Director of Inside Sales Global

Duties and Responsibilities

Global Leadership & Team Development

Lead a 14-person global inside sales team across the UK US and India setting performance standards that are consistent across all regions

Manage one direct line Manager in the US who oversees a team of 5 SDRs develop that manager to lead independently and with confidence

Directly manage 3 Commercial Account Managers responsible for driving direct sales revenue coach them on pipeline management deal progression and closing

Build and maintain a high-performance culture where expectations are clear coaching is consistent and accountability is non-negotiable

Create clear career development frameworks for both the SDR and Commercial AM tracks retaining top talent and building a pipeline of future leaders

Revenue & Pipeline Performance

Own the global inside sales number pipeline generated revenue contributed and conversion rates across the SDR and Commercial AM functions

Set team and individual targets across all three regions ensuring they are ambitious fair and aligned to Matillions overall revenue goals

Partner with RevOps to build the forecasting reporting and pipeline hygiene standards that give the business full visibility of inside sales performance

Drive consistent execution of outbound and inbound sales motions ensuring the SDR function feeds high-quality pipeline to the wider sales team

Ensure the Commercial AM team is managing a clean well-qualified book of business progressing deals at pace and closing with consistency

Cross-Functional Collaboration

Partner closely with Marketing to align on demand generation campaign activity and lead quality across all regions

Work with Field Sales and Channel to ensure seamless handoffs and a joined-up go-to-market motion

Collaborate with the SVP of GTM Strategy & Operations to contribute to revenue planning headcount decisions and go-to-market strategy

Represent the Inside Sales function at senior leadership level bringing data insight and a clear point of view

Hiring & Operational Excellence

Own the hiring bar for the Inside Sales function recruit people who raise the standard not just fill the seat

Define and embed the tools processes and playbooks that enable the team to operate effectively across three time zones

Ensure CRM hygiene activity standards and reporting frameworks are consistently applied across all regions

Continuously assess team performance and take decisive action celebrate the wins address underperformance early and directly

Knowledge Skills and Experience

Advanced leadership experience you have led an SDR team an AE team or both and you have the results to prove it

Frontline credibility you have worked as an SDR or in a closing role as an Account Executive. You have done the job and that shapes how you lead

Experience managing people managers you know the difference between managing reps and developing leaders

Proven track record leading geographically distributed teams ideally across the UK US and/or India

Experience managing a direct sales motion Commercial AMs mid-market AEs or equivalent closing function

Strong data literacy you interrogate pipeline data build reports and make decisions based on evidence not gut feel

Demonstrable experience in a high-growth B2B SaaS environment

Advanced stakeholder management you can present to senior leadership and hold a room

Experience working cross-functionally with Marketing RevOps and Field Sales

Behaviours We Expect

Confidence Without Arrogance you back your decisions with data not ego

Bias for Action you move fast fix problems and do not wait for permission

Working with Integrity you do the right thing especially when it is hard

Customer Obsessed you understand the buyer journey and build your team around it

Innovate and Demand Quality you are never done improving the playbook

We Care you invest in your people and create an environment where they can thrive