Senior Lead- Sales & Business Development
Key Responsibilities
1. Team Leadership & People Management
Build, 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 Generation
Own 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 & Execution
Define 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 & Delivery
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.
Participate in deal reviews where inside sales involvement is required.
5. Data, CRM & Reporting
Own 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 & Enablement
Define 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 Communication
Act 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 & Competencies
Strong 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 & Qualifications
Graduation 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