Lead an Inside Sales team to achieve new-logo, revenue, MQL, SQL, pipeline, and conversion targets. Responsibilities include outbound prospecting, lead qualification, funnel management, CRM compliance, reporting, lead nurturing, team coaching, performance reviews, and process improvement. The role partners with Sales, Marketing, Application Engineering, and other teams to advance opportunities and improve lead quality, productivity, and revenue generation.
Job Summary:
The ideal candidate should be a hands-on
Inside Sales leader who can simultaneously manage the team, build pipeline,
generate opportunities, monitor CRM discipline, improve conversion, and
contribute directly to revenue and new-logo acquisition. The role will be
responsible for team productivity, lead conversion, CRM discipline,
prospecting, and continuous process improvement.
Key Responsibilities:
- Lead
the Inside Sales team to achieve new-logo, revenue, MQL, SQL, and technical
meeting targets.
- Drive
outbound prospecting, lead generation, qualification, and conversion through
calls, emails, LinkedIn, events, campaigns, and ecosystem engagement.
- Manage
the complete funnel from MQL → SQL → Technical Meeting → Opportunity → Closure.
- Maintain
3X pipeline coverage and monitor MQL-to-SQL and SQL-to-closure conversion.
- Ensure
timely follow-up and effective management of all leads, including lead ageing
and pipeline prioritization.
- Manage
and expand prospect databases across PAN India through market research,
associations, social media, events, and other sources.
- Support
the team in identifying and bringing relevant prospects and customers to
company events through targeted team cold-calling and outreach.
- Ensure
100% CRM compliance, accurate funnel tracking, reporting, and lead status
updates.
- Maintain
regular reports and dashboards to ensure a healthy pipeline, track lead
movement, and identify gaps requiring action.
- Drive
systematic lead nurturing and follow-up activities to improve prospect
engagement and conversion.
- Conduct
weekly team meetings and monthly 1:1 reviews to track performance and provide
coaching.
- Monitor
team productivity and support improvement plans for low-performing team
members.
- Mentor
and develop team members for higher responsibilities and future leadership
roles.
- Conduct
regular team engagement and knowledge-sharing activities.
- Identify
customer/prospect insights and implement process improvement initiatives to
improve lead quality, productivity, and conversion.
- Work
closely with Sales, Marketing, Application Engineering, and other internal
teams to ensure effective opportunity progression.
Requirements
Education:
Bachelor's or Master's degree in Engineering, Business Administration, Marketing, or related field.
Experience:
- 5–8 years of experience in Inside Sales, B2B Sales, Business Development, or Technical Sales.
- Minimum 2 years of experience in team handling/leadership preferred.
- Good to have: Experience managing a team of at least 5 members.
- Strong experience in lead generation, prospecting, MQL/SQL qualification, pipeline management, and sales conversion.
- Experience managing CRM, sales reports, lead tracking, and sales funnel governance.
- Strong communication, presentation, negotiation, and stakeholder management skills.
- Experience in CAD/CAE, engineering software, simulation, SaaS, or technical solutions will be an advantage.
- Strong analytical, problem-solving, and process improvement capabilities.
- Ability to work in a target-driven environment and effectively coach and motivate a sales team.
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