Startup Careers

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Senior Director, Inside Sales at Carbon Black
Waltham, MA, US

Carbon Black is hiring a Senior Director, Inside Sales to be based in Waltham, MA.  As Inside Sales Sr. Director, you’ll play a key role in our company’s growth strategy. Reporting to the SVP Global Inside Sales, you will be responsible for coaching and leading the development and growth of our Northeast Region’s Inside Sales Team. In this role, successful candidates will leverage their sales and sales management expertise to optimize all facets of Carbon Black’s inside sales process, and lead their teams to forecast and deliver predictable revenue for the company.


As a people manager, you will be required to support your team through mentorship, sales coaching and training, weekly 1:1 meetings, and career development discussions. Experience with innovative lead development and lead generation programs, analysis and reporting, organizational planning, sales process optimization, and sales program implementation are critical for this position.


What You'll Do

  • Provide overall leadership and management of our Northeast Region’s Corporate and SMB Inside Sales Representatives
  • Recruit, train, develop, motivate and lead the Inside Sales team in pursuit of bookings goals
  • Measure, inspect and deliver on KPIs
  • Provide an accurate assessment of pipeline and opportunity management; accurately forecast weekly/monthly/quarterly bookings
  • Ensure delivery of monthly, quarterly and annual sales goals
  • Identify, continuously improve, and integrate all sales processes and policies, as well as sales model optimization
  • Partner closely with Marketing and Channel teams to develop lead generation for net new and add-on sales
  • Lead cross-functional initiatives in support of sales process improvement and enablement
  • Oversee resource planning, reporting, territories, incentives and communications for assigned region


What You’ll Bring

  • Track record of success as an Inside Sales leader exceeding revenue goals at a high growth company
  • Excellent analytical and business intelligence skills
  • Expertise in Salesforce and other sales enablement tools and technologies
  • Demonstrated ability to translate data and metrics into actionable business insights
  • Excellent verbal, written, and presentation skills and business acumen
  • Career champion, with proven experience in coaching and developing reps and managers
  • Proven success in creating and implementing sales programs and tools that motivate teams
  • Proven ability to manage through change
  • Experience selling software – high-growth SAAS experience a plus
  • 10+ years combined sales and sales management experience
  • BA/BS or equivalent combination of education and experience