We are seeking a strategic and execution-focused Inside Sales Leader to establish a predictable and performance-driven sales development function based in Noida, reporting to the COO. You will lead a team that acts as the tip of the spear for our go-to-market engine-driving outbound campaigns, nurturing inbound interest, qualifying accounts, and accelerating pipeline conversion.

This is a role for someone who not only manages activities but also delivers measurable funnel velocity and high-converting leads with precision and accountability. You will be tasked with engineering the inside sales function for scalability, integrating automation, analytics, and modern sales methodologies to influence revenue outcomes directly.

Need B2B experience, Services Company (not product) . This will start as an IC role and scale up soon.

Key Responsibilities

1. Funnel Engineering & Pipeline Velocity

- Design and own the end-to-end lead lifecycle from SQL to SAL.

- Implement funnel health metrics across lead volume, engagement, qualification rates, handover success, and sales contribution.

- Create funnel progression dashboards that track conversion rates by channel, persona, industry, and representative, ensuring every lead is guided through a structured sales journey.

2. Revenue Contribution & Qualified Opportunity Ownership

- Deliver sales-qualified opportunities that are consistently accepted and progressed by field sales.

- Map performance of opportunities across the ABM matrix, campaign type, and target segments.

- Establish predictable cadence metrics (number of touchpoints, days-to-qualification, lead-to-meeting ratio) and reverse-engineer outcomes from revenue targets.

3. Performance Management via SalesOps Innovation

- Use real-time tools (CRM, Gong/Chorus, Outreach, HubSpot/Salesforce) to track contact attempts, meeting set rates, and talk time.

- Build and manage playbooks by segment/persona, and refine them using insights from call recordings, deal intelligence, and competitor behavior.

- Integrate AI-based lead scoring, chat-to-lead integrations, and engagement heatmaps to prioritize outreach.

4. Team Leadership & Capability Building

- Hire and coach a high-output team of SDRs, BDRs, and Inside Sales Associates.

- Define and drive performance using activity scorecards, outcome-based KPIs, and performance-based incentive models.

- Implement Sales QA routines: call reviews, deal simulations, weekly leaderboard reviews, and rep-specific improvement plans.

5. Alignment with GTM & Marketing

- Collaborate with marketing to optimize lead-gen campaigns, content relevance, and MQL quality.

- Act as the voice of frontline outreach-delivering feedback on message-market fit, resistance patterns, and campaign fatigue.

- Collaborate with the product marketing team to refine ICPs, identify use-case hooks, and optimize conversion messaging.

6. Data-Driven Strategy & Feedback Loops

- Maintain precision forecasting by tracking lagging indicators (calls, connects, responses) and leading indicators (meeting booked, opportunity creation).

- Implement weekly "Funnel Review Sprints" with COO, marketing, and field sales to align top-of-funnel motion with bottom-of-funnel conversion velocity.

Provide dashboards for:

a. Funnel Leakage Points

b. ICP Match Scores

c. Intent Signal Utilization

d. Response Time SLAs

Experience & Background:

- 10+ years in inside sales, demand generation, or revenue development roles in tech or B2B SaaS.

- Proven ability to build and scale inside sales teams in high-growth environments.

- Experience managing multiple personas and deal cycles-from mid-market to enterprise.

- Background in AI, SaaS, or data products is a plus.

Core Competencies:

- Outcome Orientation: Track record of linking team effort directly to revenue contribution.

- Sales Fluency: Deep understanding of qualification frameworks (BANT, MEDDIC, SPICED) and sales playbooks.

- Tech-Savvy: Advanced use of CRM, sales engagement platforms, and analytics tools.

- Coaching & Culture: Builder of resilient, competitive, and accountable teams.

- Analytical Rigour: Able to zoom in on rep-level activity data and zoom out to quarterly GTM goals.

What Success Looks Like?

- 100% visibility into funnel metrics-no black holes in lead ownership or progression.

- Increased lead-to-opportunity conversion and shortened sales cycles.

- Repeatable systems and coaching that produce replicating top performers.

- A pipeline that scales with the company's $80M revenue vision-not just by volume, but by design.

Why Client?

- Own a mission-critical function in a company redefining enterprise AI adoption.

- Work directly with CXOs, founders, and a best-in-class tech-marketing-sales stack.

- Be part of a legacy + startup hybrid: agility with deep backing.

- Competitive salary, equity, and a culture that celebrates growth, resilience, and innovation.

Our client is an equal opportunity employer. We welcome changemakers who think independently, execute relentlessly, and grow with purpose.