Inside Sales Manager

Job Description

Job Description

Job Overview:

The Cortavo Inside Sales Manage r is responsible for owning and growing revenue across Cortavos existing client base. This role leads a team of Account Managers and is accountable for retention, renewals, and expansion (upsell and cross-sell) performance. This position combines leadership with hands-on revenue ownership, serving as both a coach to the team and an escalation point for high-impact client conversations related to renewals, pricing, and growth opportunities. The Cortavo Inside Sales Manager ensures that every client is positioned for long-term success while driving measurable outcomes in retained and expanded revenue. This role is accountable for pipeline discipline, forecast accuracy, and consistent quota attainment across the team. This role does not own net-new logo generation. It owns revenue growth within existing accounts after new logos are closed.

This role reports to the Client Success Director.

Responsibilities:

Leadership & Team Management

• Lead, mentor, and coach Account Managers to consistently achieve quotas across retention, renewal, and expansion revenue
• Provide ongoing performance feedback, conduct weekly one-on-ones, and hold the team accountable to pipeline, forecast, and revenue targets
• Act as a point of escalation for complex or high-risk client situations, including churn risk, renewal negotiations, and pricing conversations
• Foster a high-performance, accountability-driven culture focused on results, not activity

Revenue Ownership: Renewals, Retention & Growth

• Own renewal execution across the team, ensuring proactive engagement and on-time contract completion
• Drive retention by identifying and mitigating churn risks early
• Support and lead upsell and cross-sell motions within the existing client base
• Participate directly in key client conversations where revenue retention or expansion is at risk
• Ensure clients understand and realize value, positioning accounts for long-term growth

Pipeline & Forecast Management (Existing Accounts Only)

• Own and manage the post-sale pipeline, including renewals, upsell, and cross-sell opportunities
• Run weekly pipeline reviews to ensure all opportunities are progressing and aligned to quota attainment
• Maintain accurate forecasting for retained and expansion revenue
• Identify stalled or at-risk opportunities and intervene to drive resolution
• Enforce strong Salesforce hygiene and pipeline discipline across the team

Client Engagement & Account Strategy

• Act as an escalation point for high-value or at-risk accounts
• Guide Account Managers in building and executing account growth strategies
• Ensure consistent, proactive communication tied to renewal timelines and expansion opportunities
• Support strategic client interactions where executive alignment or deal progression is needed

Cross-Functional Alignment

• Partner with new logo sales to ensure clean and complete handoff of new logos into account ownership
• Collaborate with Service Delivery, Engineering, and Project Management to ensure delivery aligns with what was sold and supports retention and growth
• Provide feedback to leadership on pricing, packaging, and offering improvements based on client and deal insights

Reporting & Analytics

• Track and report on key metrics including retention, renewal rates, expansion revenue, churn, and pipeline health
• Use data to identify performance gaps and coach the team accordingly
• Produce weekly KPI roll-ups for leadership, ensuring visibility into quota attainment and forecast accuracy
• Provide actionable insights to improve revenue performance and account growth

Product Offering + Administration / Tools Adoption

• Maintain a deep understanding of Cortavo products and services to effectively position expansion opportunities
• Ensure all customer and opportunity data is accurately maintained in Salesforce and supporting systems
• Document client interactions, deal progression, and key notes across systems (Salesforce, Slack, etc.)
• Record key renewal and expansion conversations for training and performance improvement

Required Skills & Qualifications---

Required Experience

• Bachelors degree in Business Administration or related field
• Minimum 5+ years experience in account management, sales, or revenue-focused client roles
• Minimum 2+ years experience in a team lead or supervisory capacity
• Proven ability to manage renewals particularly multiyear contracts, drive retention, and close expansion opportunities
• Background in managed IT services, SaaS, or recurring revenue environments
• Familiarity with service delivery environments and ticketing systems
• Strong leadership, communication, and coaching skills
• Data-driven mindset with the ability to manage pipeline and forecast accurately
• Experience working cross-functionally with Service/Support, Engineering, and Projects teams
• Experience with CRM tools (Salesforce preferred)
• Excellent organizational, time management, and multitasking capabilities

Estimated Usage of Time

• 50% - Leadership and Team Management (~20 hours/week)
• 30% - Client Engagement, Renewals & Closing (~12 hours/week)
• 20% - Pipeline & Forecast Management (~8 hours/week)

What Success Looks Like

• Consistent attainment of retention and renewal targets
• Measurable growth in expansion revenue across the client base
• Strong pipeline discipline and accurate forecasting
• Reduced churn and improved account stability
• A high-performing, accountable Account Management team
• Aid the Account Management Team to Meet Quotas (the 4 Rs)
• 90% RETENTION rate
• 90% RENEWAL rate
• Minimum 1 customer REFERRAL per month
• Minimum 1 REVIEW per month
• 100% CSAT

Work Environment:

• Competitive salary, as well as employer, contributed health benefits
• Hybrid work schedule
• 401k contribution
• Access to a Company cell phone plan
• A seat on an energetic team that collaborates and pushes each other to be better
• A fast-paced but cooperative environment with endless potential for growth
• Celebration events for team and Company successes throughout the year
• Flexible work from home options available after training period.