At Advantive, we make purpose-built software for specialty manufacturing and distribution businesses that streamline complex processes, optimize operations visibility and throughput, and drive improved quality, profitability, and revenue growth. Deeply embedded in our customers’ businesses, Advantive’s software solutions add value along the full manufacturing and distribution lifecycle.

Our customers, who include corrugated and packaging manufacturers, equipment and supply wholesale distributors, and automotive and other specialty manufacturers, benefit from our solutions that have been honed over decades in the marketplace. We know our customers’ businesses intimately and deliver software to address their needs.

Summary

We are seeking a proven Manager to own and drive Inside Sales to achieve our target new logo growth. This leader will build a high-performing team of inside Sales Reps who regularly overachieve quotas. They will lead and coach the Inside Sales team with high velocity and consistency. They will be a proactive and productive member of the sales leadership team and strong collaborator across all teams.

Responsibilities

• Drive +10% revenue growth new logo bookings
• Deliver repeatable, predictable, and profitable revenue through disciplined and scalable teams and processes with a strong focus on accurate forecasting and no surprises
• Build and scale a high performing inside sales team with high velocity and achievement
• Manage the end-to-end inside sales process to drive efficiency, as measured by shortening of the sales cycle and reduction of the cost per acquisition
• Drive the sales methodology and process with strong discipline and predictability
• Run the playbook to continuously improve lead scoring, qualification, and conversion
• Rigorously employ the sales and marketing tech stack to contact the right prospects more quickly, optimize sales team production, and increase close rates
• Partner with Marketing to develop strategies and tactics that leads to high quality leads and that the inside sales team has high conversion rates, resulting in a lower cost of sales
• Enable rapid addition of capacity and productivity through partnership with sales enablement on a rigorous and highly effectively, performance-based bootcamp and overall enablement capability
• Incorporate leverage and career development into the Inside Sales organization through the hiring and enablement of less experienced team members
• Utilize a robust coaching / professional development program to build and drive a high-performing team
• Utilize and optimize KPIs and metrics (revenue and operating) to measure and continuously improve performance and productivity
• Run a rigorous performance management playbook including: setting clear expectations on performance, measuring key leading indicators and activities to quickly identify issues/gaps early, making outcome-based decisions early and often
• Lead with clear alignment and cross-functional collaboration with internal teams: Sales, Marketing, Customer Success, Professional Services, Support, Product, and Sales Enablement
• Collaborate with finance, product management, and marketing on messaging, pricing strategies, and business models to achieve ARR goals
• Partner with Customer and Products leadership to achieve continuous improvement of net retention
• Demonstrate extreme ownership as a leader of a fast-paced, growing team

Competencies

• Urgency – Operate at a high pace with a strong focus on results
• Growth Mindset – Actively learn and embrace the playbook and operating rigor while constantly working to improve
• Disciplined Execution – Passion for metrics and process and an attitude exemplified by creating value for clients and delivering superior financial results
• People Developer – Hands-on, authentic, high energy leader; actively engage in constructive feedback, coaching and mentorship on both short-term performance management and longer-term development opportunities with a focus on identifying and retaining top talent and being quick to exit underperforming talent
• Proactive problem-solving – ability to proactively identify issues, rapidly analyze information, and present and achieve solutions
• Accountability – Do what you say you are going to do and hold others accountable as well
• Clarity and Communication – Consistently communicates clearly, verbally and in writing
• War-Time Leader – Lead with clarity and directness, work with a focus on driving specific results, exemplify perseverance and grit, always in control (calm, sharp thinking even during the “stormiest of seas”), and proactively respond to a rapidly changing environment while driving to a successful outcome
• Change Agent – Know how to drive change across the organization by enrolling others, making tough decisions, and driving to outcomes
• Constant Dedication – level of dedication is always the same, on matters small and large, doesn’t matter whether it’s “practice” or an “important matchup,” the intensity remains the same
• Outcome-oriented - ability to operate in a fast-paced environment with a focus on consistent achievement and overachievement of quotas across one or more measures of performance

Requirements

• Bachelor’s degree
• B2B Software Experience Required
• 5+ years of quota carrying sales and experience as an individual contributor
• Consistent track record of overachieving quota
• Experience growing revenue from sub-scale to scale, with strong double digit YoY growth
• Experience leading high-performing inside sales teams with a history of quota over achievement
• High energy, driven, and confident with the ability to establish instant credibility and rapport with stakeholders, customers, and your team

Job Type: Full-time

Pay: $1.00 - $2.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental pay types:

• Commission pay

Work Location: Hybrid remote in Tampa, FL 33609

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