Manager of Inbound Sales Development, Paylocity
$85-95.9k
+ variable commission plan
5 days a week in office (Schaumburg, IL)
Cloud-based HR, payroll and spend management software solutions
Be an early applicant
Cloud-based HR, payroll and spend management software solutions
1001+ employees
Be an early applicant
$85-95.9k
+ variable commission plan
5 days a week in office (Schaumburg, IL)
1001+ employees
Company mission
To create workplaces where employees thrive, and businesses excel.
Role
Who you are
- The ideal candidate understands how modern inbound sales organizations operate across Demand Generation, Marketing Operations, Sales, and technology platforms
- Experience within SaaS, HCM, HR technology, payroll, or a related B2B technology environment is strongly preferred
- 5+ years of experience in sales development, inside sales, or a related B2B sales environment, preferably within SaaS, HCM, HR technology, payroll, or a related technology industry
- 3+ years of people leadership experience managing sales development, inside sales, or related customer-facing teams
- Experience managing teams against inbound conversion metrics such as speed-to-lead, contact rate, qualification rate, meeting completion rate, pipeline generation, and revenue influence
- Demonstrated ability to analyze performance data, identify root causes, and implement improvements that increase productivity and conversion
- Strong understanding of AI, automation, and emerging sales technologies with the ability to identify practical applications that improve SDR effectiveness and customer engagement
- Experience with CRM, sales engagement, intent, and prospecting platforms such as Salesforce, SalesLoft, Qualified, ZoomInfo, 6sense, Nooks, or similar technologies
- Proven ability to collaborate effectively with Sales, Marketing, Marketing Operations, and other cross-functional partners
- Excellent communication, coaching, analytical, and presentation skills
- Bachelor’s degree in business, marketing, or a related field preferred, or equivalent relevant professional experience
- Consistent in-office presence with flexibility for occasional travel and remote work
What the job involves
- This role is a key leadership role responsible for leading a team of Sales Development Representatives (SDRs) focused on converting inbound demand into qualified sales opportunities
- This leader will own the performance and continuous optimization of the inbound sales development engine, driving qualified pipeline growth through effective lead management, conversion excellence, capacity planning, and a world-class prospect experience. Success in this role requires a strong combination of people leadership, operational discipline, analytical thinking, and an understanding of how technology, automation, and AI can improve the speed, quality, and effectiveness of the inbound sales process
- They will continually evaluate how leads enter the organization, how they are prioritized and routed, how quickly and effectively SDRs engage them, and where opportunities exist to improve conversion throughout the funnel
- Leadership & Talent Development
- Lead, coach, and develop a team of Inbound SDRs to deliver lead qualification goals across all market segments, from SMB through Enterprise, by driving effective inbound lead engagement, qualification, conversion, and sales handoff execution
- Recruit, hire, onboard, and develop high-performing Inbound SDRs while building a strong internal pipeline of future Outbound SDRs, Account Executives, and sales talent
- Build a high-performance culture centered on accountability, customer service, collaboration, and continuous improvement
- Establish clear performance expectations and use call reviews, one-on-ones, data, and structured coaching to improve individual and team performance.
- Own team attainment of monthly lead qualification targets for SMB, Mid-Market, and Enterprise segments by driving effective lead engagement, qualification, conversion, and sales handoff execution
- Develop and execute strategies to re-engage and nurture aged, recycled, and previously unqualified leads, converting dormant demand into qualified meetings, pipeline, and revenue opportunities
- Develop and monitor key performance indicators including lead response time, lead coverage, contact rates, conversion rates, meetings set and completed, pipeline generation, and revenue contribution
- Maintain accountability for inbound lead management SLAs, ensuring timely engagement, consistent follow-up execution, and comprehensive lead coverage.
- Forecast inbound lead volume, staffing needs, and productivity requirements to ensure appropriate capacity and service levels across changing demand patterns
- Leverage AI, automation, sales technology, and scalable process improvements to optimize SDR productivity, while reducing manual effort and enabling SDRs to focus on the highest-value prospect interactions
- Partner with Marketing, Sales, and Marketing Operations to optimize lead quality, scoring, prioritization, routing, qualification standards, and handoff processes
- Stay current on HCM industry trends, customer challenges, competitive dynamics, and emerging sales technologies to strengthen the team's effectiveness and business acumen
- Serve as the voice of the prospect by identifying recurring customer needs, objections, competitive insights, and market feedback that improve messaging and campaign effectiveness
Our take
HR and payroll can quickly become a headache and businesses are often juggling different systems for payroll, benefits, hiring and employee data, creating extra admin and room for mistakes. So, as companies grow, keeping everything simple gets harder.
Paylocity tackles this by bringing HR, payroll, finance and IT tools together in one platform. It covers everything from payroll and benefits to recruiting and employee engagement, while its AI tools are designed to take care of more of the repetitive works.
The platform is used by more than 41,000 clients and now Paylocity is looking to go beyond payroll and become a bigger part of how businesses manage their people - using AI to make HR less about paperwork and more about people.
Freddie
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Jun 2021
$60m
SERIES B
Mar 2020
$23.5m
SERIES A
Total funding: $90.5m
Company benefits
- Paid Parental Leave
- Adoption Assistance
- Miltstork program for moms who travel on business to ship breastmilk and get fully reimbursed
- Health and wellness programs ranging from Lyra to Garner to Hinge Health
- Health insurance
- Discounted Employee Stock Purchasing program
- Tuition Reimbursement
- SoFi program to consolidate and refinance federal and private student loans
- Volunteer In Action program for paid time off to volunteer
- Onsite workout facilities
- Healthy snack options like fresh fruit, hummus, and trail mixes onsite only
- Sparkling and flat flavored water, gourmet coffee drinks, hot chocolate onsite only
Company HQ
Schaumburg Township, Schaumburg, IL
Leadership
Toby Williams
(CEO & President)Toby joined Paylocity in 2017 as CFO, they then became Co-CEO in 2022 and CEO in 2024. Prior to Paylocity, they spent nearly 7 years at Ellucian as an SVP and Chief Product & Strategy Officer.
Ryan Glenn
(CFO)Ryan joined Paylocity in 2013 as VP of FP&A & Investor Relations and moved into the role of CFO in 2022. Prior to Paylocity, they were a Manager of Capital Markets at PWC. They graduated from Cornell University with an MBA in Finance.
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