Responsibilities
- Pipeline Creation & Lead Qualification
- Own top-of-funnel program performance, from lead capture to handover to sales.
- Define and enforce lead qualification criteria (ICP fit, BANT framework, etc.).
- Ensure every lead passed to sales meets pre-agreed quality and readiness
benchmarks.
- Monitor conversion rates from ISQL → SQL → Opportunity and optimize qualification
processes.
- Implement structured cadences (calls, emails, LinkedIn outreach) to maximize
connect rates and response.
- Sales Technology & Process Automation
- Own Inside Sales team’s Salesforce efforts and required optimization to properly
enter and track every lead interaction with accuracy and completeness.
- Deploy and manage sales enablement and outreach automation platforms at scale,
including but not limited to LinkedIn Sales Navigator, Apollo, Lusha, Clay, Instantly,
ZoomInfo, Hunter, and/or others to, ensure optimal usage and ROI.
- Establish lead scoring models that integrate marketing signals, firmographics, and
behavioral data to prioritize outreach and improve conversion rates.
- Build, maintain and report on real-time dashboards showing pipeline health, source
effectiveness, reply rates and lead status, SDR activity and conversion metrics.
- Playbook Development & Continuous Improvement
- Develop a standardized inside sales playbook including messaging frameworks,
objection handling, outreach cadences, and qualification scripts.
- Implement automated email outreach, nurturing workflows, and structured sales
methodologies as part of the SDR workflow.
- Continuously A/B test messaging, call scripts, and email sequences to improve
connect and conversion rates.
- Analyze lost/dead leads to identify root causes and feed improvements back into the
process.
- Team Leadership
- Recruit, onboard, and lead a high-performing SDR team.
- Set clear monthly activity and pipeline KPIs.
- Conduct regular call reviews, role-plays, and skill coaching sessions.
- Create a culture of data-driven decision-making, high activity discipline, and
customer focus.
- Cross-functional Collaboration
- Partner with Marketing to ensure lead sources are optimized for quality and
engagement, not just volume.
- Provide feedback loops on campaign performance, lead quality, and buyer
behaviors.
- Collaborate with Sales to ensure smooth, timely, and well-documented lead
handovers.
- Share market insights and competitor intelligence gathered from prospect
conversations.
Skills And Qualifications
- Bachelor’s degree in Engineering, Business or related fields; MBA/PDBM in Marketing- or
Sales-related field is preferred.
- 6-9 years inside sales / performance marketing / sales development / lead generation
experience, with 2–4 years in a managerial role.
- Proven success in building scalable Inside Sales functions that consistently generate highquality, sales-ready opportunities.
- Strong expertise in Salesforce CRM administration and optimization, including workflow
automation and reporting.
- Hands-on experience with sales enablement and data intelligence tools (Sales Navigator,
Apollo, Lusha, ZoomInfo, Clay, Hunter, etc.).
- Skilled in lead qualification frameworks (BANT, MEDDIC, SPIN, Challenger) and
implementing structured processes.
- Advanced data analysis and dashboard-building skills for pipeline visibility and performance
tracking.
- Experience in B2B technology, SaaS, or industrial automation.
- Strategic and analytical thinker who can design scalable processes, spot bottlenecks, and
implement improvements.
- Strong communicator with excellent questioning and listening skills to drive prospect
engagement and team alignment.
- Leadership and coaching ability to inspire, develop, and manage talent.
- Collaboration first-approach with the ability to work seamlessly with Sales and Marketing
- Comfortable adopting new tools, processes, and market strategies quickly.
- High accountability and ownership mindset with resilience to navigate challenges and drive
outcomes
Skills: inside sales,pipeline,lead qualification,apollo,sales,automation,data,skills,bant
