Director of Inside Sales

About Zest AI:   Zest AI has been perfecting AI for consumer lending decisions since 2009. Our Model Management System helps lenders make better decisions and better loans—increasing revenue, reducing risk, and automating compliance. Our mission is to make fair and transparent credit available to everyone and our software creates some of the most inclusive risk models in the industry. Using Zest-built machine learning software, financial institutions can dramatically expand credit access to deserving people with no added risk. Learn more at Zest.ai and connect with us on Twitter @Zest_AI or our Insights blog.   Zest is committed to diversity, equity, and inclusion and encourages professionals from underrepresented groups in technology and financial services to apply.

Role Summary:

The Director of Inside Sales will lead and support the inside sales team to drive pipeline growth and close new business for Zest AI. This role will be instrumental in building and maintaining relationships with prospective clients, guiding them through the sales process, and achieving monthly and quarterly sales goals. The Inside Sales Manager will play a key role in implementing strategies, managing daily operations, and optimizing our sales processes to maximize team efficiency and revenue.

 

Responsibilities:

Leadership & Team Management:

• Hire, lead, mentor, and manage a team of inside sales representatives.
• Set and track individual and team performance metrics to ensure alignment with revenue targets.
• Conduct regular one-on-one meetings, training, and coaching sessions to support professional growth.

Sales Strategy and Execution:

• Develop and implement inside sales strategies to meet or exceed sales targets.
• Collaborate with marketing to optimize lead generation and pipeline development.
• Identify opportunities to enhance sales productivity, including CRM and tech stack improvements.

Client Acquisition:

• Engage prospective clients to understand their needs and position Zest AI solutions effectively.
• Maintain strong relationships with prospects throughout the sales cycle, ensuring high levels of engagement, transparency, and satisfaction.
• Negotiate contracts and close deals to meet revenue targets.

Data Analysis and Reporting:

• Analyze and report on sales metrics, pipeline trends, and conversion rates to make data-driven decisions.
• Track KPIs and provide regular updates to senior leadership on sales team performance.
• Use CRM and other tools to maintain accurate records and forecasting.

 

Required Qualifications:

• Bachelor’s degree in business, marketing, finance, or a related field.
• 5+ years of experience in inside sales.
• 2+ years of inside sales management or leadership experience.
• 3+ years of full-cycle b2b SaaS sales experience.
• Strong knowledge of sales methodologies, CRM systems, and pipeline management tools.
• Excellent communication, negotiation, and interpersonal skills.
• Proven track record of meeting or exceeding sales targets and driving revenue growth.
• Ability to motivate, lead, and inspire a team in a fast-paced, dynamic environment.
• Live in a location that is commutable to Burbank, CA (twice weekly, on non-consecutive days) or be willing to relocate to one.

 

Preferred Qualifications:

• Experience in fintech, credit, lending, or financial services industry.
• Experience driving new client growth of a new product/solution
• Familiarity with Zest AI’s offerings or experience selling Gen AI, AI or ML-driven solutions.
• Proficiency with CRM tools such as Salesforce.

 

Benefits and Perks:

All Zestys experience:

• The opportunity to join a mission-focused company
• People – the best part of Zest
• Robust medical, dental and vision insurance plans
• 401(k) with generous match
• Employee Awards and Recognition
• 11 company holidays
• Winter break (office closed between Christmas and New Year's Day)
• Unlimited vacation time
• Employee Resource Groups
• Generous family leave policy (12 week maternity leave / 6 week paternity leave)
• Phone, internet, and wellness allowances
• Employee gatherings, including quarterly Town Hall meetings

Additionally, our Burbank, CA area, hybrid model Zestys enjoy:

• Beautiful, modern, dog-friendly office with lounge areas, video games, and gigantic jigsaw puzzles
• Daily catered lunches from LA’s best restaurants and a fully stocked kitchen
• Complimentary manicures, pedicures, and mindfulness sessions
• Company happy hours, social events, outings, and much more!

 

OTE: $200,000 to $250,000, uncapped, with kickers and accelerators

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