THE MANDATE

Build and own Prozos entire top-of-funnel engine from ideal customer profile (ICP) definition to prospect identification, stakeholder mapping, contact enrichment, outreach campaign creation, and CRM management. Maintain a master prospect universe covering brands, SMEs, enterprises, conglomerates, e-commerce platforms, quick commerce platforms, and fintech platforms where Prozos integrated supply chain services are relevant. Ensure every outreach is anchored on HubSpot CRM, enabling layered repeat engagements not isolated campaigns. Prozo is an AI-first company deploying AI interventions at multiple levels (n8n workflows, AI-powered enrichment, content generation). You are expected to leverage AI tools aggressively to do more with fewer resources.

TEAM STRUCTURE - WHAT REPORTS INTO THIS ROLE

This is a team lead role. The following teams report directly into this position:

- Data Management Team - prospect universe building, ICP research, data enrichment, stakeholder mapping, and data hygiene.

- CRM Management Team - HubSpot pipeline management, outreach campaign execution, email automation,

dashboard reporting, and engagement tracking.

- Inside Sales Team - outbound calling, prospect qualification, meeting scheduling, lead warm-up, and initial discovery conversations before handoff to senior BD.

KEY RESPONSIBILITY AREAS

ICP Definition & Prospect Universe Building

- Define Prozos ICP across segments: D2C brands, SME manufacturers, enterprise FMCG/consumer companies, conglomerates (Reliance, Tata, Aditya Birla), e-commerce/quick commerce platforms (Zepto, Blinkit, Swiggy Instamart), and fintech platforms with logistics needs.

- Build the master prospect universe from ROC/MCA filings, PrivateCircle, Tracxn, fundraise data (Crunchbase, VCCEdge, Inc42), industry directories, and marketplace seller databases. Categorise by segment, vertical, logistics spend, and Prozo relevance score.

- For conglomerates and platforms, map business unit structures at sub-vertical granularity (e.g., Reliance Retail - Ajio, Tira, JioMart - each with distinct logistics needs).

Stakeholder Mapping & Contact Enrichment

- Identify the right POC for every prospect: understand org hierarchies, determine whether decision-makers sit in supply chain, operations, e-commerce, or the founders office.

- Enrich each record with: name, designation, BU/vertical, verified mobile, verified email, LinkedIn profile. Use LinkedIn Sales Navigator, Apollo.io, Lusha, Hunter.io, ZoomInfo, and AI-powered enrichment tools.

- Maintain rigorous data hygiene quarterly audits for bounced emails, changed designations, departed contacts.

- Every CRM record must be current and actionable.

Outreach Campaign Creation & Execution

- Independently draft compelling outreach content email sequences, LinkedIn InMails, WhatsApp scripts, follow-up cadences without depending on leadership for content. Internalise Prozos value proposition (ProWMS, ProShip, Control Tower, omnichannel fulfilment) and translate it into segment-specific messaging.

- Create and manage email campaigns in HubSpot: list segmentation, A/B testing, send-time optimisation, personalisation tokens, automated workflows. Target: delivery >95%, open rate >35%, CTR >5%.

- Build non-email outreach plays: LinkedIn campaigns, event-based outreach, referral introductions, thought leadership distribution.

CRM Management & Pipeline Intelligence

- Own HubSpot as the single source of truth. Build structured pipelines: top-of-funnel - engaged - qualified handoff to sales/BD. Design dashboards for outreach volume, response rates, pipeline velocity, and prospect aging.

- Track trigger events fundraise announcements, new brand launches, marketplace expansions, competitor client losses and convert them to outreach within 48 hours. Maintain competitive intelligence on Shiprocket, Delhivery, Unicommerce, Emiza, GoSwift.

Inside Sales Management

- Lead the inside sales team: set daily/weekly outbound calling targets, define call scripts and qualification frameworks, monitor call quality, and ensure a steady flow of qualified meetings for the senior BD team.

- Build the inside sales playbook: prospect prioritisation logic, call cadence, objection handling, warm-up sequences (email + call + LinkedIn), and handoff criteria (what qualifies as a sales-ready lead). Track conversion rates at every stage: calls made - conversations held - meetings set - meetings attended.

- Ensure tight integration between inside sales activity and HubSpot CRM - every call logged, every outcome recorded, every follow-up scheduled. Inside sales is the activation layer on top of the data and outreach engine.

DESIRABLE CAPABILITIES (Cherry on the Cake)

- Account-Based Marketing (ABM) & Performance Marketing: Experience designing targeted ABM programmes for top accounts (personalised landing pages, LinkedIn ads, retargeting) and running performance marketing campaigns (Google Ads, LinkedIn Sponsored Content).

- Events & Partnerships: Experience organising or leveraging industry events, conferences, trade shows, and strategic partnerships for lead generation and brand visibility. Ability to identify high-ROI events, manage Prozos presence, and convert event interactions into pipeline.

KEY PERFORMANCE INDICATORS

- Prospect universe: 5,000+ companies identified, enriched, and maintained in CRM in Year 1

- Contact enrichment rate >80% (verified POC with name, designation, mobile, email)

- Email metrics: delivery >95%, open rate >35%, CTR >5%, reply rate >3%

- Qualified meetings booked per month (combined: outreach campaigns + inside sales calls)

- CRM hygiene: duplicate rate <2%, data completeness >90%, no records stale beyond 90 days

- Pipeline contribution: % of total sales pipeline originated from marketing outreach

QUALIFICATIONS & EXPERIENCE

- 5-10 years in B2B marketing, demand generation, or growth marketing with 3+ years in prospect identification, data enrichment, and outreach campaign execution.

- Hands-on HubSpot CRM expertise: configuring pipelines, building workflows, managing email campaigns end-to-end, and troubleshooting deliverability (SPF, DKIM, domain reputation).

- Proven track record writing outreach content independently with demonstrable results (open rates, reply rates, meetings booked). Strong content craftsmanship across email, LinkedIn, and WhatsApp.

- Familiarity with data enrichment tools (Sales Navigator, Apollo.io, Lusha, Hunter.io, ZoomInfo) and AI tools for data enrichment, content drafting, and workflow automation (n8n, Zapier, Make). Prozo is AI-first you must leverage AI at every step.

- Experience in logistics, supply chain, e-commerce, SaaS, or B2B services strongly preferred. ABM and performance marketing knowledge is a plus.

- Bachelors degree required; MBA / PGDM from a reputed institution is a strong plus.

WORKING AT PROZO - WHAT TO EXPECT

- Work from Office, Gurugram. Monday to Saturday, with alternate Saturdays off (2nd and 4th Saturday). Flexibility required during campaign launches.

- Occasional travel (10-15%) to industry events, conferences, and trade shows for networking and prospect identification.

- AI-first culture: Prozo deploys AI across operations, and you are expected to use AI tools as force multipliers for research, enrichment, copywriting, and CRM automation.