Reports to: VP of Global Sales - Immigration
Manages: Inside Sales Representatives (ISRs / Telesales)
Position Overview
We are seeking an experienced Inside Sales Manager to lead and scale our outbound sales function. This is a hands-on management role, responsible for driving day-to-day performance of our Inside Sales Representatives while building the operating discipline, coaching capability, and scalable processes required to grow the function over time.
The role sits at the heart of our revenue engine, ensuring high activity translates into qualified pipeline, strong conversion, and consistent execution aligned to our Ideal Customer Profile (ICP).
Key Responsibilities
Team Leadership & Performance Management
- Directly manage, coach, and motivate a team of Inside Sales Representatives
- Set clear performance expectations across activity, quality, and outcomes
- Run daily/weekly performance rhythms (stand-ups, 1:1s, call reviews, pipeline checks)
- Identify performance gaps quickly and implement targeted coaching or corrective action
- Support hiring, onboarding, and ramping of new team members as the function scales
Execution & Productivity
- Own day-to-day execution of outbound telesales activity (calls, follow-ups, qualification)
- Ensure consistent application of ICP criteria and qualification standards
- Monitor call quality, messaging, objection handling, and meeting conversion rates
- Balance volume with value - driving focus toward higher-quality opportunities, not just activity
Process, Tools & Reporting
- Ensure accurate and disciplined use of CRM (Salesforce) for activity, leads, and outcomes
- Track and report on key KPIs (activity, contact rates, meetings booked, pipeline created, conversion)
- Partner with Sales Ops / RevOps to improve workflows, reporting, and data quality
- Help embed tooling and automation that improves efficiency without compromising quality
Cross-Functional Alignment
- Work closely with Sales leadership, Marketing, and BDRs to ensure clean handoffs and shared targets
- Provide frontline feedback on ICP fit, messaging effectiveness, and market response
- Act as the voice of the inside sales team into leadership discussions on scale, tooling, and resourcing
Scaling the Function
- Help design a repeatable inside sales model that can scale sustainably
- Contribute to hiring profiles, onboarding frameworks, playbooks, and performance standards
- Support the evolution from “initial team” to a predictable, metrics-driven growth engine
Success Measures
- Consistent achievement of activity, meeting, and qualified pipeline targets
- Improved conversion rates from call → meeting → qualified opportunity
- Strong CRM discipline and data accuracy
- Faster ramp time for new hires
- A motivated, coached, and accountable inside sales team
- Clear evidence that inside sales is contributing meaningfully to pipeline and revenue growth
Experience & Skills
- Proven experience managing an inside sales or telesales team in a B2B environment
- Strong coaching capability - able to improve performance through observation and feedback
- Hands-on leadership style; comfortable being close to the detail
- Experience scaling or professionalizing an inside sales function is a strong plus
- Confident using CRM and performance data to manage outcomes
- Clear, direct communicator with high standards and low tolerance for ambiguity
Personal Attributes
- Execution-focused and highly organized
- Comfortable with pace, accountability, and performance conversations
- Pragmatic builder - able to improve what exists rather than over-engineering
- Respected by frontline sellers and credible with senior leadership
- Resilient, calm under pressure, and commercially minded
Compensation & Benefits:
- Salary Range: $80,000 - $100,000 (depending on geographic region, internal equity, job-related knowledge, skills, and experience, among other factors)
- Medical, Dental, and Vision Insurance
- 401(k) Retirement Plan with Company Match
- Flexible Spending Accounts and Health Savings Account
- Life Insurance, Short-Term Disability, and Long-Term Disability Coverage
- Company Paid Holidays and Paid Time Off
- Paid Parental Leave
- Pet Insurance
- Travel Assistance Services
- Legal and Identity Theft Protection Plans
- Commuter Benefit Subsidy
- Employee Recognition Programs
- Referral Bonus Opportunities
Company Overview
CIBT is the leading global provider of visa and immigration services for corporations and individuals. The Company offers a comprehensive suite of services under two primary brands: Newland Chase, focused on global immigration strategy and advisory services for corporations worldwide, and CIBTvisas, the market leader for business and other travel visa services for corporate and individual clients.
CIBT operates in a fast-paced, growth-oriented environment with a strong focus on scalability, controls, transparency, and value creation.