Inside Sales Manager - New Logo Acquisition

Company Overview

Join the leader transforming healthcare waste management across America.

MedPro Disposal is the nation's largest privately-held medical waste management company, serving 35,000+ providers across 48 states in a $2+ billion market. Since 2009, we've been the trusted partner helping healthcare facilities save up to 30% on waste management costs while maintaining 99% on-time service.

What we do: We lead with comprehensive medical waste disposal solutions, plus pharmaceutical waste management, secure document destruction, and compliance training services—all powered by innovative technology and a client-first approach.

Why it matters: We handle the critical but complex challenge of medical waste management so healthcare providers can focus on what they do best: delivering exceptional patient care.

Our impact: From physician practices to hospitals, dental offices to long-term care facilities, we're trusted advisors and strategic partners—not just vendors. We combine proven expertise with environmental responsibility and comprehensive protection to solve complex operational challenges.

Ready to grow with us?

Join a fast-scaling, mission-driven company where we Do The Right Thing, roll up our sleeves with a "figure it out" attitude, and win as a team. We're building something meaningful—making healthcare safer, more compliant, and more efficient—one client at a time.

Position Overview:

The Inside Sales Manager – New Logo will be responsible for leading and developing a team of inside sales representatives focused exclusively on acquiring new business. This role will drive new logo acquisition strategies, oversee outbound and inbound lead generation, and ensure the sales team consistently meets aggressive new customer growth targets.

This is a fully onsite leadership role at our Naperville, IL headquarters, offering the opportunity to directly impact MedPro’s expansion by fueling new customer acquisition across the healthcare industry.

Key Responsibilities:

Sales Leadership & Team Development

• Lead, coach, and mentor a team of inside sales reps focused on net-new customer acquisition.
• Conduct weekly call coaching (via Gong) and regular pipeline reviews to ensure effective prospecting and closing skills.
• Recruit, onboard, and develop sales talent to maximize performance and scalability.

New Logo Acquisition & Revenue Growth

• Drive strategies to penetrate target markets and acquire new healthcare customers.
• Own monthly new customer acquisition quotas and ensure consistent attainment across the team.
• Build and execute outbound sales cadences and inbound lead follow-up processes to maximize conversions.

Prospecting & Pipeline Management

• Oversee high-volume outreach efforts (calls, emails, LinkedIn) to generate quality opportunities.
• Ensure effective qualification of prospects and movement through the full sales cycle.
• Monitor and manage pipeline health, conversion rates, and time-to-close metrics.

Sales Strategy & Process Optimization

• Implement sales playbooks, scripts, and repeatable processes for effective new customer acquisition.
• Leverage CRM tools (Salesforce, HubSpot) and call monitoring platforms (Gong) to track activity and drive accountability.
• Collaborate with Marketing on lead generation campaigns and sales enablement strategies.

Performance & Reporting

• Track daily/weekly/monthly KPIs and provide insights to senior leadership on new customer acquisition performance.
• Facilitate weekly sales meetings with the team and participate in monthly strategic reviews with leadership.
• Recommend and implement process improvements to enhance new logo acquisition and ROI.

Required Qualifications:

• Minimum of 5 years of proven success in sales, demonstrating a strong track record of acquiring new business and consistently exceeding quotas.
• At least 3 years of experience in leadership roles managing inside sales teams within B2B settings, with a preference for healthcare, SaaS, or compliance industry backgrounds.
• Bachelor’s degree preferred, ideally in Business, Marketing, or a related discipline.
• Strong proficiency with CRM platforms (Salesforce preferred) and sales engagement tools.
• Demonstrated ability to coach sales teams on outbound prospecting, objection handling, and closing techniques.
• Data-driven approach with the capability to analyze KPIs and adapt strategies accordingly to achieve results.
• Exceptional communication, motivation, and leadership skills.
• High energy, entrepreneurial mindset, and the ability to thrive in a fast-paced, competitive environment.

Compensation & Benefits:

• Impactful Work: Directly contribute to the success and growth of a fast-scaling healthcare compliance leader.
• Career Growth: Leadership training, mentorship, and clear pathways to Director-level opportunities.
• Compensation: Competitive base salary of $100K, OTE $150K+ with team-based performance bonuses
• Health & Wellness: Comprehensive medical, dental, and vision insurance.
• Time Off: Generous PTO, paid holidays, and work-life balance initiatives.
• Culture: Collaborative, mission-driven, and high-energy environment where your contributions matter.

Application Process:

Shortlisted candidates will be asked to complete a brief leadership assessment prior to the first interview.

Equal Employment Opportunity Statement

MedPro Disposal is proud to be an equal-opportunity employer. We are committed to fostering a diverse and inclusive workplace and encourage applications from all qualified individuals regardless of race, religion, gender identity, sexual orientation, age, disability, veteran status, or any other legally protected characteristic.