Job description
Key Responsibilities1. Team Leadership & People ManagementBuild, manage, and mentor a team of Inside Sales Executives and SDRs.Set clear KPIs, targets, and activity metrics aligned with revenue goals.Conduct regular reviews, coaching sessions, and performance improvement plans.Drive accountability, motivation, and sales discipline across the team.2. Pipeline & Revenue GenerationOwn inbound and outbound lead qualification and pipeline creation.Ensure consistent generation of SQLs and warm opportunities for Field Sales / Account Executives.Track and improve conversion rates across the funnel (Lead → Meeting → Opportunity).Support upsell and cross-sell motions within existing customer accounts.3. Sales Strategy & ExecutionDefine inside sales strategy aligned to company verticals (Insurance, BFSI, CPS, eCommerce, etc.).Drive account-based and persona-based outreach strategies.Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.Lead post-event outreach (conferences, webinars, industry events).4. Collaboration with Field Sales & DeliveryWork closely with Field Sales, Client Partners, and Delivery teams to ensure smooth handoff of qualified leads.Align outreach messaging with delivery capabilities and ongoing programs.Participate in deal reviews where inside sales involvement is required.5. Data, CRM & ReportingOwn CRM hygiene, pipeline visibility, and reporting accuracy.Track performance metrics such as meetings booked, pipeline value, win rates, and cycle time.Provide weekly and monthly dashboards to leadership.Implement process improvements based on data insights.6. Process & EnablementDefine and continuously improve SOPs for Inside Sales.Drive adoption of sales tools (CRM, sales intelligence, LinkedIn, etc.).Partner with Sales Enablement / Training teams for onboarding and skill development.Ensure compliance with sales processes, legal, and brand guidelines.7. Stakeholder & Leadership CommunicationAct as the single point of contact for Inside Sales with senior leadership.Present pipeline reviews, risks, and growth plans to CXOs.Forecast pipeline contribution and flag risks proactively.Key Skills & CompetenciesStrong leadership and people management skills.Deep understanding of IT services, digital transformation, and solution selling.Proven experience in B2B inside sales and pipeline generation.Data-driven mindset with strong CRM and reporting expertise.Excellent communication and stakeholder management skills.Ability to work in a fast-paced, target-driven environment.Experience & QualificationsGraduation mandatory (MBA preferred).7–10+ years of experience in Inside Sales / B2B Technology Sales.Minimum 2–4 years in a people management role.Experience selling IT services, software development, or SaaS preferred.Exposure to global markets (US, Europe, APAC, Middle East) is a plusKey Responsibilities1. Team Leadership & People ManagementBuild, manage, and mentor a team of Inside Sales Executives and SDRs.Set clear KPIs, targets, and activity metrics aligned with revenue goals.Conduct regular reviews, coaching sessions, and performance improvement plans.Drive accountability, motivation, and sales discipline across the team.2. Pipeline & Revenue GenerationOwn inbound and outbound lead qualification and pipeline creation.Ensure consistent generation of SQLs and warm opportunities for Field Sales / Account Executives.Track and improve conversion rates across the funnel (Lead → Meeting → Opportunity).Support upsell and cross-sell motions within existing customer accounts.3. Sales Strategy & ExecutionDefine inside sales strategy aligned to company verticals (Insurance, BFSI, CPS, eCommerce, etc.).Drive account-based and persona-based outreach strategies.Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.Lead post-event outreach (conferences, webinars, industry events).4. Collaboration with Field Sales & DeliveryWork closely with Field Sales, Client Partners, and Delivery teams to ensure smooth handoff of qualified leads.Align outreach messaging with delivery capabilities and ongoing programs.Participate in deal reviews where inside sales involvement is required.5. Data, CRM & ReportingOwn CRM hygiene, pipeline visibility, and reporting accuracy.Track performance metrics such as meetings booked, pipeline value, win rates, and cycle time.Provide weekly and monthly dashboards to leadership.Implement process improvements based on data insights.6. Process & EnablementDefine and continuously improve SOPs for Inside Sales.Drive adoption of sales tools (CRM, sales intelligence, LinkedIn, etc.).Partner with Sales Enablement / Training teams for onboarding and skill development.Ensure compliance with sales processes, legal, and brand guidelines.7. Stakeholder & Leadership CommunicationAct as the single point of contact for Inside Sales with senior leadership.Present pipeline reviews, risks, and growth plans to CXOs.Forecast pipeline contribution and flag risks proactively.Key Skills & CompetenciesStrong leadership and people management skills.Deep understanding of IT services, digital transformation, and solution selling.Proven experience in B2B inside sales and pipeline generation.Data-driven mindset with strong CRM and reporting expertise.Excellent communication and stakeholder management skills.Ability to work in a fast-paced, target-driven environment.Experience & QualificationsGraduation mandatory (MBA preferred).7–10+ years of experience in Inside Sales / B2B Technology Sales.Minimum 2–4 years in a people management role.Experience selling IT services, software development, or SaaS preferred.Exposure to global markets (US, Europe, APAC, Middle East) is a plus
Key Responsibilities
1. Team Leadership & People Management
- Build, manage, and mentor a team of Inside Sales Executives and SDRs.
Build, manage, and mentor a team of Inside Sales Executives and SDRs.
- Set clear KPIs, targets, and activity metrics aligned with revenue goals.
Set clear KPIs, targets, and activity metrics aligned with revenue goals.
- Conduct regular reviews, coaching sessions, and performance improvement plans.
Conduct regular reviews, coaching sessions, and performance improvement plans.
- Drive accountability, motivation, and sales discipline across the team.
Drive accountability, motivation, and sales discipline across the team.
2. Pipeline & Revenue Generation
- Own inbound and outbound lead qualification and pipeline creation.
Own inbound and outbound lead qualification and pipeline creation.
- Ensure consistent generation of SQLs and warm opportunities for Field Sales / Account Executives.
Ensure consistent generation of SQLs and warm opportunities for Field Sales / Account Executives.
- Track and improve conversion rates across the funnel (Lead → Meeting → Opportunity).
Track and improve conversion rates across the funnel (Lead → Meeting → Opportunity).
- Support upsell and cross-sell motions within existing customer accounts.
Support upsell and cross-sell motions within existing customer accounts.
3. Sales Strategy & Execution
- Define inside sales strategy aligned to company verticals (Insurance, BFSI, CPS, eCommerce, etc.).
Define inside sales strategy aligned to company verticals (Insurance, BFSI, CPS, eCommerce, etc.).
- Drive account-based and persona-based outreach strategies.
Drive account-based and persona-based outreach strategies.
- Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.
Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.
- Lead post-event outreach (conferences, webinars, industry events).
Lead post-event outreach (conferences, webinars, industry events).
4. Collaboration with Field Sales & Delivery
- Work closely with Field Sales, Client Partners, and Delivery teams to ensure smooth handoff of qualified leads.
Work closely with Field Sales, Client Partners, and Delivery teams to ensure smooth handoff of qualified leads.
- Align outreach messaging with delivery capabilities and ongoing programs.
Align outreach messaging with delivery capabilities and ongoing programs.
- Participate in deal reviews where inside sales involvement is required.
Participate in deal reviews where inside sales involvement is required.
5. Data, CRM & Reporting
- Own CRM hygiene, pipeline visibility, and reporting accuracy.
Own CRM hygiene, pipeline visibility, and reporting accuracy.
- Track performance metrics such as meetings booked, pipeline value, win rates, and cycle time.
Track performance metrics such as meetings booked, pipeline value, win rates, and cycle time.
- Provide weekly and monthly dashboards to leadership.
Provide weekly and monthly dashboards to leadership.
- Implement process improvements based on data insights.
Implement process improvements based on data insights.
6. Process & Enablement
- Define and continuously improve SOPs for Inside Sales.
Define and continuously improve SOPs for Inside Sales.
- Drive adoption of sales tools (CRM, sales intelligence, LinkedIn, etc.).
Drive adoption of sales tools (CRM, sales intelligence, LinkedIn, etc.).
- Partner with Sales Enablement / Training teams for onboarding and skill development.
Partner with Sales Enablement / Training teams for onboarding and skill development.
- Ensure compliance with sales processes, legal, and brand guidelines.
Ensure compliance with sales processes, legal, and brand guidelines.
7. Stakeholder & Leadership Communication
- Act as the single point of contact for Inside Sales with senior leadership.
Act as the single point of contact for Inside Sales with senior leadership.
- Present pipeline reviews, risks, and growth plans to CXOs.
Present pipeline reviews, risks, and growth plans to CXOs.
- Forecast pipeline contribution and flag risks proactively.
Forecast pipeline contribution and flag risks proactively.
Key Skills & Competencies
- Strong leadership and people management skills.
Strong leadership and people management skills.
- Deep understanding of IT services, digital transformation, and solution selling.
Deep understanding of IT services, digital transformation, and solution selling.
- Proven experience in B2B inside sales and pipeline generation.
Proven experience in B2B inside sales and pipeline generation.
- Data-driven mindset with strong CRM and reporting expertise.
Data-driven mindset with strong CRM and reporting expertise.
- Excellent communication and stakeholder management skills.
Excellent communication and stakeholder management skills.
- Ability to work in a fast-paced, target-driven environment.
Ability to work in a fast-paced, target-driven environment.
Experience & Qualifications
- Graduation mandatory (MBA preferred).
Graduation mandatory (MBA preferred).
- 7–10+ years of experience in Inside Sales / B2B Technology Sales.
7–10+ years of experience in Inside Sales / B2B Technology Sales.
- Minimum 2–4 years in a people management role.
Minimum 2–4 years in a people management role.
- Experience selling IT services, software development, or SaaS preferred.
Experience selling IT services, software development, or SaaS preferred.
- Exposure to global markets (US, Europe, APAC, Middle East) is a plus
Exposure to global markets (US, Europe, APAC, Middle East) is a plus
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