Segment Sales Leader – SMB Inside Sales

Role Summary

As a Segment Sales Leader – Inside Sales, you will lead a newly formed, broad sales team of 20–30 generic and technical inside sales representatives aligned to SMB. This role is a cornerstone of Dell’s transformation to a faster, leaner, and more agile organization. You will drive sales performance while shaping a team culture rooted in empowerment, accountability, and collaboration. This role emphasizes strategic leadership—vision-setting, coaching, and enabling execution at scale. You will lead through influence, not control, fostering a high-trust environment where team members are empowered to act, innovate, and grow.

Key Responsibilities

Strategic Leadership & Execution

• Develop and execute comprehensive inside sales strategies aligned with company goals and revenue targets.

• Translate high-level business objectives into actionable sales plans.

• Analyze sales performance, identify trends, and implement data-driven improvements.

• Collaborate cross-functionally with marketing, channel, specialty sales, and customer success teams.

• Stay current on industry trends, competitive landscapes, and technological advancements.

• Drive change leadership by anticipating market shifts and proactively adapting strategies to maintain competitive advantage.

• Foster a culture of ownership and initiative, encouraging team members to lead from every level.

People Leadership & Development

• Recruit, hire, and onboard top-tier inside sales talent.

• Set clear performance expectations and conduct regular reviews.

• Provide mentorship and coaching to foster ownership, accountability, and continuous learning.

• Develop team adaptability to leverage advancements in AI, including generative and agentic AI.

• Champion a collaborative, innovative, and change-embracing team environment.

• Deliver effective training programs on sales methodologies and technologies.

• Lead through change by building team resilience, supporting individuals through transitions, and modeling adaptability.

• Inspire commitment and engagement through shared purpose, creating pull rather than relying on directive push.

• Embed a culture of ownership, where team members feel empowered and accountable for outcomes.

Effective Communication at Scale

• Structure communication for teams of 20–30, ensuring clarity and consistency.

• Use visual aids and data to support messaging and address team concerns.

• Promote open dialogue and information flow across broader teams.

Operational Excellence & Process Optimization

• Implement and optimize sales processes and technologies (CRM, AI tools, etc.).

• Monitor KPIs and report on progress and improvement areas.

• Ensure CRM data integrity and leverage data for forecasting and decision-making.

• Identify and resolve sales cycle inefficiencies to enhance customer experience.

Sales Management & Customer Relationship Management

• Oversee customer engagement to ensure satisfaction and retention.

• Understand customer needs and provide feedback to product and marketing teams.

• Act as an escalation point for complex customer issues with a problem-solving mindset.

Organizational Influence & Cross-Functional Collaboration

• Operate with autonomy and initiative in daily operations and problem resolution.

• Collaborate with leadership peers to drive shared goals and leverage collective strengths.

• Use persuasive communication and data insights to influence decisions.

• Exercise sound judgment in escalating issues or resolving them independently.

• Work closely with the Operational Excellence Lead – Inside Sales, who supports execution and team enablement with a dotted-line relationship to this role.

Key Capabilities & Skills

• Change agent with exceptional leadership and coaching abilities to build high-performance cultures.

• Adaptability and resilience in fast-paced, evolving environments.

• Strong analytical and problem-solving skills with a data-driven mindset.

• Strategic thinking with a bias for action.

• Outstanding communication, presentation, and interpersonal skills at scale.

• Proven ability to build strong cross-functional relationships.

• Proficiency in CRM systems (e.g., Salesforce) and sales automation tools.

• Ability to lead AI-enabled teams and drive modernization.

Qualifications

• Preferably with experience in both inside and outside sales (management), and at least 4 years in a leadership role.

• Demonstrated success in exceeding sales targets in high-growth environments.

• Experience managing diverse, cross-functional sales teams.

• Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN) and sales tools.

• Experience with modern sales tech stacks and AI-powered tools.

• Proven execution and vision in leading change.