Enterprise Inside Sales Representative (ISR) CDS

Location - Mumbai

Years of experience - 5+ years

Experience

(Enterprise B2B / IT Services / Cloud migration / Cyber Security/ Cloud Infrastructure Managed Services/ Technology Sales)

About the Role

Writer Information is looking for a highly driven and consultative Inside Sales Representative (ISR) to support its Business Process Services (BPS) practice. The ISR will be responsible for building a qualified sales pipeline by identifying target accounts, mapping key decision-makers, generating executive-level conversations, and nurturing prospects until they become Sales Qualified Leads (SQLs).

This is an Account-Based Marketing (ABM) and enterprise prospecting role that requires strategic thinking, exceptional communication skills, and the ability to engage with CXO-level executives across target organizations.

Key Responsibilities

Account-Based Prospecting

- Build and maintain a strategic list of target enterprise accounts aligned with the CDS growth strategy.
- Conduct detailed account research to understand business priorities, organizational structure, outsourcing initiatives, and digital transformation objectives.
- Create account heat maps identifying key buying centers and influencers.

Decision-Maker Mapping

Identify and establish connections with relevant stakeholders, including:

- CIO, CEO, DPO, CISO, CRO, IT Head, Applications Head, Chief Digital Transformation Officer, Chief data Oficer

Lead Generation & Qualification

- Generate enterprise meetings through multi-channel outreach.
- Qualify every prospect using the BANT framework:
- Budget
- Authority
- Need
- Timeline
- Deliver only Sales Qualified Leads (SQLs) to the sales team.
- Maintain a healthy pipeline aligned to quarterly and annual revenue targets.

Multi-Channel Outreach





Develop relationships through:

- LinkedIn
- Email campaigns
- Phone conversations
- Industry forums
- Networking platforms
- Referrals
- Other digital engagement channels

Build executive relationships through personalized, value-driven conversations rather than transactional outreach.

Lead Nurturing

- Execute structured follow-up plans for every prospect.
- Continuously engage accounts until they are sales-ready.
- Track engagement and buying signals.
- Schedule qualified meetings and hand over opportunities to the sales team.

CRM & Reporting

- Maintain accurate lead information in CRM (Salesforce).
- Update account activity, qualification status, meeting outcomes, and pipeline progress.
- Ensure complete visibility of the lead lifecycle from inquiry to SQL.

Collaboration

- Work closely with Practice Heads, and Sales teams.
- Provide market intelligence, competitor insights, and customer feedback.
- Support Account-Based Marketing (ABM) campaigns and targeted demand generation initiatives.

Key Performance Indicators (KPIs)

- Target accounts identified
- Decision-makers mapped
- Qualified conversations initiated
- BANT-qualified leads generated
- Sales Qualified Leads (SQLs)
- Meetings scheduled
- Pipeline value influenced
- Revenue pipeline generated
- Conversion from MQL to SQL
- CRM hygiene and reporting accuracy

Required Skills & Competencies

Communication





- Excellent verbal and written communication skills.
- Ability to confidently engage and influence CXO-level executives.
- Strong presentation and consultative selling skills.

Business Acumen

- Solid understanding of enterprise business functions and outsourcing models.
- Ability to articulate business value rather than product features.
- Understanding of BPS, Shared Services, Finance & Accounting Outsourcing, HR Outsourcing, Customer Experience, and Digital Operations is preferred.

Technology & Digital Skills

Hands-on experience with:

- LinkedIn Sales Navigator
- Salesforce CRM (preferred)
- Apollo.io, ZoomInfo, Lusha, Cognism, RocketReach, or similar contact intelligence platforms
- Email automation and sales engagement tools
- Microsoft Office Suite

Personal Attributes

- Self-driven and target-oriented.
- Highly proactive with a hunter mindset.
- Strong networking and relationship-building capabilities.
- Excellent interpersonal and stakeholder management skills.
- Curious, resourceful, and resilient.
- Comfortable working independently while collaborating effectively across teams.

Preferred Industry Experience

Candidates with prior experience in enterprise lead generation for any of the following will be preferred:

- Business Process Services (BPS)
- BPM/BPO
- IT Services
- Digital Transformation Services
- Consulting
- Enterprise SaaS
- Technology Services

Success Profile

The ideal candidate is not just an appointment setter but a strategic pipeline builder who can independently identify opportunities, engage senior decision-makers, nurture relationships, and consistently deliver high-quality, BANT-qualified opportunities that contribute directly to the organization's revenue pipeline.

📌 Enterprise - Inside Sales Representative (Mumbai)
🏢 Writer Information Management Services
📍 Mumbai