Inside Sales Manager

About Pinecone

Pinecone is the leading vector database for building accurate and performant AI applications at scale in production. Pinecone's mission is to make AI knowledgeable. More than 9000 customers across various industries have shipped AI applications faster and more confidently with Pinecone's developer-friendly technology. Pinecone is based in New York and raised $138M in funding from Andreessen Horowitz, ICONIQ, Menlo Ventures, and Wing Venture Capital.

About The Team and The Role

This is a high-impact leadership role at the center of Pinecone’s commercial growth engine.

As Inside Sales Manager, you will lead a combined team of Commercial Account Executives and BDRs, responsible for generating and closing revenue across startups and mid-market accounts — while partnering with enterprise AEs on expansion opportunities. Your team will engage technical buyers (CTOs, VP Engineering, AI Platform leaders, ML engineers) in meaningful conversations about production AI challenges.

This is not traditional SaaS selling. Our buyers are technical, skeptical, and outcome-driven. Success requires a leader who can build a team that speaks credibly about AI infrastructure, understands developer personas, and drives thoughtful outbound and consultative sales — not transactional volume.

You will own pipeline generation, revenue conversion, and the development of repeatable playbooks for the commercial segment.

Responsibilities

Build & Lead the Commercial Inside Sales Team

• Hire, onboard, and develop high-caliber Commercial AEs and BDRs

• Coach reps on running credible discovery with engineering leaders and AI teams

• Elevate technical fluency across the team (LLMs, vector search, RAG, production AI workflows)

• Develop reps across full-cycle sales fundamentals: qualification, multi-threading, objection handling, and expansion

• Build a culture of accountability, curiosity, craftsmanship, and ownership

Own Commercial Pipeline & Revenue

• Own pipeline creation and revenue targets for the commercial segment

• Ensure predictable top-of-funnel generation through outbound and PLG conversion

• Drive tight alignment between BDR pipeline creation and AE conversion

• Improve velocity from first meeting to close

• Identify expansion signals within startup and mid-market accounts

Outbound & PLG Strategy

• Design outbound strategy for AI-native startups and traditional companies adopting AI

• Partner with marketing on high-intent inbound (developer signups, PQLs, content engagement)

• Create structured PQL follow-up motions that convert usage into revenue

• Continuously refine messaging to resonate with AI builders and platform teams

• Balance thoughtful outbound with developer-led inbound engagement

Process, Metrics & Infrastructure

• Define and manage KPIs across meetings, SALs, SQLs, pipeline coverage, close rate, and ACV

• Improve lead routing, territory design, and commercial segmentation

• Implement structured call reviews and coaching cadences

• Partner with RevOps to optimize Salesforce, sequencing tools, enrichment, and intent data

• Build forecasting discipline and pipeline hygiene

Cross-Functional Alignment

• Partner closely with Enterprise AEs to surface expansion paths

• Provide structured feedback to Marketing on ICP, vertical traction, and messaging resonance

• Collaborate with Product and Developer Relations to ensure strong PLG-to-sales motion

• Act as the voice of the commercial segment in GTM planning

Requirements

• 5+ years in B2B SaaS sales; 2+ years managing SDR, BDR, or Commercial AE teams

• Experience selling technical products (infrastructure, data platforms, developer tools, DevOps, AI/ML)

• Demonstrated success leading both pipeline creation and revenue ownership

• Strong understanding of selling into engineering and AI platform teams

• Proven track record of building predictable commercial revenue in a high-growth environment

• Deep comfort operating in a data-driven sales culture

• Experience working in product-led growth (PLG) environments is a strong plus

Perks & Benefits

• Comprehensive health coverage including medical, dental, vision, and mental health resources

• 401(k) Plan

• Equity award

• Flexible time off

• Paid parental leave

• Annual Company Retreat

• WFH Equipment Stipend

All qualified applicants will receive considerations for employment without regard to race, color, religion, sex, age, disability, marital status, familial status, sexual orientation, pregnancy, gender identity, gender expression, national origin, ancestry, citizenship status, veteran status, and any other legally protected status under federal, state, or local anti-discrimination laws.