Role & responsibilities

Role Overview

As the Outbound Sales Manager Enterprise Pipeline & Sales Development, you will own the design, build and execution of Instellars' outbound sales engine across the US, Europe and APAC.

You will build and lead a Bengaluru-based Sales Development organization responsible for creating a predictable, multi-million-dollar qualified enterprise pipeline across Pega, ServiceNow, AI, workflow automation and digital transformation services.

This is a hands-on leadership and player-coach role for a proven outbound leader who has built high-performing SDR/BDR organizations, generated enterprise pipeline at scale, and can translate ICP strategy, account intelligence, messaging, technology and sales execution into measurable pipeline and revenue outcomes.

You will be expected to build not just the team, but the sales development machine combining people, process, CRM, data, automation, AI and technology to continuously increase pipeline productivity while reducing the cost of pipeline generation.

The role has three core objectives:

1. Build the Pipeline – Generate multi-million-dollar enterprise pipeline across global markets.

2. Build the Team – Recruit, coach and develop a high-performing Bengaluru-based outbound organization.

3. Build the Machine – Build the CRM, data, automation, AI and operating processes required to scale pipeline efficiently without proportionate headcount growth.

Key Responsibilities

1. Build & Scale the Outbound Engine

- Build and operationalize Instellars' outbound sales function from Bengaluru.
- Define the team structure, hiring plan, territories, account allocation, productivity expectations and operating cadence.
- Recruit, onboard, coach and develop high-performing SDR/BDR and Sales Development teams.
- Build and manage a multi-channel outbound engine across cold calling, email, LinkedIn/social selling, personalized outreach, account-based campaigns and other relevant digital channels.
- Continuously test and improve calling, email, LinkedIn and other outbound channels based on response, meeting, SQL and pipeline conversion.
- Establish scalable processes, playbooks, governance and performance standards.
- Build a repeatable outbound operating model that can scale with Instellars' growth.
- Establish clear accountability for pipeline generation at the individual, team, geography and campaign levels.
- Operate as a player-coach, combining strategic leadership with hands-on involvement in key campaigns and strategic accounts.

2. Own Multi-Million-Dollar Pipeline Generation

- Own the qualified pipeline generated through outbound channels across the US, Europe and APAC.
- Build a predictable pipeline engine aligned with Instellars' annual revenue and growth objectives, through a coordinated mix of cold calling, email, LinkedIn/social selling, account-based outreach, personalized campaigns, partner-led outreach and other relevant channels.
- Develop clear pipeline targets by geography, account, campaign and team member.
- Track pipeline sourced, pipeline influenced, SQLs, opportunities and conversion through to revenue.
- Continuously optimize the outbound engine based on pipeline quality and commercial outcomes.
- Build a healthy balance between strategic account-based outbound and scalable outbound programs.
- Ensure existing pipeline generation continues and improves while the new outbound engine, processes, technology and automation are being built.

The primary measure of success is qualified pipeline generated, not activity volume.

3. ICP, Account & Persona Strategy

- Define and continuously refine Instellars' Ideal Customer Profile (ICP).
- Build and prioritize strategic target-account lists by geography, industry, company size, technology landscape and buying potential.
- Develop account and persona strategies for enterprise organizations.
- Identify relevant buying triggers, business challenges, technology initiatives and transformation priorities.
- Build multi-threaded engagement strategies across enterprise buying groups.
- Continuously refine the ICP based on pipeline conversion, deal quality and revenue outcomes.

Target personas may include:

- CIO / CTO
- CDO / COO
- Heads of Digital Transformation
- Heads of Customer Experience




- Enterprise Architecture Leaders
- Pega / ServiceNow Platform Leaders
- Business Transformation Leaders
- Operations and Technology Executives

4. Enterprise Outbound & ABM

- Design and execute account-based outbound programs for strategic enterprise accounts.
- Build coordinated campaigns across email, LinkedIn, cold calling, social selling and other digital channels.
- Develop persona-specific messaging and outreach sequences.
- Build multi-touch and multi-threaded campaigns rather than relying on high-volume generic outreach.
- Personally participate in strategic outbound initiatives and executive-level prospect engagement.
- Develop campaigns around specific business problems, technology initiatives, industry trends and buying triggers.
- Continuously test and improve messaging, channels, sequences and campaign economics.

5. Sales Development Process

- Establish the complete outbound process from target-account identification through qualified opportunity creation.
- Define qualification standards and clear handoff processes to Enterprise Sales / Account Executives.
- Build and continuously improve outbound playbooks, messaging frameworks, call scripts and sequences.
- Establish SLAs between Sales Development, Marketing, Enterprise Sales, Account Management and Practice Leaders.
- Analyze conversion from:

Target Account Engagement Meeting SQL Opportunity Pipeline Revenue

- Identify funnel leakage and implement corrective actions.
- Ensure outbound-generated meetings convert into high-quality opportunities rather than simply maximizing meeting volume.

6. CRM, Sales Technology & Automation

Own the Sales Development CRM and technology operating model.

- Own the effective use and adoption of Zoho CRM across the Sales Development organization.
- Design and continuously improve CRM workflows, dashboards, reporting, lead routing, account segmentation and pipeline visibility.
- Ensure CRM data is accurate, complete, timely and actionable.
- Establish CRM discipline and governance across the outbound organization.
- Identify repetitive manual activities across prospecting, account research, data enrichment, lead assignment, follow-ups, meeting management and reporting.
- Design and implement CRM workflows, integrations, automation and AI-enabled sales processes to improve productivity and reduce operational cost.
- Evaluate and deploy appropriate sales technology including CRM, sales intelligence, data enrichment, sequencing, email automation, LinkedIn prospecting, intent data and AI-based prospecting tools.
- Build automated processes for:
- Account and contact enrichment
- Lead segmentation
- Lead scoring
- Lead routing
- Task creation
- Follow-up automation
- Campaign tracking
- Pipeline reporting
- Data-quality management
- Identify opportunities to use AI and automation for prospect research, personalization, prospect prioritization, meeting preparation, follow-ups and sales intelligence.
- Partner with IT, Marketing and Sales Operations to integrate systems and eliminate duplicate or unnecessary tools.
- Build a continuous improvement roadmap focused on scale, efficiency, productivity and cost optimization.

Technology & Automation Mindset

The successful candidate should not view CRM as a reporting system alone.

They should treat CRM and sales technology as the operating system for the outbound organization.

We are looking for someone who continuously asks:

Can we automate this? Can we eliminate this? Can we make this faster? Can we improve the output without adding headcount?

Success will be measured not only by pipeline generated, but also by the efficiency of the pipeline engine.

7. Team Leadership & Coaching

- Lead, mentor and develop the Sales Development organization.
- Establish weekly one-on-one coaching, pipeline reviews and performance reviews.
- Conduct call reviews,



messaging reviews and role plays.
- Build a culture of accountability, experimentation and continuous improvement.
- Develop future leaders within the Sales Development organization.
- Establish clear performance expectations and improvement plans.
- Build strong individual productivity benchmarks for every SDR/BDR.
- Identify high performers and create career progression paths.

8. Performance Management & Analytics

Establish and manage a clear performance framework.

Primary KPIs

- Qualified pipeline generated
- Pipeline sourced
- Pipeline influenced
- SQL Opportunity conversion
- Opportunity Won conversion
- Pipeline generated per SDR/BDR
- Pipeline by geography
- Pipeline by campaign
- Pipeline by ICP segment
- Cost per SQL
- Cost per qualified opportunity
- Pipeline productivity per head

Secondary KPIs

- Meetings booked
- Connect rate
- Response rate
- Email engagement
- Call activity
- LinkedIn engagement
- Account penetration
- Persona coverage

Use data to continuously improve:

Targeting Messaging Activity Conversion Pipeline Revenue

9. Cross-Functional Leadership

- Partner closely with Enterprise Sales and Account Executives to convert outbound meetings into qualified opportunities and revenue.
- Work with Marketing on demand generation, webinars, events, content and campaign amplification.
- Partner with Practice Leaders to align outbound campaigns with Pega, ServiceNow, Salesforce, AI and enterprise transformation priorities.
- Work with Alliances and Technology Partners to identify joint-account opportunities.
- Collaborate with Delivery and Solution Leaders to develop relevant value propositions and industry messaging.
- Provide regular pipeline insights to senior leadership and recommend changes to ICP, messaging, campaigns and sales strategy.

Qualifications

Required

- 8–12+ years of experience in enterprise B2B Sales Development, Outbound Sales, Business Development, Inside Sales or related functions within IT Services, Technology Consulting or SaaS.
- 3+ years of experience leading SDR, BDR, Sales Development or Inside Sales teams.
- Proven track record of building and scaling outbound sales functions, preferably from the ground up.
- Demonstrated experience building or leading teams that generated multi-million-dollar enterprise sales pipeline.
- Proven experience generating pipeline across US, Europe and/or APAC markets.
- Experience managing an offshore/Bengaluru-based team selling into international markets.
- Strong understanding of enterprise account-based prospecting and multi-threaded outbound.
- Demonstrated experience targeting senior enterprise decision-makers.
- Experience developing ICPs, account lists, buyer personas, messaging and outbound campaigns.
- Strong understanding of pipeline metrics, conversion rates, forecasting and sales development economics.
- Hands-on experience with Zoho CRM, Salesforce, HubSpot or Microsoft Dynamics.
- Solid understanding of CRM architecture, sales workflows, automation and data management.
- Experience building or improving automated outbound processes.
- Experience with modern sales intelligence and outbound tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo or equivalent platforms.
- Strong leadership, coaching, communication and stakeholder-management skills.
- Strong analytical mindset with the ability to translate data into sales actions.
- Demonstrated ability to manage performance against measurable pipeline and revenue outcomes.

Preferred

- Experience selling enterprise consulting, digital transformation, technology services or SaaS.
- Experience with enterprise platforms such as Pega, ServiceNow, Salesforce, Cloud, AI or Intelligent Automation.
- Experience generating enterprise opportunities with $250K+ deal potential and/or multi-million-dollar account opportunities.
- Experience selling into Banking, Financial Services, Insurance or other complex enterprise industries.
- Experience building ABM programs and strategic-account outbound campaigns.
- Experience using AI, automation and integrations to reduce SDR manual effort and improve prospecting productivity.
- Experience working closely with Marketing, Alliances, Practice Leaders and Enterprise Sales teams.

Preferred candidate profile

📌 Outbound Sales Manager Enterprise Pipeline -Sales Development (Bengaluru)
🏢 Instellars Global
📍 Bengaluru