Lead & Manage Inside Sales (Inbound) Oversee day-to-day operations for inbound Kepware transactional sales opportunities. Streamline qualification, quoting, and closure processes. Maintain visibility into pipeline, forecasting accuracy, and KPIs. Ensure ISRs educate buyers on Kepware products and licensing. Develop programs to convert Kepware transactional customers into enterprise prospects. Guide teams in recognizing when Kepware connectivity unlocks ThingWorx value propositions. Collaborate with Account Executives supporting both Kepware and ThingWorx. Ensure BDRs deliver pipeline creation for both product lines. Facilitate effective handoffs between ISR/BDR motions and field sellers. Performance Management, Enablement & Coaching Establish and track KPIs for inbound and outbound teams. Develop training and onboarding programs for ISRs and BDRs. Ensure teams have the content, tools, and systems needed for success. Provide strategic enablement leadership for the global BDR/ISS community, delivering guidance, tools, and best‑practice frameworks that enhance productivity, strengthen sales pipeline performance, and ensure consistent execution across regions. Process Improvement & Operational Excellence Ensure alignment with global GTM strategy. 5-8+ years in Sales Management, Inside Sales, or Business Development leadership roles. Experience managing high-velocity inbound transactional sales teams. Ability to build scalable outbound prospecting motions across multiple product lines. Strong understanding of transactional and enterprise sales cycles. Proficiency with Salesforce and sales engagement tools. Strong coaching, communication, and cross-functional collaboration skills.