Director of Inside Sales

The Director of Inside Sales will play a critical role in transforming our Sales Team into a high-velocity, data-powered sales engine that leverages technology, actionable insights, and relationship-driven strategies to dominate B2B sales in the promotional products industry. This role will be responsible for architecting a modern sales playbook that marries human expertise with predictive analytics, automation, and CRM optimization to scale revenue and customer retention. This person will be a key leader managing and supporting the Sales Team in creating and enhancing key client relationships, developing strategic plans, and improving the overall sales and customer experience processes. This role will report to the Chief Sales Officer (CSO) and will work closely with the Director of Customer Success. The ideal candidate is an experienced, customer-focused leader with a passion for sales performance, team development, and continuous improvement. 

This role is an exempt hybrid position located in Philadelphia, PA with an opportunity to take advantage of our work-from-anywhere policy 2 days a week.
 

Key Accountabilities:

1. Build a Data-Driven Sales Culture
   1. Implement a metrics-first framework (e.g., lead-to-close velocity, customer lifetime value, predictive churn signals) to replace intuition with insights.
   2. Train the Sales Team to use real-time dashboards, AI-tools, CRM tools (Fireflies,SugarCRM), to prioritize and close sales at scale. 
   3. Increase Virtual-to-Order ratio by 10% by integrating data-driven art recommendations and client behavior analytics.
2. Account Executive Leadership, Management & Accountability
   • Provide Leadership, Management, and Accountability (LMA) over Account Executives within the sales organization.
   • Support in setting, planning, and pacing toward Action Plan metrics (AP) and sales goals; track and report progress.
   • Monitor KPIs like lead conversion rates, client retention, and order size growth.
   • Use CRM software to track performance and refine sales activities.
   • Support Account Executives in high level conversations with leadership at key accounts to drive revenue growth.
   • Conduct weekly data-driven coaching sessions using recorded sales calls, CRM activity metrics, and win/loss analysis.
   • Ensure adoption of CRM hygiene, tool utilization and upskilling. 
3. Sales Team Training & Development
   • Coach, train, and mentor the Sales Team on best sales practices, skill enhancement, and professional growth
   • Facilitate regular SPIN selling skill-building sessions and provide actionable feedback to elevate team performance and drive sales effectiveness.
   • Work with the current Sales Support and Junior Account Executive team members to ensure skillset development as team members transition into new roles by providing support, coaching and mentorship.
   • Foster a performance-driven culture through training, recognition, and accountability.
4. Sales Strategy:
   • Serve as a thought partner for overall Pop! Promos sales strategy and drive results
   • Revisit lost opportunities, understanding key reasons for not closing orders and introduce strategies for capturing repeat business.
   • Collaborate with the Marketing team to develop targeted campaigns for untapped segments.
   • Utilize customer segmentation data to hyper-target accounts.
   • Partner with Marketing to deploy account-based campaigns informed by analytics and CRM insights.
   • Recover 10% of lost opportunities through root-cause analysis and other playbooks.
5. Voice of the Customer Advocacy & Customer Experience Enhancement
   • Understand and act as the voice of the customer, advocating for their needs, providing feedback and preferences to drive customer-centric improvements.
   • Collaborate with Art team to understand client feedback on art and improve the Virtual-to-order ratio (currently 25%)
   • Understand industry-specific challenges, such as seasonality and event-driven demand.
   • Serve as the point of contact for issue resolution escalations. 
6. Sales Process 
   • Identify opportunities to streamline and improve the customer journey and sales processes to maximize efficiency and customer satisfaction as well as align with company goals.
   • Collaborate with cross-functional teams to support the implementation of tools, processes, and best practices that enhance the end-to-end customer experience and improve efficiency.

Requirements:

• 5+ years in sales leadership roles inside the promotional products industry
• Passion for coaching and empowering sales teams to reach their full potential.
• Proven track record supporting overall sales strategy with documented results in accelerated revenue growth.
• Proven experience in sales management, account development, and team leadership.
• Strong relationship-building skills with the ability to engage and influence key stakeholders.
• Strategic thinker with excellent organizational, planning, and communication skills.
• Strong understanding of customer behavior 
• Experience using CRM platforms, sales pipeline management tools, reporting, and data to inform decisions.

About Pop! Promos

Pop! Promos is a prior INC 500 and PHILLY 100 Award-winning company and one of the fastest growing suppliers in the $25B U.S. Branded Merchandise Industry. Our focus is on delivering excellent products & customer service to the highest performing distributors in North America. We are a standout in the promotional product industry, where we are driven by our 3 Uniques: bespoke product offerings, proactive distributor support, and guaranteed delivery with unlimited inventory. We are a people-first company that values hard work, innovation, collaboration and employee career growth. We offer a competitive compensation and benefits package, a hybrid work environment and a fun culture!

Compensation and Benefits:

• Competitive base salary commensurate with experience and market
• Generous PTO policy including flex holidays
• Health Insurance, including dental and vision
• Retirement plan with competitive company match
• Company paid Life Insurance
• Voluntary ancillary insurances
• Frequent company-sponsored team activities

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.