Manager, Inside Sales

About Salient Systems

Salient Systems develops and markets open-platform video management and surveillance software used by enterprises critical infrastructure operators and security professionals across North America and internationally. The company offers both on-premise and hybrid-cloud solutions enabling customers to deploy systems that match their operational security and compliance needs. Salients platform philosophy emphasizes ease of use and flexibility best-of-breed integrations and long-term customer value.

Salient Systems is at an inflection point. The market for video surveillance and video management is evolving rapidly from camera-centric systems to software-driven platforms combining on-prem cloud analytics and enterprise integrations. Salient is well-positioned in this transition with a differentiable platform strong installed base and an executive sales team aligned around disciplined growth.

Position Summary

The Manager Inside Sales is responsible for leading and developing a team of Inside Sales Representatives focused on driving revenue growth through channel partners existing customers and direct sales opportunities. This leader will be accountable for bookings pipeline generation quote conversion forecast accuracy and overall team productivity.

The ideal candidate is a hands-on sales leader who coaches develops and holds the team accountable while actively participating in strategic opportunities and partner relationships.

Key Responsibilities

Team Leadership

Recruit hire onboard and develop Inside Sales Representatives.

Establish performance expectations and accountability measures.

Conduct weekly one-on-ones and pipeline reviews.

Provide ongoing coaching on sales process product knowledge and channel engagement.

Develop succession plans and career paths for team members.

Revenue Growth

Drive achievement of monthly quarterly and annual revenue targets.

Monitor pipeline health and conversion rates.

Ensure timely follow-up on all quotes and opportunities.

Identify growth opportunities within existing customers and partners.

Assist with closing strategic opportunities when necessary.

Channel Partner Support

Strengthen relationships with integrators distributors and technology partners.

Ensure rapid response to partner inquiries and quote requests.

Drive partner-generated pipeline and revenue.

Coordinate partner promotions programs and enablement activities.

Sales Process Excellence

Enforce CRM discipline and forecast accuracy.

Monitor sales activity and performance metrics.

Improve quote turnaround times and quote-to-order conversion rates.

Standardize best practices across the team.

Cross-Functional Collaboration

Work closely with Regional Vice Presidents Marketing Product Management and Operations.

Provide market feedback to leadership.

Support product launches and sales initiatives.

Participate in strategic planning and forecasting activities.

Key Performance Indicators

Revenue Metrics

Quarterly Bookings

Revenue Attainment (% to Plan)

Expansion Revenue

Partner-Sourced Revenue

Pipeline Metrics

Pipeline Created

Pipeline Coverage Ratio

Opportunity Conversion Rate

Forecast Accuracy

Operational Metrics

Quote Turnaround Time

Quote-to-Order Conversion Rate

CRM Data Quality

Lead Response Time

Leadership Metrics

Team Quota Attainment

Employee Retention

Employee Development

Performance Improvement Success

Preferred Qualifications

5 years of sales leadership experience.

Experience leading inside sales teams in technology security surveillance SaaS or channel-driven organizations.

Proven track record of exceeding revenue targets.

Strong forecasting and pipeline management skills.

Experience working with channel partners distributors and system integrators.

Proficiency with Salesforce and modern sales tools.

Excellent coaching communication and leadership skills.

Additional Requirements

Candidates will be subject to a background check in accordance with federal and state regulations.

Equal Employment Opportunity
Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race color sex religion sexual orientation national origin disability genetic information pregnancy or any other protected characteristic as outlined by federal state or local laws.

This policy applies to all employment practices within our organization including hiring recruiting promotion termination layoff recall leave of absence compensation benefits training and transfer. Salient Systems makes hiring decisions based solely on qualifications merit and business needs at the time.