Key Responsibilities

1. Team Leadership & People Management

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  Build, manage, and mentor a team of Inside Sales Executives and SDRs.

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  Set clear KPIs, targets, and activity metrics aligned with revenue goals.

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  Conduct regular reviews, coaching sessions, and performance improvement plans.

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  Drive accountability, motivation, and sales discipline across the team.

2. Pipeline & Revenue Generation

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  Own inbound and outbound lead qualification and pipeline creation.

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  Ensure consistent generation of SQLs and warm opportunities for Field Sales / Account Executives.

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  Track and improve conversion rates across the funnel (Lead → Meeting → Opportunity).

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  Support upsell and cross-sell motions within existing customer accounts.

3. Sales Strategy & Execution

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  Define inside sales strategy aligned to company verticals (Insurance, BFSI, CPS, eCommerce, etc.).

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  Drive account-based and persona-based outreach strategies.

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  Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.

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  Lead post-event outreach (conferences, webinars, industry events).

4. Collaboration with Field Sales & Delivery

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  Work closely with Field Sales, Client Partners, and Delivery teams to ensure smooth handoff of qualified leads.

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  Align outreach messaging with delivery capabilities and ongoing programs.

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  Participate in deal reviews where inside sales involvement is required.

5. Data, CRM & Reporting

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  Own CRM hygiene, pipeline visibility, and reporting accuracy.

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  Track performance metrics such as meetings booked, pipeline value, win rates, and cycle time.

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  Provide weekly and monthly dashboards to leadership.

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  Implement process improvements based on data insights.

6. Process & Enablement

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  Define and continuously improve SOPs for Inside Sales.

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  Drive adoption of sales tools (CRM, sales intelligence, LinkedIn, etc.).

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  Partner with Sales Enablement / Training teams for onboarding and skill development.

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  Ensure compliance with sales processes, legal, and brand guidelines.

7. Stakeholder & Leadership Communication

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  Act as the single point of contact for Inside Sales with senior leadership.

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  Present pipeline reviews, risks, and growth plans to CXOs.

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  Forecast pipeline contribution and flag risks proactively.

Key Skills & Competencies

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  Strong leadership and people management skills.

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  Deep understanding of IT services, digital transformation, and solution selling.

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  Proven experience in B2B inside sales and pipeline generation.

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  Data-driven mindset with strong CRM and reporting expertise.

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  Excellent communication and stakeholder management skills.

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  Ability to work in a fast-paced, target-driven environment.

Experience & Qualifications

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  Graduation mandatory (MBA preferred).

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  7–10+ years of experience in Inside Sales / B2B Technology Sales.

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  Minimum 2–4 years in a people management role.

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  Experience selling IT services, software development, or SaaS preferred.

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  Exposure to global markets (US, Europe, APAC, Middle East) is a plus