Manager - Inside Sales

Position Summary

The Manager – Client Account Growth is responsible for leading a high-performing inside sales team focused on expanding revenue within the existing client base. This role drives strategic upsell and cross-sell initiatives by identifying growth opportunities, developing sales talent, and ensuring consistent execution against financial targets.

This leader combines operational discipline with sales coaching expertise—building a culture of accountability, performance, and client-centered growth.

Key Responsibilities

Revenue & Performance Leadership

• Own and deliver assigned revenue and growth targets across the existing client portfolio
• Develop and execute strategies to identify upsell and cross-sell opportunities within the client base
• Monitor pipeline health, forecast accuracy, and conversion metrics
• Establish KPIs and performance dashboards to drive accountability and transparency
• Optimize sales processes to improve efficiency, close rates, and client experience

Team Leadership & Talent Development

• Recruit, interview, and hire high-quality internal and external sales candidates
• Set clear expectations, activity standards, and performance benchmarks for all team members
• Provide ongoing coaching, call reviews, and skills development to improve effectiveness
• Conduct regular performance reviews and hold team members accountable for results
• Manage corrective action, terminations, and performance improvement plans when necessary
• Develop career paths and growth opportunities aligned with individual aspirations and business needs

Sales Execution Oversight

• Ensure team members effectively:
• • Identify target accounts within the current client base
  • Engage clients via phone and email outreach
  • Set and conduct appointments to demonstrate additional products and services
  • Guide opportunities through the sales cycle to successful implementation
• Partner cross-functionally to ensure seamless onboarding and implementation of new services
• Remove obstacles and streamline handoffs to accelerate time-to-revenue

Strategic Collaboration

• Collaborate with Growth Operations, Marketing, Client Success, and Product teams to align messaging and campaigns
• Provide field insights on client needs, objections, and product feedback
• Contribute to strategic planning for expansion initiatives and new service launches

Qualifications

Required:

• 3+ years of sales experience, with at least 1 year leading inside sales or account growth teams
• Demonstrated success achieving and exceeding revenue targets
• Experience managing performance in a metrics-driven environment
• Strong coaching, recruiting, and performance management capabilities
• Excellent communication and organizational skills

Preferred:

• Experience with upselling/cross-selling within existing client bases
• CRM proficiency and data-driven sales management
• Experience working cross-functionally in a growth-focused organization

Leadership Competencies

• Results-oriented with strong financial acumen
• Clear, decisive communicator
• High accountability standards
• Talent developer and performance coach
• Process-driven with continuous improvement mindset

What Success Looks Like

• Consistent attainment (or overachievement) of financial targets
• A disciplined, motivated, and accountable sales team
• Predictable pipeline management and accurate forecasting
• Measurable expansion of revenue within the existing client base
• Strong internal bench strength and reduced turnover among top performers

EEO

PrimePay is committed to providing equal employment opportunities to all employees and applicants without regard to race, color, religion, national origin, ancestry, citizenship status, age, sex (including pregnancy, childbirth, breast feeding and pregnancy-related medical conditions), gender, gender identity or expression, sexual orientation, marital status, uniform service member and veteran status, disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances.