Associate Director, Inside Sales

Location: Chicago, IL

Reporting to the Vice President - Sales, Diabetes, the Associate Director, Inside Sales provides strategic leadership, direction, and developmental guidance to a team of Inside Sales Representatives (ISRs) in support of Xeris' commercial objectives. This role balances execution with strategy by leading a high-performing virtual sales organization while partnering cross-functionally to optimize business results, strengthen organizational capability, and build a sustainable commercial talent pipeline.

The Associate Director is responsible for recruiting, developing, coaching, and inspiring the Inside Sales team to deliver exceptional customer engagement, achieve sales objectives, and prepare high-potential talent for successful transitions into field-based commercial roles. In partnership with commercial leadership, this individual contributes to the development and execution of strategic initiatives that advance business objectives, drive performance, and reinforce Xeris' culture, values, and commitment to compliance.

Essential Job Functions

Leadership & Talent Development

• Recruit, onboard, develop, coach, and retain a high-performing team of Inside Sales Representatives focused on achieving commercial objectives while building future field sales talent.
• Lead the Business Acumen development process by identifying, coaching, and preparing high-performing ISRs for advancement into field sales positions.
• Provide ongoing coaching, performance feedback, career development, and individualized development plans that strengthen sales capabilities and field readiness.
• Partner with Regional Business Directors and Commercial Leadership to ensure developmental experiences reinforce behaviors and competencies critical for field success.
• Conduct regular coaching observations, virtual ride-alongs, and field experiences, including a minimum of one field visit per month consisting of 2–3 full coaching days.

Commercial Excellence & Execution

• Establish clear performance expectations, monitor key performance indicators, and drive achievement of sales, activity, and talent pipeline goals.
• Ensure the team maintains strong product, disease state, competitive, and market knowledge while consistently executing compliant, customer-focused selling behaviors.
• Identify performance trends and implement strategies that improve sales effectiveness, customer engagement, and business outcomes.
• Partner with Commercial Leadership to develop and execute strategic and tactical plans that support organizational priorities.

Cross-Functional Leadership & Enterprise Collaboration

• Collaborate with Sales Training, Marketing, Sales Operations, Medical Affairs, Market Access, and other cross-functional partners to optimize learning, sales execution, and organizational readiness.
• Leverage commercial insights, customer feedback, and performance data to inform strategic recommendations and continuous process improvement.
• Represent the Inside Sales organization on cross-functional initiatives and serve as a strategic partner across the commercial organization.
• Utilize technical expertise, business acumen, and market knowledge to influence decisions that strengthen Inside Sales strategy and execution.
• Champion and exemplify the organization's culture, fostering alignment with the Mission, Vision, and Values while promoting behaviors and practices that drive engagement, collaboration, and performance

Training, Compliance & Capability Building

• Identify capability gaps and implement training strategies, resources, and developmental initiatives that enhance individual and team performance.
• Ensure all new and tenured ISRs complete required training and maintain proficiency across products, systems, and sales processes.
• Manage the Inside Sales operating budget by monitoring expenditures and optimizing resource allocation.
• Model the highest standards of ethics, integrity, and compliance while fostering a culture of accountability and patient-centric decision making.
• Ensure all activities are conducted in accordance with company policies, industry regulations, and applicable compliance requirements.
• Professionally represent Xeris internally and externally while cultivating trusted relationships with colleagues, customers, and business partners.

Skills and Qualifications

• Bachelor's Degree in the Health Sciences, Business/Marketing, Accounting, or related field
• 4 years minimum, 5+ years preferred of experience in pharmaceutical sales and/or marketing positions
• Ability to identify and facilitate business risk/issue mitigation and resolution.
• Inside sales leadership experience preferred & individual contributor field sales experience is required
• Strong track record of high performance and success to include sales results and critical behaviors/competencies
• Leadership experience that includes either direct management of others and/or experience in roles where coaching and mentoring of others was required
• Training, coaching, mentoring experience required
• Ability to hold others accountable to organizational goals and take appropriate action when team members are not meeting expectations.
• Experience with sales technology platforms/technology such as Salesforce.
• Competencies: Functional and Strategic Leadership, Coaching and Feedback skills, Cross-Functional Collaboration, Written & Verbal Communication skills, Conflict Resolution, Results-Driven, Relationship Building

Working Conditions

• Position may require periodic evening and weekend work, as necessary to fulfill obligations. Periodic overnight travel required
• Overnight travel up to 30% required.
• This position is based in Xeris’ Chicago office and requires the incumbent to be on-site Monday through Friday weekly.
• NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.
• The anticipated base salary range for this position is $155,200 - $232,800

#LI-ONSITE

We are committed to offering competitive compensation. Starting pay is determined based on a variety of factors, including the role, job-related knowledge, skills, experience, education, internal equity, market data, and the location of the role, where applicable.

Xeris Pharmaceuticals, Inc. (the “Company”) is an equal opportunity employer and does not discriminate based on race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, genetics or any other characteristic protected by law. All qualified candidates are given equal opportunity and the Company’s employment selection decisions are based solely on job-related factors. NOTE: This job description is not intended to be all-inclusive. The employee may be required to perform other related duties as needed to meet the ongoing needs of the Company.

The level of the position will be determined based on the selected candidate’s qualifications and experience. Final determination of the actual base salary offered depends on several factors, including but not limited to the candidate’s skills, experience, education, location, and business needs. Employees are eligible for equity or long-term incentive awards, where applicable. Field Sales role employees are eligible for a quarterly commission structure.

Non-Sales role employees are eligible for an annual bonus. The Company also offers a comprehensive benefits package that includes additional elements such as paid time off benefits, various health, vision, and dental insurance options, 401(k) retirement benefits and more for eligible employees. Details about these and other offerings will be provided at the time a conditional offer of employment is made. Candidates are always welcome to inquire about our compensation and benefits package during the interview process.

Individuals hired as temporary employees, interns, and preceptors are not eligible for commissions, bonuses, and/or long-term incentive or equity awards. Eligibility for other benefits will be based on plan documents.

Accessibility & Reasonable Accommodations

If, because of a medical condition or disability, you require a reasonable accommodation or assistance to complete any part of the application process, please send an e-mail to [email protected] and identify the type of accommodation or assistance you are requesting. Please include the job requisition number in your message. Please note if your request is not for this stated purpose, you will not receive a response to your email. Do not include any medical or health information in this email.

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