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Director Inside Sales

Jitterbit, Inc.

Job Overview

Location

Jersey City

Job Type

Full-time

Full Job Description

📋 Description

• Own the entire North America Inside Sales & Business Development motion. You will lead two high-impact teams—our SMB-focused ISR group and our BDR engine—totaling 15-20 quota-carrying reps. Your mission is to exceed combined new-logo and expansion revenue targets while simultaneously scaling the top-of-funnel pipeline that feeds our Enterprise and Customer Success motions.
• Architect and execute a data-driven SMB sales strategy. Translate corporate OKRs into quarterly playbooks that specify ICP segmentation, vertical prioritization, pricing strategy, and channel mix. You will personally review win/loss data weekly, adjust messaging, and re-allocate resources to ensure we hit 120 % of quota every quarter.
• Build and continuously refine a repeatable, metrics-oriented sales process. Standardize stage definitions, exit criteria, and forecasting methodology across Salesforce and Gong. Introduce automation that reduces rep admin time by 25 % and increases talk-time with prospects by 30 %. Publish living SOPs and battle-cards that the entire GTM org can trust.
• Coach, mentor, and level-up every seller. Run weekly 1:1s focused on pipeline health, skill gaps, and career progression. Design role-based certification paths (prospecting, discovery, demo, negotiation) and deliver monthly bootcamps. Your goal: promote at least two reps into Enterprise AE roles within 12 months and maintain 90 % team retention.
• Drive outbound excellence. Partner with Marketing to craft persona-based sequences, refine ICP lists, and launch multi-channel campaigns. Hold the BDR team accountable to 150 % SQL quota attainment through daily huddles, call blitzes, and gamified spiffs. You will personally jump on high-value deals to model best-in-class cold calling and objection handling.
• Maximize expansion revenue within our 3,000+ existing SMB customers. Collaborate with Customer Success to identify upsell/cross-sell triggers, craft ROI-driven proposals, and negotiate multi-year agreements. Target: grow net-revenue retention from 105 % to 120 % within 18 months.
• Serve as the voice of the SMB market back into Product and Marketing. Aggregate win/loss themes, pricing feedback, and competitive intel into monthly briefings that influence roadmap prioritization and campaign messaging. Your insights will directly shape the next generation of Jitterbit offerings.
• Recruit world-class talent. Build a bench of A-players by leveraging your network, employee referrals, and creative sourcing tactics. Implement a rigorous interview scorecard that predicts ramp speed and quota attainment. Onboard new hires with a 30-60-90-day plan that gets them productive within six weeks.
• Report to the VP of NOAM Sales with full transparency. Present forecast accuracy within 5 %, weekly pipeline coverage ratios, and leading-indicator dashboards that predict revenue 90 days out. Use these insights to secure additional budget, tools, or headcount when needed.
• Champion a culture of customer-obsession and continuous improvement. Celebrate wins loudly, conduct blameless post-mortems on losses, and iterate relentlessly. Your leadership will make Jitterbit the undisputed category leader in low-code integration for the mid-market.

🎯 Requirements

• 3+ years of quota-carrying sales management experience in SaaS, with documented success scaling SMB or inside-sales teams
• Personal sales career ranked in the top 5-10 % of peers for at least 5 consecutive years
• Demonstrated ability to manage both ISR and BDR teams that consistently exceeded monthly SQL and revenue quotas
• Proven track record of designing repeatable sales processes and forecasting with 90 %+ accuracy
• Experience upselling/cross-selling into existing customer bases and coaching others to do the same

🏖️ Benefits

• Fully remote-first culture with quarterly in-person team summits in top-tier destinations
• Competitive OTE with uncapped commission accelerators and equity in a high-growth, PE-backed company
• Annual $2,500 professional-development stipend plus paid certifications (Salesforce, MEDDPICC, Force Management)
• Comprehensive health, dental, vision, and 401(k) match starting day one
• Flexible PTO policy and company-wide mental-health days to ensure sustainable performance

Skills & Technologies

Remote

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Jitterbit, Inc.

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About Jitterbit, Inc.

Jitterbit provides an API integration and workflow automation platform that connects on-premises, cloud, and SaaS applications, databases, and services. The company offers low-code tools for designing, deploying, and managing integrations, data transformation, and business process automation, alongside pre-built connectors and templates. Its products serve enterprise and mid-market organizations seeking to streamline data exchange, accelerate digital initiatives, and reduce manual coding across ERP, CRM, e-commerce, and other systems.

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