Key Responsibilities

1. Team Leadership & People Management
- Build, manage, and mentor a team of Inside Sales Executives and SDRs.
- Set explicit 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 â Meeting â 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.

📌 Senior Lead- Sales (Pune)
🏢 Fulcrum Digital
📍 Pune