Inside Sales Team Lead

Summary

Join TLDR's VP of Sales, Val, in seeking an Inside Sales Team Lead to spearhead the inside sales accounts engine and scale SMB and mid-market sponsorship revenue. This player-coach role involves building, managing, and optimizing a high-velocity sales team focused on converting smaller to mid-sized advertisers into long-term partners. The ideal candidate possesses deep digital media sales knowledge, proven coaching abilities to surpass quotas, and an analytical mindset for creating scalable systems. Close collaboration with Marketing, RevOps, and Product is crucial to shaping the inside sales strategy and ensuring consistent revenue generation. TLDR is a media company redefining professional industry news consumption, offering a portfolio of newsletters across various sectors. This role offers a chance to build and lead a team, driving efficiency and creating a repeatable revenue engine for the SMB and mid-market segment.

Requirements

• 4+ years of experience in B2B media or digital advertising sales, with at least 1-2 years in a management role
• Proven track record of leading quota-carrying reps to exceed goals through coaching and accountability
• Expert-level proficiency with CRM and sales automation tools (e.g., HubSpot, Apollo, Salesloft)
• Deep understanding of the ad sales funnel, especially at the top and mid-level
• Highly organized, analytical, and comfortable making data-driven decisions at speed
• Strong communicator who can rally teams, unblock reps, and drive cross-functional alignment
• Builder mentality, you love creating playbooks, solving messy problems, and moving fast

Responsibilities

• Lead TLDR's Inside Sales Team: Own, manage, and coach a team of Inside Sales AEs focused on SMB and mid-market new business acquisition
• Build Scalable Sales Systems: Design and optimize outbound prospecting, ICP targeting, and sales automation strategies that drive repeatable success
• Drive Team Performance: Set and enforce performance standards using pipeline data, call scorecards, and CRM hygiene to maximize rep productivity
• Own Revenue Outcomes: Take accountability for team quotas while rolling up your sleeves as a player-coach with direct account coverage when needed
• Optimize the Sales Funnel: Create a repeatable inside sales motion from first touch to closed-won, with special focus on top and mid-funnel efficiency
• Collaborate Across Teams: Partner with Marketing on campaign alignment and RevOps on tooling, dashboards, and process improvements
• Inform Product Strategy: Provide feedback loops to Product and Partnerships based on advertiser needs, trends, and competitive insights

Preferred Qualifications

Experience scaling inside sales teams in high-growth environments

Benefits

• Leadership role with real impact in a high-growth, metrics-driven media company
• Smart, ambitious, and values-driven team that moves fast and celebrates wins
• Remote-first culture with flexible hours and work-life balance baked in
• Competitive base + performance-based compensation
• 401(k), health, dental, vision, unlimited PTO
• Opportunity to build systems and teams that define our next phase of growth