Role Description The Inside Sales Manager – North America has overall responsibility for managing sales development, support and maintenance renewals, and operational sales reporting support across the North America region. The role ensures that marketing-generated leads are effectively qualified and converted into pipeline opportunities, existing customers successfully renew maintenance and support agreements, and sales leadership is supported through accurate reporting, pipeline visibility, and CRM process discipline. - Manage MQLs through the entire Sales Qualification Cycle, documenting progress in Salesforce CRM - Lead and manage two Sales Development Representatives assigned to North America East and West regions in addition to managing two Inside Sales Account Executives responsible for renewal business across East and West territories - Own and optimize the Marketing-to-Sales handoff process (MQL to SQL) - Drive support and maintenance renewals, achieving year-over-year retention targets of 95%+ - Oversee daily, weekly, and monthly renewal cycles and maintain renewal forecast visibility - Partner with Sales Leadership, Customer Success, and Finance teams to maximize customer retention and identify upsell opportunities - Support North America Vice President of Sales and Senior Finance Sales Business Partner with sales metrics and reporting activities - Assist in maintaining pipeline integrity and forecasting visibility within Salesforce - Provide weekly sales activity reports, pipeline updates, forecast summaries, quarterly business reviews, and annual sales projections - Ensure Salesforce CRM data integrity, process compliance, and pipeline hygiene standards - Adopt and maintain CRM and ERP systems including Salesforce and SAP for opportunity, quote, and renewal management - Provide input to marketing and sales leadership regarding campaigns, messaging, and sales process improvements - Behave in a professional and ethical manner in all internal and external interactions and comply with company policies and guidelines Position is eligible for variable compensation (commissions). Qualifications - Occasional travel to Utimaco North America offices and company meetings required - Strong collaboration skills across remote and distributed teams required - Position reports to North America Sales Leadership - Experience working within cybersecurity, enterprise software, or infrastructure technology environments preferred - Applicants must be authorized to work in the U.S. for any employer. We are unable to sponsor work visas for this position - Proven track record managing Sales Development Representatives (SDRs) and inside sales team - 7+ years of relevant sales experience - Salesforce (or CRM) experience Requirements - Bachelor’s degree (BA) or equivalent experience (nice to have) - Call center or high-volume sales environment experience (preferred) Benefits - 99% Employer paid premium for Medical, Dental and Vision benefits - 401k Employer Match - FSA and Dependent Care Account - Short-Term Disability, Long-Term Disability, Life Insurance and AD&D - Employee Assistance Program - Generous PTO and Holiday Policy - An open and friendly corporate culture characterized by constructive and collaborative interaction - A flexible working hours model that can be adapted to individual needs