with HCM technology sales preferred
• Prior experience with small/medium B2B model preferred
• Highly analytical with an ability to support ideas with numbers.
• Extremely collaborative with a track record of successful outcomes from leading and working across a complex organization.
• Creative, self-starter with outstanding work ethic, who takes initiative and has a high bias for action who can operate successfully with a high degree of independence.
• Demonstrated superior communication skills both with senior executives and with line level teams.
• May be required to travel 10-25% of the time for purposes of attending Conference, training sessions and/or other sales meetings.

Responsibilities

• Lead and create a new Inside Sales organization from the ground up along with developing and executing an organizational strategy that effectively covers customer segments aligned to the go-to-market design.
• Continuously define and refine the key sales processes that can be consistently operationalized and create a clear execution plan that allows the company to exceed business targets and scale.
• Collaborate with other sales leaders to develop a comprehensive sales coverage approach that provides the right levels of support to our customers and prospects.
• Participate in territory planning, account segmentation and allocation to maximize sales resources.
• Define and optimize metrics, measures, and data infrastructure in partnership with the Finance team.
• Proactively leverages and adapts new technology in the selling motion.
• Responsible for the development of an effective process for the recruitment, selection and on-boarding of new Inside Sales team members.
• Drive and inspect operational processes and compliance with key sales tools to document the sales process, the forecast, lead dispositioning, activities with strong data integrity.
• Collaborates with the Sales Enablement team to develop a plan to on board new inside talent and continuously refresh the Inside Sales on solutions, industry knowledge, technical skills and sales skills.
• Responsible for establishing and cultivating the culture for high performance teams.
• Accountable to overall performance management and employee development program for Inside Sales.
• Provide leadership for the day-to-day operations of Inside Sales to execute the charter, achieve key performance indicators while maintaining alignment on the companys longer-term strategic goals.
• Provide direction and leadership to direct line resources while also providing guidance to dotted line functions to operate as an integrated go-to-market inside function.
• Collaborate with support functions in Sales Strategy and Human Resources to develop plans for onboarding new sales talent and continuously stay refreshed on Inside Sales solutions, industry knowledge, and relatable skills.

Qualifications

• 10+ years of experience in people leadership with at least 5+ years as leader of leaders.
• Demonstrated change management and people development skills required
• 10+ years of experience in highly analytical, strategic, growth roles with diversified complexity required
• 3+ years of experience in Inside Sales leadership
• Prior experience with building new teams from the ground up and organizational change management preferred
• Prior experience with HCM technology sales preferred
• Prior experience with small/medium B2B model preferred
• Highly analytical with an ability to support ideas with numbers.
• Extremely collaborative with a track record of successful outcomes from leading and working across a complex organization.
• Creative, self-starter with outstanding work ethic, who takes initiative and has a high bias for action who can operate successfully with a high degree of independence.
• Demonstrated superior communication skills both with senior executives and with line level teams.
• May be required to travel 10-25% of the time for purposes of attending Conference, training sessions and/or other sales meetings.