Manager, Inside Sales

Human Interest is on a mission to ensure that people in all lines of work have access to retirement benefits. 

More than half of all working Americans are not saving enough for their future. Too often, it’s because they are employed by a company that doesn’t offer a retirement plan. Human Interest is changing that by making it affordable and accessible for small and medium-sized businesses to offer employees a path to financial independence through retirement savings.

We’re a high-growth fintech company changing the retirement industry. We are backed by a number of investors. This includes funding from Marshall Wace and Baillie Gifford, as well as top investors such as BlackRock, TPG (The Rise Fund), SoftBank, Glynn Capital, NewView Capital, USVP, Wing, Uncork, and more.

About the role

As Manager of the Inside Sales Representatives at Human Interest, your primary responsibility will be to coach and develop a high-performing team of ISRs. The ISR team is responsible for engaging marketplace clients in our high speed Fast Track sales cycle. They will also engage potential clients who are stuck in the sales process to help them completely set up their company's best retirement plan.

The team will look to your guidance and mentorship to help enable their success. You’re the right fit for this role if you are passionate about accelerating revenue, comfortable rolling up your sleeves, and have a strong bias to insight-driven action. You should be naturally curious and have the “go deep” mindset. And as we go 24,791 mph, you should be comfortable with change.

What you get to do every day

• Have your finger on the pulse of the business - is the team performing?
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity, having ownership on building best practices for ISRs to follow.
• Collaborate with the larger sales organization to ensure smooth hand-offs to Account Executives and identify areas of improvement.
• Work with Partnerships and Business Leads on lead targeting and ensure that the ISRs have enough leads and quality leads.
• Motivate ISRs to exceed objectives through coaching, regular broadcast of results, and creative incentives and help continuously evolve their skillset.
• Monitor missed opportunities and prevent leads from falling through the cracks. Ensure there are no missed appointments.
• Provide weekly forecasts (commit/stretch) to the National Director by Friday each week and hold yourself accountable to this plan.
• Share weekly updates to the National Director on observations, performance concerns and process improvements.
• Conduct weekly 1:1 for personal performance coaching and getting team members to hit/exceed quota.
• Aggressively manage ISR performance in a transparent way; ensure you and each ISR are aligned on strengths and opportunities, clearly documented. 
• Proactive communication with the National Director on any concerns related to the team, but also sharing wins and proud moments!
• Conduct bi-weekly call reviews with both ISR teams and ensure they are actionable, with takeaways. Then ensure this continues to be measured week over week.
• Continue to iterate on talk tracks to improve conversion rates.
• Monitor call and email activity of all reps and compare to benchmark (develop if one doesn’t exist).
• Identify and make recommendations for process motions as this is still an experimental area. 

Key metrics include:

• Team consistently hitting quota (not missing more than two consecutive months)
• Lead and motivate a team of individuals 
• Ensure minimal drop off for appointments attended
• Sales metrics
• Lead to Opportunity rate
• Lead to Closed Won rate
• Performance metrics
• Daily activity tracking
• Partner activity follow up

What you bring to the role

• Bachelor's degree in Business, Marketing, or a related field preferred.