Senior Lead - Sales and Business Development

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

• Strong 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