Director - Inside Sales

The Director, Inside Sales is a leader responsible for optimizing Inside Sales strategy, processes, and technology to accelerate pipeline generation and revenue growth. As steward of the Inside Sales tech stack—including Salesforce, Salesloft, 6sense, LinkedIn Sales Navigator, and AI-enabled platforms—this role drives intelligent prospecting, ICP-targeted outreach, and buyer intent–led engagement to improve conversion velocity and maximize ROI. Partnering cross-functionally with Revenue Operations, the Demand Centre, Sales Enablement, and IT, the Director ensures lead quality, aligns funnel feeders, and embeds AI insights into scalable best practices and enablement programs. By modernizing workflows, standardizing global processes, and delivering actionable KPI insights, this leader positions the pipeline as a strategic growth engine that consistently contributes to revenue and long-term business success. ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES: Opportunity Creation & Pipeline Development Own and optimize Inside Sales processes to maximize pipeline efficiency, standardize best practices, and drive measurable revenue growth across markets. Leverage AI-driven insights, ICP targeting, and buyer intent data to design and execute strategies that strengthen digital prospecting, lead generation, and pipeline management in alignment with quarterly and annual goals. Establish, track, and report on key pipeline performance indicators (KPIs), providing actionable intelligence to continuously refine targeting, improve conversion velocity, and ensure consistent, sustainable growth. Partner with leadership to integrate pipeline performance into broader revenue strategies, positioning Inside Sales as a strategic engine of growth. Technology & Process Optimization Serve as the steward of the Inside Sales technology stack, overseeing evaluation, implementation, and optimization of 6sense, Salesforce, Salesloft, LinkedIn Sales Navigator, and AI-enabled platforms. Collaborate with IT to ensure seamless system integration, reliability, and alignment with enterprise-wide technology priorities. Drive ROI-based recommendations for technology investments, maintaining a forward-looking roadmap informed by sales trends, user feedback, and AI-driven process improvements. Modernize lead-to-revenue workflows by embedding automation and predictive insights to eliminate inefficiencies, accelerate pipeline velocity, and improve targeting accuracy. Lead change management initiatives, enabling rapid adoption of tools and processes that allow Inside Sales teams to adapt, scale, and thrive in dynamic environments. Cross-Functional Collaboration Act as a liaison to the Demand Centre (DC), Revenue & Marketing Operations, Sales Enablement, Customer Success and IT to align AI-enhanced Inside Sales strategies with global campaigns and revenue goals. Partner with the Demand Centre and GTM Operations to execute against ICP, ensure lead quality, and prioritize funnel feeders using buyer intent signals and predictive data models. Collaborate with Sales Enablement to embed technology and AI insights into training programs, strengthening digital prospecting skills and improving adoption of modernized workflows. Engage in global strategy sessions to refine go-to-market execution, ensuring the pipeline is consistently leveraged as a strategic growth lever. Contribute to enterprise-level initiatives and cross-functional projects as needed to advance organizational goals. LEADERSHIP AND TEAM DEVELOPMENT RESPONSIBILITIES: Lead a team of supervisors, team leads and individual contributors, fostering a culture of accountability, innovation, and measurable results. Mentor and coach team members in pipeline management best practices, providing career development support and succession planning. Use productivity and pipeline data to make informed strategic decisions, ensuring the team meets and exceeds sales goals. Drive hiring, onboarding, and development of Inside Sales leaders and team members to build a strong, cohesive global organization. KNOWLEDGE, SKILLS AND ABILITIES: · Strategic Mindset: Demonstrated ability to lead digital transformation initiatives with a focus on process optimization and revenue growth. · Data-Driven Decision Making: Strong analytical skills with experience in leveraging metrics to inform strategy and improve outcomes. · Cross-Functional Collaboration: Proven ability to align diverse teams across IT, Marketing, Revenue Operations, and Sales Enablement. · Technology Expertise: Deep knowledge of sales technologies, including Salesforce, Salesloft, LinkedIn Sales Navigator, and related tools. · Leadership Excellence: Exceptional skills in mentoring, coaching, and developing talent within a global organization. EDUCATION AND TRAINING: · Bachelor’s degree (Business, Marketing, Technology, or a related field) · 10+ years of experience in inside sales / SDR / BDR roles, sales operations, or a related field, with 5+ years in a leadership role. · Proven expertise in managing and optimizing sales technology stacks, with experience in tools such as Salesforce, Salesloft, and LinkedIn Sales Navigator. · Strong background in cross-functional collaboration, with demonstrated success working with IT, Customer Success, Marketing, and Revenue Operations teams. · Excellent leadership, communication, and strategic planning skills, with the ability to influence at all levels of the organization. Other Qualifications The Winning Way behaviours that all Vertex employees need in order to meet the expectations of each other, our customers, and our partners. • Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback. • Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough. • Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results. • Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes. • Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions. COMMENTS: The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time. COMMENTS: The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time. Vertex Values: Together We Win We're building a team of people who are passionate about making an impact for our customers and committed to how that impact is achieved. Our values define the behaviors, mindset, and culture that make Vertex a great place to grow and do meaningful work. Play to Win or We Don't Play — If we choose to do something, we're choosing to do it because we plan to win. That mindset raises our bar on product quality, customer outcomes, and how we show up for one another. Work As a Team, Putting the Customer At the Core — Our customers are our true north. Whatever your role, ask: how will this help a customer succeed today? We earn trust through outcomes, not promises. Achieve Excellence With Integrity, Speed, and Agility — The market isn't slowing down. We'll move faster, adapt quickly, and never compromise on doing things the right way — for teammates, customers, and partners. Innovate Boldly With a Growth Mindset — Progress demands smart risk. We'll try new approaches, learn fast, and keep pushing the boundaries — especially where AI can remove friction and unlock value. Communicate with Care, Candor and Transparency — Honest, constructive conversations make us better. Let's speak plainly about what's working and what isn't and help each other improve. Pay Transparency Statement: Annual Salary Range: £109,900.00 - £142,800.00 Pay Basis: Monthly The expected base salary range for this role varies by location and is expressed in local currency. The posted range reflects the anticipated hiring range for successful candidates at the time of hire, based on relevant job‑related skills, experience, geographic location, and business needs. Base pay offered to new hires may vary within the posted range depending on individual qualifications and market considerations. The posted salary range reflects compensation at the time of hire. Employees may experience additional compensation growth over time through performance‑based increases, expanded responsibilities, role progression, or internal career opportunities, in accordance with company policies and local practices. In addition to base pay, this role may be eligible for other elements of Vertex’s total compensation package, which may include participation in the Vertex Bonus Plan (VOB), a role‑specific sales commission or bonus, and/or equity grants, where applicable. Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs. *In all cases, compensation will comply with applicable local pay transparency and minimum wage requirements. Join our Talent Community to stay updated on the latest job opportunities, news, and events tailored to your career interests. Vertex is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. If you'd like to view a copy of the company's affirmative action plan, please email AskHR@vertexinc.com. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact 610-640-4200 or AskHR@vertexinc.com. This telephone line and email address is reserved solely for job seekers with disabilities requesting accessibility assistance or an accommodation in the job application process. Please do not call about the status of your job application if you do not require accessibility assistance or an accommodation. Messages left for other purposes, such as following up on an application or non-disability related technical issues, will not receive a response.