Role and Responsibilities

- Revenue &
- Customer Acquisition
- Achieve monthly/quarterly targets for:
- New customer acquisition (logos)
- Revenue generation • Quality of book (right-fit companies)
- Maintain healthy pipeline coverage (3–5x of targets)

2.

Outbound Team

Management

- Lead and manage a team of 3–4 outbound sales executives
- Drive daily activity benchmarks (calls, emails, outreach, meetings)
- Ensure consistent pipeline generation across target industries
- Database &
- Prospecting Strategy
- Build and maintain a high-quality prospect database
- Ensure addition of target companies and relevant CXO/CHRO contacts
- Drive structured prospecting across industries and employee segments
- Tracking, Reporting &
- Funnel Management
- Set up and own end-to-end outbound performance tracking including on the CRM (preferably Zoho):
- Companies & contacts added
- Calls made & emails sent
- Meetings scheduled & completed
- Proposals sent & deals closed
- Build:

o Daily activity dashboards o Weekly funnel review reports o Monthly business performance summaries o Ensure strong CRM hygiene (Zoho CRM or equivalent)

- Conversion &
- Pipeline Effectiveness
- Track and improve funnel conversion rates
- Support team in qualification, pitching, and deal progression
- Intervene in high-value or critical opportunities

6.

Performance

Management &

- Coaching




- Monitor individual performance vs targets and benchmarks
- Conduct regular reviews and provide hands-on coaching
- Improve outreach quality, messaging, and conversion capability
- Quality of Book Ownership
- Ensure acquisition of high-fit companies aligned to GPTW positioning
- Improve targeting precision and reduce funnel leakage Key Metrics (KPIs)
- Customer acquisition & revenue achievement
- Meetings set and conversion ratios
- Proposal-to-win rate
- Activity metrics (calls, emails, outreach)
- Database growth (companies & contacts added)
- Funnel efficiency & sales cycle time

Requirements

- Experience: 6–10 years in B2B sales, with 2–3 years in outbound sales team leadership, B2B/Corporate Sales in a consultative / SAAS offering environment
- Strong experience in outbound prospecting, pipeline management, and CRM tools
- Customer centricity
- High analytical rigor with ability to manage through metrics and dashboards
- Proven ability to drive team productivity and conversion outcomes
- Data-driven decision-making
- Team leadership and coaching
- Robust communication and stakeholder management
- Proficient in using & reviewing sales CRM
- Ability to understand competitive landscape
- Robust work ethic
- Self-driven

📌 Senior Manager Sales (Mumbai)
🏢 Great Place To Work®
📍 Mumbai