Sales motion - Outbound: calling, email, LinkedIn and digital prospecting

Services sold - B2C (express parcel), Part Truck Load (PTL), Full Truck Load (FTL), Cross Border

Target customers - Companies with annual revenue of 5 - 100 Cr

About the role:

The Director - Inside Sales will build and run Delhivery's Goa outbound engine, turning a 60-associate team into a predictable source of new revenue from mid-market shippers.

You will own the full outbound funnel for companies with 5 - 100 Cr in annual revenue, from prospecting to closure and handover. You will lead 4 managers, set the operating rhythm, and make sure every associate can sell Delhivery's full portfolio: B2C parcel, PTL, FTL and Cross Border.

This is a hands-on leadership role. You will shape the playbook, the metrics and the culture of a large, young team, and partner closely with field sales, solutions, onboarding and marketing.

Key responsibilities:

1. Revenue and pipeline ownership:

- Own the Inside Sales team's new-business revenue, pipeline and conversion targets across B2C, PTL, FTL and Cross Border.

- Build monthly and quarterly forecasts by product line and manager, and hold the team to them.

- Define the ideal customer profile and segment the 5 - 100 Cr market by industry, shipment profile and geography.

- Drive cross-sell so prospects buying one service are pitched the right adjacent services.

2. Outbound process and playbook:

- Design and continuously improve the outbound cadence: call, email, LinkedIn and WhatsApp sequences.

- Build product-specific pitch scripts, objection handling and qualification frameworks (for example, BANT or MEDDIC).

- Set clear handover rules between inside sales, field sales and solutions teams for larger or complex deals.

- Work with marketing and data teams on lead sources, list quality and campaign targeting.

3. Team leadership and people development:

- Lead, coach and hold accountable 4 managers, each running a pod of about 15 associates.

- Own hiring, onboarding and ramp plans so new associates reach productivity quickly.

- Run call reviews, deal reviews and structured coaching every week.

- Build a performance culture with clear incentives, recognition and fair performance management.

- Plan attrition, succession and a bench of future team leads.

4. Operations, data and tools:

- Own CRM hygiene, dialer usage and reporting dashboards for the full team.

- Track funnel metrics daily and act quickly on drops in activity, connect rate or conversion.

- Use call analytics and data to find what top performers do and scale it across the team.

- Run core sales processes through the calling solution: dialer-led cadences, call recording, dispositions and CRM sync.

- Deploy and scale AI agentic calling for lead qualification, follow-ups and appointment setting, with clear handoffs to associates.

- Partner with pricing, onboarding and operations so closed accounts go live on time and start shipping.

5. Stakeholder management:

- Report weekly on pipeline, revenue and team health to the Inside Sales leadership.

- Represent the Goa centre in business reviews and cross-functional planning.

- Bring market and customer feedback to product, pricing and marketing teams.

Must have:

- 8+ years in B2B sales, with at least 5 years leading inside sales or outbound teams of 50+ people.

- P&L ownership experience while leading large sales teams, including accountability for revenue, cost and team productivity.

- Experience managing managers, not only individual contributors.

- A track record of building or scaling an outbound engine with measurable revenue results.

- Experience selling logistics, supply chain, freight or related B2B services to SMEs and mid-market companies.

- Strong command of CRM, dialers and sales analytics; comfortable running the team on data.

- Willingness to be based in Goa and work on-site with the team.

Skills and traits:

- Clear, confident communicator who can coach on live calls and present to senior leadership.

- Process builder who turns what works into repeatable playbooks.

- High ownership, bias for action and comfort with aggressive targets.

- People leader who can energise a young team and keep attrition low.