Key Responsibilities

1. Team Leadership & People Management

- Build, manage, and mentor a team of Inside Sales Executives and SDRs.

- Set clear 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 → Meeting → 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.

7. Stakeholder & Leadership Communication

- Act as the single point of contact for Inside Sales with senior leadership.

- Present pipeline reviews, risks, and growth plans to CXOs.

- Forecast pipeline contribution and flag risks proactively.

Key Skills & Competencies

- Solid leadership and people management skills.

- Deep understanding of IT services, digital transformation, and solution selling.

- Proven experience in B2B inside sales and pipeline generation.

- Data-driven mindset with strong CRM and reporting expertise.

- Excellent communication and stakeholder management skills.

- Ability to work in a fast-paced, target-driven environment.

Experience & Qualifications

- Graduation mandatory (MBA preferred).

- 7–10+ years of experience in Inside Sales / B2B Technology Sales.

- Minimum 2–4 years in a people management role.

- Experience selling IT services, software development, or SaaS preferred.

- Exposure to global markets (US, Europe, APAC, Middle East) is a plus

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