Inside Sales Manager
About The Position
At SmartFinancial, i nnovation drives everything we do. Our mission is to help insurance agencies and carriers accelerate growth through powerful technology and high-intent consumer demand. Proudly voted a Best Place to Work four years running, we’re one of the fastest-growing tech companies in the nation. As a leading insurance marketplace, we connect millions of shoppers with our expansive network of trusted insurance partners. We’re looking for a high-performing Inside Sales Manager who is passionate about building winning teams, driving revenue, and leading from the front. This leader will play a key role in developing sales talent, executing strategy, and helping scale one of our fast-growing product lines. This role is California-based with a hybrid schedule (3 days per week in office) while managing a fully remote team across the country.
Requirements
- Player Coach: You can run consultative discovery, handle objections, and close deals while leading by example.
- Sales Coach: You elevate your team through call reviews, clear scorecards, direct feedback, and performance accountability.
- Process Driven: You enforce a disciplined sales process—discovery first, diagnosis before prescription—and ensure consistent execution.
- Pipeline Leader: You know your CRM, spot forecast risk early, and connect rep activity to business results.
- Team Builder: You hire strong talent, develop performance through structured 1:1s, and motivate through recognition and accountability.
- Cross Functional Partner: You collaborate with leadership and internal teams while building relationships that open doors for your sales team.
Responsibilities
- Build a qualified pipeline of insurance agencies from day one.
- Run the full sales cycle using established discovery and demo frameworks.
- Close new agency accounts to demonstrate firsthand command of the sales process you will be coaching to.
- Lead, coach, and develop a team of 5+ Account Executives focused on new agency acquisition.
- Identify performance gaps and diagnose root causes across process, skill, and pipeline.
- Administer rep recognition programs and SPIFF reporting.
- Lead the team through the OKR process, connecting individual goals to company targets.
- Execute and reinforce consultative discovery framework across the full team.
- Ensure reps can execute every stage: opening and agenda-setting, catalyst discovery, strategic qualification, deep problem exploration, platform demo, and closing with commitment.
- Identify, nurture, and develop relationships with insurance agents and agency leaders.
- Attend industry conferences and participate in meetings with district managers and sales leaders to build pipeline and market presence.
- Set proper expectations with customers and collaborate with internal teams to deliver on them.
- Own pipeline management and hygiene in Close CRM.
- Deliver accurate weekly forecasts and surface risk early.
- Report key metrics to VP of Revenue: pipeline created and velocity, conversion rates by stage, win/loss rates, average deal size and sales cycle length, rep-level activity and quota attainment, and forecast accuracy.
Benefits
- Guaranteed Base Salary: $100,000
- Uncapped Earning Potential: OTE of $180K
- Comprehensive Benefits: High-quality medical, dental, vision, and a 401(k) plan with company match
- Flexible PTO: Work hard, recharge, and bring your best self
- Career Growth: Advancement opportunities with a strong focus on promoting from within
- Hybrid: in office 3 days per week (California-based)
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
