Senior Lead - Sales & 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