Director of Inside Sales - Global in Manchester

About the Role

The Director of Inside Sales is a newly created role at Matillion designed to bring structure, leadership, and scale to a global inside sales function spanning the UK, US, and India. Based out of our Manchester HQ on a hybrid basis, you will lead a team of 14 across two distinct sales motions: pipeline generation through a blended SDR function and direct revenue through a team of Commercial Account Managers. This role requires a seasoned leader who has previously managed sales teams in these motions, understands the difference between activity and impact, and can build high‑performance cultures. You will work directly with the SVP of GTM Strategy & Operations to shape how Inside Sales functions at Matillion globally, consistently, and at pace.

Responsibilities

• Global Leadership & Team Development
  • Lead a 14‑person global inside sales team across the UK, US, and India—setting performance standards that are consistent across all regions.
  • Manage one direct line Manager in the US, who oversees a team of 5 SDRs—develop that manager to lead independently and with confidence.
  • Directly manage 3 Commercial Account Managers responsible for driving direct sales revenue—coach them on pipeline management, deal progression, and closing.
  • Build and maintain a high‑performance culture where expectations are clear, coaching is consistent, and accountability is non‑negotiable.
  • Create clear career development frameworks for both the SDR and Commercial AM tracks—retaining top talent and building a pipeline of future leaders.
• Revenue & Pipeline Performance
  • Own the global inside sales number—pipeline generated, revenue contributed, and conversion rates across the SDR and Commercial AM functions.
  • Set team and individual targets across all three regions, ensuring they are ambitious, fair, and aligned to Matillion's overall revenue goals.
  • Partner with RevOps to build the forecasting, reporting, and pipeline hygiene standards that give the business full visibility of inside sales performance.
  • Drive consistent execution of outbound and inbound sales motions—ensuring the SDR function feeds high‑quality pipeline to the wider sales team.
  • Ensure the Commercial AM team is managing a clean, well‑qualified book of business—progressing deals at pace and closing with consistency.
• Cross‑Functional Collaboration
  • Partner closely with Marketing to align on demand generation, campaign activity, and lead quality across all regions.
  • Work with Field Sales and Channel to ensure seamless handoffs and a joined‑up go‑to‑market motion.
  • Collaborate with the SVP of GTM Strategy & Operations to contribute to revenue planning, headcount decisions, and go‑to‑market strategy.
  • Represent the Inside Sales function at senior leadership level—bringing data, insight, and a clear point of view.
• Hiring & Operational Excellence
  • Own the hiring bar for the Inside Sales function—recruit people who raise the standard, not just fill the seat.
  • Define and embed the tools, processes, and playbooks that enable the team to operate effectively across three time zones.
  • Ensure CRM hygiene, activity standards, and reporting frameworks are consistently applied across all regions.
  • Continuously assess team performance and take decisive action—celebrate the wins, address underperformance early and directly.

Qualifications

• Advanced leadership experience—led an SDR team, an AE team, or both, with proven results.
• Frontline credibility—worked as an SDR or in a closing role as an Account Executive.
• Experience managing people managers—understands the difference between managing reps and developing leaders.
• Proven track record leading geographically distributed teams—ideally across the UK, US, and/or India.
• Experience managing a direct sales motion—Commercial AMs, mid‑market AEs, or equivalent.
• Strong data literacy—interrogates pipeline data, builds reports, and makes decisions based on evidence.
• Demonstrable experience in a high‑growth B2B SaaS environment.
• Advanced stakeholder management—can present to senior leadership and hold a room.
• Experience working cross‑functionally with Marketing, RevOps, and Field Sales.

Benefits

• Company equity.
• 30 days holiday + bank holidays.
• 5 days paid volunteering leave.
• Health insurance.
• Life insurance.
• Pension.
• Access to mental health support.

Compensation

This role’s estimated annual salaried pay range is £99,680 – £149,520. Because it is eligible for variable pay in the form of sales commissions, your total annual on‑target earnings will be between £142,400 – £213,600. The final salary will be based on your relevant skills, experience, and qualifications demonstrated in the hiring process.

Employment Information

Matillion is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type. Matillion does not discriminate on the basis of race, colour, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.