Inside Sales Manager

Join SmartFinancial: Empowering Insurers with Cutting-Edge Technology

At SmartFinancial, innovation drives everything we do. Our mission is to help insurance agencies and carriers accelerate growth through powerful technology and high-intent consumer demand. Proudly voted a Best Place to Work four years running, we’re one of the fastest-growing tech companies in the nation.

As a leading insurance marketplace, we connect millions of shoppers with our expansive network of trusted insurance partners.

We’re looking for a high-performing Inside Sales Manager who is passionate about building winning teams, driving revenue, and leading from the front. This leader will play a key role in developing sales talent, executing strategy, and helping scale one of our fast-growing product lines.

This role is California-based with a hybrid schedule (3 days per week in office) while managing a fully remote team across the country.

Who You Are:

• Player Coach: You can run consultative discovery, handle objections, and close deals while leading by example.
• Sales Coach: You elevate your team through call reviews, clear scorecards, direct feedback, and performance accountability.
• Process Driven: You enforce a disciplined sales process—discovery first, diagnosis before prescription—and ensure consistent execution.
• Pipeline Leader: You know your CRM, spot forecast risk early, and connect rep activity to business results.
  Team Builder: You hire strong talent, develop performance through structured 1:1s, and motivate through recognition and accountability.

• Cross Functional Partner: You collaborate with leadership and internal teams while building relationships that open doors for your sales team.

Key Responsibilities:

Individual Contribution (First 30-60-90 Days)

• Build a qualified pipeline of insurance agencies from day one.
• Run the full sales cycle using established discovery and demo frameworks.
• Close new agency accounts to demonstrate firsthand command of the sales process you will be coaching to.

Team Leadership and Development

• Lead, coach, and develop a team of 5+ Account Executives focused on new agency acquisition.
• Identify performance gaps and diagnose root causes across process, skill, and pipeline.
• Administer rep recognition programs and SPIFF reporting.
• Lead the team through the OKR process, connecting individual goals to company targets.

Sales Execution and Methodology

• Execute and reinforce consultative discovery framework across the full team.
• Ensure reps can execute every stage: opening and agenda-setting, catalyst discovery, strategic qualification, deep problem exploration, platform demo, and closing with commitment.

Business Development and Customer Experience

• Identify, nurture, and develop relationships with insurance agents and agency leaders.
• Attend industry conferences and participate in meetings with district managers and sales leaders to build pipeline and market presence.
• Set proper expectations with customers and collaborate with internal teams to deliver on them.

Reporting and Forecasting

• Own pipeline management and hygiene in Close CRM.
• Deliver accurate weekly forecasts and surface risk early.
• Report key metrics to VP of Revenue: pipeline created and velocity, conversion rates by stage, win/loss rates, average deal size and sales cycle length, rep-level activity and quota attainment, and forecast accuracy.

Qualifications:

Must-Haves:

• 4+ years in B2B inside sales with at least 2 years in management roles (SaaS, AdTech, InsureTech, or Marketing Services preferred).
• Proven Individual and Team Performance Track Record: You can point to specific examples where you closed deals yourself and grew rep output or improved team conversion rates.
• Methodology Fluency: You have real experience with consultative or diagnostic sales approaches (Gap Selling, Challenger, Sandler, etc.) and can teach them, not just name them.

Preferred:

• Experience selling to insurance agents or agencies
• Familiarity with Close CRM or similar sales platforms.
• Knowledge of programmatic ad buying, lead distribution, or digital marketing.

• Guaranteed Base Salary: $100,000
• Uncapped Earning Potential: OTE of $180K
• Comprehensive Benefits: High-quality medical, dental, vision, and a 401(k) plan with company match
• Flexible PTO: Work hard, recharge, and bring your best self
• Career Growth: Advancement opportunities with a strong focus on promoting from within
• Hybrid: in office 3 days per week (California-based)

At SmartFinancial, we believe in working hard and playing hard. You'll be part of a supportive, dedicated team in a fast-paced and energetic environment. Our commitment to employee development ensures you have the tools and training needed to succeed. With major expansion planned for 2026, there will be more growth opportunities than ever for top performers.

We'd especially like to highlight our World Class Culture, which our employees say is the best thing about working at SmartFinancial. We have great Slack channels for work and play that keep you connected with fellow employees throughout the day.

• Summer Beach Party
• Holiday Yacht Party
• Chilli Cook-off
• Cinco De Mayo Taco Guy
• Team Outings (TopGolf, Duffy Boats, etc.)
• Company Potlucks

We also have Penny, our company mascot. Like swag themed after a pink pig wearing glasses? Just. You. Wait.

Join SmartFinancial and lead the charge in building the premier sales team in Insurtech. Apply now, and let's achieve success together!

SmartFinancial is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.