Preferred candidate locations include Northern Virginia, Raleigh, NC, San Jose, CA, Dallas, TX, and Austin, TX.

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.

1. Manage MQLs through the entire Sales Qualification Cycle, documenting progress in Salesforce CRM

2. 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

3. Own and optimize the Marketing-to-Sales handoff process (MQL to SQL)

4. Drive support and maintenance renewals, achieving year-over-year retention targets of 95%+

5. Oversee daily, weekly, and monthly renewal cycles and maintain renewal forecast visibility

6. Partner with Sales Leadership, Customer Success, and Finance teams to maximize customer retention and identify upsell opportunities

7. Support North America Vice President of Sales and Senior Finance Sales Business Partner with sales metrics and reporting activities

8. Assist in maintaining pipeline integrity and forecasting visibility within Salesforce

9. Provide weekly sales activity reports, pipeline updates, forecast summaries, quarterly business reviews, and annual sales projections

10. Ensure Salesforce CRM data integrity, process compliance, and pipeline hygiene standards

11. Adopt and maintain CRM and ERP systems including Salesforce and SAP for opportunity, quote, and renewal management

12. Provide input to marketing and sales leadership regarding campaigns, messaging, and sales process improvements

13. 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).

Requirements:

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

Nice to have:

Bachelor’s degree (BA) or equivalent experience
Call center or high-volume sales environment experience (preferred)

Utimaco, Inc. is an Equal Opportunity Employer. We are committed to fostering a diverse and inclusive workplace where all individuals are treated with respect and dignity. Employment decisions are made without regard to race, color, religion, gender, sexual orientation, gender identity or expression, age, national origin, disability status, veteran status, genetic information, or any other protected characteristic as defined by applicable laws.

We welcome applicants from all backgrounds and strive to ensure that our hiring practices are fair, transparent, and free from discrimination. If you require accommodations during the application process, please contact HR-US@utimaco.com.

Sponsorship

Applicants must be legally authorized to work in the United States. Employment visa sponsorship is not available at this time.

Utimaco, Inc.

Utimaco is an international provider of IT security solutions and cybersecurity technologies with headquarters in Aachen (Germany) and Campbell (USA). For over 40 years, we have been developing innovative solutions for the protection of people, data and communications that meet the highest standards. We are the world's leading manufacturer of hardware security modules and compliance solutions in a wide range of industries such as automotive, banking, telecommunications and many more.

With our global network of partners and customers, we contribute to making digital information and infrastructures secure worldwide. Become part of our team and help us make the digital world more secure - together we are shaping the future of IT security.

We offer:

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

Pay: $100,000.00 - $120,000.00 per year

Benefits:

401(k)
Dental insurance
Employee assistance program
Flexible schedule
Health insurance
Life insurance
Paid time off
Retirement plan

Application Question(s):

Describe how much Insides Sales, Renewal, revenue targets were you responsible for?
Describe your experience managing people in Sales Development.
How many years of relevant sales experience do you have?

Work Location: Remote

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Inside Sales Manager

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