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).
  

• 710 years of experience in Inside Sales / B2B Technology Sales.
  

• Minimum 24 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