Sales Executive Field Account Executive

Sales Executive / Field Account Executive Innovspace (Final)

Role purpose

Win revenue for Innovspace by owning the full sales cycle from qualification to close while working with Client Relations Executive (CRE) for inbound first response and onboarding.

Reporting

• Reports to: Vertical Lead / Sales Lead (as assigned)
• Works with: Client Relations Executive (CRE) Operations Facilities IT Finance Marketing (collateral)

Scope (what you sell)

• Coworking: hot desk / dedicated desk / private office/cabin
• Managed offices (as enabled by Innovspace)
• Virtual office / business address (if offered)

Success definition

• Predictable closures without lead leakage.
• Fast proposals.
• Clean handover. Zero mis-sell.

Operating model (must be followed)

• Inbound phone calls and walk-ins: CRE first response (capture log schedule). Sales engages for high-intent and all negotiations/closures.
• Outbound prospecting: Sales owns.
• Onboarding: CRE owns execution. Sales remains accountable until handover is accepted.

Key responsibilities (Sales Executive)

1) Outbound pipeline generation (primary)

• Build target lists by micro-market (IT parks SME clusters business districts).
• Do planned daily field outreach and meetings.
• Build broker/aggregator relationships that convert.

2) Qualification (Sales accountable)

• Ensure every lead has:
• seat count / space requirement
• start date
• budget range
• decision-maker identified
• product fit (coworking / cabin / managed office / virtual)
• next step booked
• Kill poor-fit leads early.

3) Site visits and discovery (Sales owned)

• Conduct tours and capture requirements same day.
• Share requirement notes to CRE and update CRM within 24 hours.

4) Proposal and commercials (Sales owned CRE supports)

• Define solution commercials within approved price bands.
• Ensure proposal is sent within SLA:
• coworking: within 24 hours of visit
• managed office: within 48 hours of visit
• Negotiate and drive close.

5) Closing (Sales owned)

• Close only with:
• signed booking/contract/order form (company format)
• start date confirmed
• payment terms confirmed
• KYC/GST/billing entity captured
• Maintain clean documentation trail.

6) Handover to onboarding (Sales accountable until accepted)

• Provide a complete handover pack to CRE.
• Remain accountable until CRE confirms handover accepted (no missing info).

7) Forecasting and pipeline truth (Sales owned)

• Maintain stage value expected close date and next action for every open deal.
• No deal advances stages without evidence (visit done proposal sent negotiation notes).

8) Partner/channel management (Sales owned)

• Keep partner register.
• Track lead quality conversion and commissions as per policy.
• Stop low-quality partners.

Non-negotiables (hard rules)

• No unapproved discounts or freebies.
• No verbal promises on readiness fit-out timelines or inclusions.
• No contract clause changes without approval.
• No private spreadsheets. Single CRM/lead log only.
• No closed deal without complete handover.

CRE interface (who does what)

CRE is responsible for

• Inbound first response: answer capture minimum info log lead schedule next step.
• Follow-up cadence for routine reminders and scheduling.
• Onboarding execution: KYC docs move-in checklist access cards welcome/orientation coordination with Ops/Facilities/IT.

Sales is responsible for

• All negotiation and closure.
• Final commercial confirmation.
• Handover quality.

Vertical Lead is responsible for

• Weekly pipeline governance.
• Pricing/term exceptions approval.
• Coaching and accountability.

Handover pack (Sales CRE) (must be complete)

• Client name billing entity GST details
• Product site seat count start date
• Commercials: rent deposit taxes add-ons discounts (with approvals)
• Inclusions/exclusions list
• Payment terms and invoice schedule
• Primary POC escalation contact
• Any special requirements (branding meeting room usage internet needs)

KPIs (Sales Executive)

A) Core outcome KPIs (monthly)

• Closures (# deals)
• Revenue booked ()
• Seat-months sold / private office units sold
• Proposal close conversion (%)
• Sales cycle time (lead close days)

B) Execution KPIs (weekly)

• Visits completed (#)
• Proposals sent within SLA (%): 24h coworking / 48h managed office
• Follow-up quality (% deals with next-step date and last-contact within policy)
• Pipeline accuracy (forecast vs actual variance)

C) Quality KPIs (protect trust margin)

• Discount leakage (outside band) target 0
• Mis-sell incidents (ops/cre escalation due to wrong promise) target 0
• Early cancellations within 6090 days (track and reduce)
• Handover acceptance rate (% accepted without rework)

D) Channel KPIs

• Active partners producing qualified leads (#)
• Partner lead close conversion (%)
• Commission cost as % of revenue (within policy)

Cadence and reporting

• Daily EOD: visits done proposals sent hot deals blockers next-day plan.
• Weekly: funnel report (lead qualified visit proposal close) reason-lost summary competitor notes partner performance.
• Monthly: revenue by product/site conversion trends cycle time trend discount summary.

30/60/90-day performance gates

030 days

• 100% CRM hygiene (every lead logged next step present).
• Proposal SLA compliance trending >85%.
• First closures or clear documented blockers.

3160 days

• Proposal SLA compliance >90%.
• Conversion rates improving.
• Partner list pruned to only performers.

6190 days

• Predictable monthly bookings.
• Clean handover and onboarding stability (low rework).

Authority boundaries

• Can negotiate only within approved price bands and discount limits.
• Must escalate exceptions to Vertical Lead before committing.
• Cannot promise fit-out/readiness without Ops/Facilities confirmation.

Required tools and templates

• Single lead log/CRM with stages and timestamps
• Proposal template (approved)
• Pricing band sheet discount approval matrix
• Partner register commission tracker
• Handover checklist (Sales CRE)

RACI summary (quick)

• Inbound first response: CRE (R/A) Sales (C)
• Outbound prospecting: Sales (R/A)
• Site visit: Sales (R/A) CRE (C)
• Proposal draft: CRE (R) Sales (A)
• Negotiation close: Sales (R/A)
• Pricing exceptions: Vertical Lead (A) Sales (R) CRE (I)
• Onboarding: CRE (R/A) Sales (C) Ops/Facilities/IT (R for readiness)

Required Skills:

SalesLead ConversionCustomer-focus