Inside Sales Manager - Revenue Operations

Company Description Our client is a leading engineering and manufacturing company specializing in high-performance mixers and agitators for industrial processing sectors across North America and international markets. Their customer base includes major organizations in energy, chemicals, water treatment, and natural resources. Job Description Our client is looking for a highly structured and data-oriented Inside Sales Manager to oversee and enhance their inbound sales engine and refine their engineered sales processes. This position is responsible for managing the inbound pipeline, overseeing marketing automation systems, and driving the performance of the inside sales team. The successful candidate will lead a team of four Inside Sales Engineers, design and optimize HubSpot programs, and collaborate closely with Application Engineering to ensure seamless handoffs, strong technical discovery, and improved conversion rates. In addition to operational responsibilities, this role contributes strategically by integrating the company's education-driven engineering approach into inbound marketing, consultative selling, and outbound OEM account development. Your Main Objective Drive faster account progression and higher win rates by implementing structured sales cadences, segmentation strategies, inbound initiatives, and disciplined outbound activities—while maintaining CRM accuracy and adherence to defined processes. Key Responsibilities 1. Inside Sales Team Leadership Manage, coach, and evaluate Inside Sales Engineers. Implement structured daily routines, call coaching, and account development methodologies. Review CRM activity, ensuring data quality, opportunity accuracy, and proper qualification. Conduct weekly pipeline reviews using standardized qualification frameworks. Support business development initiatives such as presentations, technical sessions, and collaborative engagements with Sales and Engineering teams. 2. Inbound Marketing & Engineering Brand Alignment Embed an education-first, engineering-driven brand approach into revenue generation activities. Develop and refine inbound marketing programs aligned with technical learning strategies. Convert technical materials (case studies, application insights, educational content) into targeted nurture campaigns. Translate marketing efforts into actionable Inside Sales playbooks and structured discovery approaches. Reinforce positioning as a trusted engineering partner rather than a commodity supplier. Track and optimize conversion metrics across the full funnel (MQL SQL Application Engineering Closed Deals). Improve progression through segmentation strategies and behavior-based automation. 3. Marketing Automation & HubSpot Management Oversee HubSpot configuration including workflows, sequences, lead scoring, routing, and attribution. Design and execute targeted email campaigns by persona and industry vertical, including A/B testing strategies. Manage tracking frameworks (UTMs) and campaign performance reporting. Monitor email deliverability, database health, and compliance standards. Ensure CRM data integrity and lifecycle governance. Leverage AI-powered tools to enhance efficiency and response quality. 4. Outbound Sales Development (OEM Focus) Expand inbound success into structured outbound initiatives, particularly for OEM and strategic accounts. Design targeted outreach programs for industrial and OEM clients. Build segmentation models tailored to long-cycle engineered sales. Guide Inside Sales Engineers in strategic prospecting within defined industries. Establish multi-channel, multi-touch outreach cadences. Track account development progress and tier movement. Produce monthly reports analyzing account progression and identifying root causes for stalled opportunities. 5. Cross-Functional Alignment Act as the central coordination point between Sales, Marketing, and Application Engineering. Define and maintain clear ownership across lead management, discovery, quoting, and handoffs. Establish consistent and repeatable weekly operational rhythms. Improve collaboration and reduce friction in delivering engineered solutions. Ensure marketing efforts translate into measurable and consistent sales behaviors. Qualifications Minimum 5 years of experience in inside sales management, sales operations, or revenue operations within technical or industrial B2B environments. Experience within Machinery Manufacturing is preferred. Strong hands-on experience with HubSpot (workflows, sequences, scoring models, attribution). Experience supporting long sales cycles involving engineered solutions or capital equipment. Proven track record in account development (OEM or strategic accounts preferred). Proficiency in Microsoft 365, CRM analytics, and reporting tools. Experience implementing AI-supported sales processes. English Fluency is a must. Strong analytical mindset with the ability to enforce structured processes and accountability. How Ideal Are You? You are highly analytical, process-oriented, and structured, with a strong understanding that technical sales rely on trust and knowledge transfer. You value educational marketing over lead volume alone and understand how to translate brand positioning into consistent, scalable sales execution. You are comfortable building systems that support long-term account growth and holding technical sales teams accountable to data-driven performance standards. Why This Opportunity? Join a growing organization where your impact is clearly visible. Work alongside a collaborative team focused on accountability and continuous improvement. Opportunity to influence systems, processes, and overall growth strategy. Competitive compensation within a supportive and team-focused environment.