Inbound Sales Development Manager - Remote Eligible

Inbound Sales Development Manager

Fleetio is looking for an Inbound Sales Development Manager with a process- and growth-oriented mindset who is passionate about building scalable systems, enabling people, and driving top-of-funnel success. In this sales leadership role, you will own the inbound motion at Fleetio — guiding SDRs to convert MQLs into SQLs, collaborating tightly with Marketing to optimize lead flow, and ultimately creating healthy pipeline for our AE teams.

This role reports directly to the Director of Sales Development and will be in the weeds daily with Marketing, Revenue Operations, and Sales leadership to maximize inbound conversion and ensure Fleetio continues to scale effectively.

Fleetio (pronounced "flee-tee-oh") is a leading provider of fleet management SaaS that helps organizations of all sizes track, analyze, automate, and manage their vehicles and equipment. With a purpose-built, easy-to-use, and comprehensive suite of tools and features, Fleetio makes it simple for fleet managers to optimize their operations, reduce costs, and improve safety and compliance.

We're trusted by thousands of businesses across the globe, from small startups to large enterprises. With a focus on innovation, customer success, and sustainable growth, Fleetio is on a mission to transform fleet management.

What makes us special, you might ask? We've been remote-friendly since 2012 and have been recognized as one of Birmingham, Alabama's Best Places to Work five years in a row. We have over 400 employees across the United States, Canada, and Mexico, and over 5,000 paying customers in 70+ countries. With 50%+ year-over-year growth and a Series C funding round led by Elephant, it's an exciting time to join Fleetio as we build the fleet management platform of the future.

What You'll Be Doing

• Lead a team of 5 inbound Sales Development Representatives focused on MQL → SQL conversion and opportunity creation for AEs.
• Own daily processes around inbound lead management, including lead routing, SLAs, and follow-up cadences.
• Partner with Marketing to analyze campaign performance, improve lead quality, and implement processes that maximize conversion.
• Set and track progress indicators for individuals and the team, conducting weekly 1:1s and providing actionable feedback.
• Develop iSDRs through training, coaching, and mentoring to prepare them for career growth into AE or leadership roles.
• Use data and reporting to identify bottlenecks, optimize conversion rates, and forecast pipeline contribution.
• Collaborate cross-functionally with Marketing, RevOps, and Sales leadership to ensure pipeline health and alignment on goals.
• Be a change agent who can balance process optimization with scrappy experimentation.

What's In It For You

• Base salary with a generous, performance-based bonus plan.
• A chance to lead a high-impact team that sits at the intersection of Sales and Marketing, directly influencing revenue growth.
• Be a part of an incredible team of "A" players who go above and beyond to make Fleetio a successful company.
• Work remotely (within the United States) or at our Birmingham, AL HQ. We've fostered a strong remote culture since 2012.

Our Team

The Sales Development team is a dynamic group consisting of both inbound and outbound SDRs who thrive on collaboration and performance. The inbound team has built a strong reputation for their hustle and ability to turn leads into high-quality opportunities. They're eager for a leader who can refine their processes, challenge them to grow, and help Fleetio maximize its investment in Marketing and top-of-funnel programs.

Requirements

• 2+ years of sales leadership experience, preferably managing inbound SDRs or BDRs.
• 2+ years of hands-on sales experience (SDR, BDR, AE, or similar) with proven success in pipeline generation.
• Demonstrated success improving inbound lead conversion rates and driving SQL creation.
• Strong operational mindset with experience managing SLAs, lead routing, and inbound workflows.
• Exposure to coaching methodologies and techniques to elevate team performance.
• Ability to analyze funnel data, spot conversion gaps, and implement changes quickly.
• Experience collaborating closely with Marketing to improve lead quality and ROI.
• Ability to travel to Fleetio HQ for meetings quarterly.
• Bonus if you're a systems thinker who enjoys tinkering with CRMs, automation, or lead scoring models.