Director, Inside Sales

At KI, we believe knowing our customers helps us serve them better. We listen. We observe. We understand that each customer has unique needs. So, we pride ourselves on helping our customers make smart furniture decisions by offering expert advice, design options and personalized solutions.Since 1941, we’ve positioned KI as the furniture company that best understands the furniture industry and is committed to providing customers with the smart solutions. By targeting specific markets with solutions for business furniture, university furniture, educational furniture, healthcare furniture and government furniture, we can quickly respond to our customers’ unique needs – including the choice to procure furniture according to what fits their ordering and fulfillment process. That’s why we say we offer far more than furniture. We’re Furnishing Knowledge.

We are seeking a Director of inside Sales who will be responsible for building, scaling, and leading KI’s Inside Sales organization to drive sustainable revenue growth, expand market share, and strengthen alignment with the Field Sales function. This leader will design and execute the inside sales strategy, optimize sales processes and technologies, and lead a high-performing team that generates, qualifies, and nurtures sales opportunities. Working in close collaboration with field Sales Leaders and other internal partners, the Director ensures the Inside Sales team delivers measurable impact on pipeline velocity, conversion rates, and customer satisfaction across North America.

Specific responsibilities include:

• Strategic Leadership & Planning:
  • Develop and own the Inside Sales strategy, roadmap, and annual operating plan aligned with corporate and regional objectives.

• Continuously refine methodologies, tools, and workflows to improve lead generation, qualification, and conversion.
• Stay ahead of emerging technologies (CRM, sales enablement, AI) to enhance efficiency and productivity.

• Team Leadership & Talent Development:
  • Recruit, hire, and retain a high performing Inside Sales team.
  • Develop strategic partnerships with universities through speaking engagements, networking events, and career fairs to enhance brand visibility and attract top talent.
  • Mentor and develop managers and team members to elevate performance and consultative selling skills.
• Sales Process & Technology Enablement:

• Champion CRM excellence (Salesforce) for adoption, data integrity, and forecasting accuracy.
• Implement automation, AI-driven insights, and enablement tools to optimize productivity and conversion rates.

• • Drive upsell, cross-sell, and retention strategies to increase share of wallet and customer loyalty.
• Operational Execution & Customer Engagement:

• Oversee lead qualification and disciplined handoff to Field Sales.
• Maintain deep product expertise and competitive knowledge to position offerings effectively.

• • Build strong relationships with dealers, specifiers, and repeat customers to drive retention and uncover new opportunities.
• Performance Management & Reporting:
  • Define and track KPIs (lead volume, conversion rates, pipeline velocity, win rates, revenue influence).
  • Prepare executive reports summarizing performance, insights, and improvement plans.
  • Own lead lifecycle governance, pipeline hygiene, and marketing attribution validation.

What you Need to Succeed:

• Bachelor’s degree in Sales, Marketing, or related field, MBA or advanced degree desired.
• 10+ years of B2B sales experience, including 5+ years in inside sales leadership roles.
• Experience in commercial furniture, architectural/interior products, or related A&D/contract markets preferred.
• Proven ability to manage large, quota-driven teams in high-velocity environments; strong coaching and performance management skills.
• Advanced knowledge of CRM systems (Salesforce), sales engagement tools, and business intelligence platforms; comfort with analytics, forecasting, and performance metrics.
• Skilled at implementing new technologies, including automation and AI-driven solutions; ability to thrive in dynamic, evolving markets.

What KI Offers You:

• Participation in our Employee Stock Ownership Plan (ESOP): As an employee, you will have stock ownership in the company.
• Competitive Health, Dental, & Vision Insurance: Comprehensive coverage for your well-being.
• A 401(k) Plan with Company Match: A retirement savings plan with employer contributions.
• Paid Vacation, Sick Days, & Holidays: Time off to recharge and spend with loved ones.
• Wellness Resources: Access to an on-site fitness center, fitness reimbursement program, and on-site nurse.
• Onsite Cafe: Enjoy a full breakfast and lunch menu right at work.
• Employee Product Discounts: Special pricing on company products.
• Educational Reimbursement Program: Support for degree programs and certifications.
• Full Benefits Package: Includes life insurance, short-term disability, long-term disability, and an Employee Assistance Program (EAP) and more.

Apply today!

KI is an Equal Opportunity Employer.