Senior Director, Inside Sales

In this role you will

Define what "good" looks like. Establish, monitor, and enforce critical daily inside sales baseline metrics (e.g., dial thresholds, talk-time targets, connection physics, and conversion throttles) across our 3 direct channels: New Sales, Renewals, and legacy Win-Backs (Paid-in-Full accounts).

Serve as a dedicated mentor and execution coach to our 8 frontline sales managers. You will build internal leadership modules, running standard call calibrations and role-playing frameworks to elevate them from top-producing reps into highly analytical, structured leaders.

Address current operational inefficiencies by restructuring how leads are routed, throttled, and assigned. You will ensure that our highest-converting closers maximize high-intent volume, rather than letting legacy account behaviors mask underlying conversion gaps.

Act as the direct catalyst for integrating cutting-edge conversational AI and QA automation tools (e.g., real-time coaching interfaces, automated scorecard mapping) to transition the department away from manual, spreadsheet-based call scoring.

Work in lockstep with our strict Underwriting and Risk teams. You will bridge the natural tension between sales velocity and credit box realities, coaching your managers to train reps to navigate complex objections seamlessly within non-prime underwriting guidelines.

Role Requirements
High-Velocity Inside Sales Mastery: 4+ years of experience specifically leading short-cycle, high-volume transactional inside sales teams (1- to 5-day sales cycles, ideally with 1-touch or First-Call Close dynamics). You live, breathe, and sleep talk-time numbers and connection data.

Multi-Layer Leadership Scale: 3+ years of experience directly managing managers within a structured, multi-layered inside sales hierarchy, overseeing an aggregate department of 50+ individual contributors.

The "Ancillary / High-Objection" Excellence: Direct experience leading teams that sell high-objection, premium, or non-prime products where conversion requires absolute phone grit (e.g., alternative business funding/MCA, subprime consumer or auto finance, high-volume warranty/insurance extensions, direct-to-consumer home security).

Turnaround Mindset: A proven track record of entering an under-managed or unstructured sales floor and successfully implementing performance management systems, scorecard transparency, and clear performance improvement plans (PIPs).

Data Literacy over Intuition: The ability to look past raw team revenue numbers to uncover hidden inefficiencies, leverage CRM (Salesforce) data patterns, and restructure compensation multipliers to drive specific behavioral outcomes.

Skills Required
8+ years of sales experience with at least 3 years managing managers
4+ years of short-cycle, high-volume inside sales management experience
3+ years overseeing a full department or business unit with P&L or heavy quota accountability
Bachelor's degree
MBA
Ability to quickly digest complex data sets and translate into actionable sales strategies
Experience in financial services or fintech
Exceptional verbal and written communication with executive influence capability
Experience building and mentoring front-line and mid-level sales leaders