Inside Sales Manager
Cortavo, Inc., Atlanta, GA, United States
The Cortavo Inside Sales Manager is responsible for owning and growing revenue across Cortavo’s existing client base. This role leads a team of Account Managers and is accountable for retention, renewals, and expansion (upsell and cross-sell) performance. This position combines leadership with hands-on revenue ownership, serving as both a coach to the team and an escalation point for high-impact client conversations related to renewals, pricing, and growth opportunities. The Cortavo Inside Sales Manager ensures that every client is positioned for long-term success while driving measurable outcomes in retained and expanded revenue. This role is accountable for pipeline discipline, forecast accuracy, and consistent quota attainment across the team. This role does not own net-new logo generation. It owns revenue growth within existing accounts after new logos are closed.
This role reports to the Client Success Director.
Responsibilities Leadership & Team Management
Lead, mentor, and coach Account Managers to consistently achieve quotas across retention, renewal, and expansion revenue
Provide ongoing performance feedback, conduct weekly one-on-ones, and hold the team accountable to pipeline, forecast, and revenue targets
Act as a point of escalation for complex or high-risk client situations, including churn risk, renewal negotiations, and pricing conversations
Foster a high-performance, accountability-driven culture focused on results, not activity
Revenue Ownership: Renewals, Retention & Growth
Own renewal execution across the team, ensuring proactive engagement and on-time contract completion
Drive retention by identifying and mitigating churn risks early
Support and lead upsell and cross-sell motions within the existing client base
Participate directly in key client conversations where revenue retention or expansion is at risk
Ensure clients understand and realize value, positioning accounts for long-term growth
Pipeline & Forecast Management (Existing Accounts Only)
Own and manage the post-sale pipeline, including renewals, upsell, and cross-sell opportunities
Run weekly pipeline reviews to ensure all opportunities are progressing and aligned to quota attainment
Maintain accurate forecasting for retained and expansion revenue
Identify stalled or at-risk opportunities and intervene to drive resolution
Enforce strong Salesforce hygiene and pipeline discipline across the team
Client Engagement & Account Strategy
Act as an escalation point for high-value or at-risk accounts
Guide Account Managers in building and executing account growth strategies
Ensure consistent, proactive communication tied to renewal timelines and expansion opportunities
Support strategic client interactions where executive alignment or deal progression is needed
Cross-Functional Alignment
Partner with new logo sales to ensure clean and complete handoff of new logos into account ownership
Collaborate with Service Delivery, Engineering, and Project Management to ensure delivery aligns with what was sold and supports retention and growth
Provide feedback to leadership on pricing, packaging, and offering improvements based on client and deal insights
Reporting & Analytics
Track and report on key metrics including retention, renewal rates, expansion revenue, churn, and pipeline health
Use data to identify performance gaps and coach the team accordingly
Produce weekly KPI roll-ups for leadership, ensuring visibility into quota attainment and forecast accuracy
Provide actionable insights to improve revenue performance and account growth
Maintain a deep understanding of Cortavo products and services to effectively position expansion opportunities
Ensure all customer and opportunity data is accurately maintained in Salesforce and supporting systems
Document client interactions, deal progression, and key notes across systems (Salesforce, Slack, etc.)
Record key renewal and expansion conversations for training and performance improvement
Required Skills & Qualifications Required Experience:
Bachelor’s degree in Business Administration or related field
Minimum 5+ years experience in account management, sales, or revenue-focused client roles
Minimum 2+ years experience in a team lead or supervisory capacity
Proven ability to manage renewals particularly multiyear contracts, drive retention, and close expansion opportunities
Strong leadership, communication, and coaching skills
Data-driven mindset with the ability to manage pipeline and forecast accurately
Experience working cross-functionally with Service/Support, Engineering, and Projects teams
Experience with CRM tools (Salesforce preferred)
Excellent organizational, time management, and multitasking capabilities
Preferred Qualifications
Background in managed IT services, SaaS, or recurring revenue environments
Familiarity with service delivery environments and ticketing systems
Estimated Usage of Time
50% - Leadership and Team Management (~20 hours/week)
30% - Client Engagement, Renewals & Closing (~12 hours/week)
20% - Pipeline & Forecast Management (~8 hours/week)
What Success Looks Like
Consistent attainment of retention and renewal targets
Measurable growth in expansion revenue across the client base
Strong pipeline discipline and accurate forecasting
Reduced churn and improved account stability
A high-performing, accountable Account Management team
Aid the Account Management Team to Meet Quotas (“the 4 R’s”)
90% RETENTION rate
90% RENEWAL rate
Minimum 1 customer REFERRAL per month
Minimum 1 REVIEW per month
100% CSAT
Competitive salary, as well as employer, contributed health benefits
401k contribution
Access to a Company cell phone plan
A seat on an energetic team that collaborates and pushes each other to be better
A fast-paced but cooperative environment with endless potential for growth
Celebration events for team and Company successes throughout the year
Flexible work from home options available after training period.
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This role reports to the Client Success Director.
Responsibilities Leadership & Team Management
Lead, mentor, and coach Account Managers to consistently achieve quotas across retention, renewal, and expansion revenue
Provide ongoing performance feedback, conduct weekly one-on-ones, and hold the team accountable to pipeline, forecast, and revenue targets
Act as a point of escalation for complex or high-risk client situations, including churn risk, renewal negotiations, and pricing conversations
Foster a high-performance, accountability-driven culture focused on results, not activity
Revenue Ownership: Renewals, Retention & Growth
Own renewal execution across the team, ensuring proactive engagement and on-time contract completion
Drive retention by identifying and mitigating churn risks early
Support and lead upsell and cross-sell motions within the existing client base
Participate directly in key client conversations where revenue retention or expansion is at risk
Ensure clients understand and realize value, positioning accounts for long-term growth
Pipeline & Forecast Management (Existing Accounts Only)
Own and manage the post-sale pipeline, including renewals, upsell, and cross-sell opportunities
Run weekly pipeline reviews to ensure all opportunities are progressing and aligned to quota attainment
Maintain accurate forecasting for retained and expansion revenue
Identify stalled or at-risk opportunities and intervene to drive resolution
Enforce strong Salesforce hygiene and pipeline discipline across the team
Client Engagement & Account Strategy
Act as an escalation point for high-value or at-risk accounts
Guide Account Managers in building and executing account growth strategies
Ensure consistent, proactive communication tied to renewal timelines and expansion opportunities
Support strategic client interactions where executive alignment or deal progression is needed
Cross-Functional Alignment
Partner with new logo sales to ensure clean and complete handoff of new logos into account ownership
Collaborate with Service Delivery, Engineering, and Project Management to ensure delivery aligns with what was sold and supports retention and growth
Provide feedback to leadership on pricing, packaging, and offering improvements based on client and deal insights
Reporting & Analytics
Track and report on key metrics including retention, renewal rates, expansion revenue, churn, and pipeline health
Use data to identify performance gaps and coach the team accordingly
Produce weekly KPI roll-ups for leadership, ensuring visibility into quota attainment and forecast accuracy
Provide actionable insights to improve revenue performance and account growth
Maintain a deep understanding of Cortavo products and services to effectively position expansion opportunities
Ensure all customer and opportunity data is accurately maintained in Salesforce and supporting systems
Document client interactions, deal progression, and key notes across systems (Salesforce, Slack, etc.)
Record key renewal and expansion conversations for training and performance improvement
Required Skills & Qualifications Required Experience:
Bachelor’s degree in Business Administration or related field
Minimum 5+ years experience in account management, sales, or revenue-focused client roles
Minimum 2+ years experience in a team lead or supervisory capacity
Proven ability to manage renewals particularly multiyear contracts, drive retention, and close expansion opportunities
Strong leadership, communication, and coaching skills
Data-driven mindset with the ability to manage pipeline and forecast accurately
Experience working cross-functionally with Service/Support, Engineering, and Projects teams
Experience with CRM tools (Salesforce preferred)
Excellent organizational, time management, and multitasking capabilities
Preferred Qualifications
Background in managed IT services, SaaS, or recurring revenue environments
Familiarity with service delivery environments and ticketing systems
Estimated Usage of Time
50% - Leadership and Team Management (~20 hours/week)
30% - Client Engagement, Renewals & Closing (~12 hours/week)
20% - Pipeline & Forecast Management (~8 hours/week)
What Success Looks Like
Consistent attainment of retention and renewal targets
Measurable growth in expansion revenue across the client base
Strong pipeline discipline and accurate forecasting
Reduced churn and improved account stability
A high-performing, accountable Account Management team
Aid the Account Management Team to Meet Quotas (“the 4 R’s”)
90% RETENTION rate
90% RENEWAL rate
Minimum 1 customer REFERRAL per month
Minimum 1 REVIEW per month
100% CSAT
Competitive salary, as well as employer, contributed health benefits
401k contribution
Access to a Company cell phone plan
A seat on an energetic team that collaborates and pushes each other to be better
A fast-paced but cooperative environment with endless potential for growth
Celebration events for team and Company successes throughout the year
Flexible work from home options available after training period.
#J-18808-Ljbffr