Director of Inside Sales - Global

Duties and Responsibilities

Global Leadership & Team Development

•   Lead a 14-person global inside sales team across the UK, US, and India — setting performance standards that are consistent across all regions

•   Manage one direct line Manager in the US, who oversees a team of 5 SDRs — develop that manager to lead independently and with confidence

•   Directly manage 3 Commercial Account Managers responsible for driving direct sales revenue — coach them on pipeline management, deal progression, and closing

•   Build and maintain a high-performance culture where expectations are clear, coaching is consistent, and accountability is non-negotiable

•   Create clear career development frameworks for both the SDR and Commercial AM tracks — retaining top talent and building a pipeline of future leaders

Revenue & Pipeline Performance

•   Own the global inside sales number — pipeline generated, revenue contributed, and conversion rates across the SDR and Commercial AM functions

•   Set team and individual targets across all three regions, ensuring they are ambitious, fair, and aligned to Matillion's overall revenue goals

•   Partner with RevOps to build the forecasting, reporting, and pipeline hygiene standards that give the business full visibility of inside sales performance

•   Drive consistent execution of outbound and inbound sales motions — ensuring the SDR function feeds high-quality pipeline to the wider sales team

•   Ensure the Commercial AM team is managing a clean, well-qualified book of business — progressing deals at pace and closing with consistency

Cross-Functional Collaboration

•   Partner closely with Marketing to align on demand generation, campaign activity, and lead quality across all regions

•   Work with Field Sales and Channel to ensure seamless handoffs and a joined-up go-to-market motion

•   Collaborate with the SVP of GTM Strategy & Operations to contribute to revenue planning, headcount decisions, and go-to-market strategy

•   Represent the Inside Sales function at senior leadership level — bringing data, insight, and a clear point of view

Hiring & Operational Excellence

•   Own the hiring bar for the Inside Sales function — recruit people who raise the standard, not just fill the seat

•   Define and embed the tools, processes, and playbooks that enable the team to operate effectively across three time zones

•   Ensure CRM hygiene, activity standards, and reporting frameworks are consistently applied across all regions

•   Continuously assess team performance and take decisive action — celebrate the wins, address underperformance early and directly

Knowledge, Skills and Experience

•   Advanced leadership experience — you have led an SDR team, an AE team, or both, and you have the results to prove it

•   Frontline credibility — you have worked as an SDR or in a closing role as an Account Executive. You have done the job, and that shapes how you lead

•   Experience managing people managers — you know the difference between managing reps and developing leaders

•   Proven track record leading geographically distributed teams — ideally across the UK, US, and/or India

•   Experience managing a direct sales motion — Commercial AMs, mid-market AEs, or equivalent closing function

•   Strong data literacy — you interrogate pipeline data, build reports, and make decisions based on evidence, not gut feel

•   Demonstrable experience in a high-growth B2B SaaS environment

•   Advanced stakeholder management — you can present to senior leadership and hold a room

•   Experience working cross-functionally with Marketing, RevOps, and Field Sales

Behaviours We Expect

•   ​Confidence Without Arrogance​ — you back your decisions with data, not ego

•   ​Bias for Action​ — you move fast, fix problems, and do not wait for permission

•   ​Working with Integrity​ — you do the right thing, especially when it is hard

•   ​Customer Obsessed​ — you understand the buyer journey and build your team around it

•   ​Innovate and Demand Quality​ — you are never done improving the playbook

•   ​We Care​ — you invest in your people and create an environment where they can thrive