Inside Sales HUB Director

Overview

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges. Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve. You’ll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about—locally and globally. Come make an impact every day at Zebra.

Job Description

We are seeking a dynamic and driven Inside Sales leader to spearhead the continued growth and development of our Inside Sales Hub located in London. The Hub Director will build and manage daily operations, ensuring sales teams are well-supported and prepared to achieve their goals. They will collaborate across departments—Marketing, IT, HR, product teams, finance, and the Inside Sales Center of Excellence—to align and support the inside sales organization. The role involves leading cross‑functional teams, establishing new hubs, and ensuring successful execution of inside sales playbooks. The Director is a key leadership position responsible for overseeing and driving the sales strategy within the organization, managing Sales Managers, and fostering a high‑performance sales culture.

Responsibilities

Sales Strategy and Execution: Support the execution of the Hub, ensuring consistency and alignment with Zebra’s goals and objectives across hubs; maintain and build additional playbooks. Collaborate with the Inside Sales COE Leader to develop and refine inside sales best practices and playbooks. Develop and execute strategic sales plans to achieve company objectives and revenue targets. Plan, implement, and manage Zebra’s sales strategy while adapting to market trends and competitive landscapes. Integrate persona‑based prospecting to tailor sales approaches that resonate with different customer profiles.

Team Leadership and Development: Lead, mentor, and inspire a high‑performing sales team, including Sales Managers and Senior Sales Managers, to achieve individual and collective sales goals. Assess team performance and potential leaders and foster development through established programs, mentoring, and individualized growth areas. Demonstrate expertise in change management, guiding the sales team through transformations with minimal disruption.

Client Relationship Management: Lead the team with a customer‑first approach by identifying desired outcomes and value drivers, presenting tailored solutions, co‑developing success plans, and ensuring ongoing alignment on KPI goals and progress to create shared value. Build and maintain long‑lasting, strong relationships with customers while partnering with them to understand their business objectives and needs.

Performance Management: Meet or exceed annual sales targets and ensure alignment with regional/territory goals. Harness Salesforce CRM to enhance sales processes and drive revenue growth. Utilize data analytics to assess sales performance, identify trends, and implement strategies for improvement. Collaborate with sales operations and finance teams to develop accurate forecasts and plans.

Market Analysis and Adaptation: Stay informed about industry trends, customer needs, and competitor activities, using insights to adapt sales strategies and maintain a competitive edge. Provide valuable input to product development based on market demands and customer feedback.

Cross‑Functional Collaboration: Work closely with impact teams—including product development, sales engineering, specialist teams, customer success and support, marketing, finance, sales operations—to ensure alignment of sales efforts with overall business objectives.

Work Location: Will work in the office 5 days a week with your amazing Sales team.

Qualifications

• 10+ years of applicable work experience—including Inside Sales space
• Proven success in sales management and a track record of achieving sales targets
• Strong strategic thinking and the ability to make go‑to‑market strategy and operating practice changes
• Excellent coaching and leadership skills, with the ability to foster a high‑performance sales culture
• Experience with persona‑based prospecting and outcome‑based selling
• Deep understanding of the product portfolio, industry‑specific trends, and competitive landscape
• Strong analytical skills and experience with data‑driven decision‑making
• Exceptional communication and negotiation skills

Benefits and Compensation

Incentive Compensation: In addition to base pay, Zebra offers this role an opportunity to earn variable compensation in the form of commission for achieving quota, at 67%, in accordance with the terms of the applicable sales incentive plan.