Inside Sales Specialist

Job Title:

Role Overview:

We are seeking a proactive and detail-oriented Inside Sales Executive with proven experience in enterprise ERP sales. This role plays a key part in our demand generation efforts, bridging marketing and sales by managing and qualifying inbound leads, executing strategic outbound outreach, and contributing to pipeline acceleration for mid-to-large ticket ERP deals (₹10–50L+ range).

This is a critical position that requires strong engagement with senior decision-makers, including C-suite executives, department heads, and enterprise stakeholders. The ideal candidate is comfortable navigating complex sales environments, qualifying high-value opportunities, and influencing key players in long-cycle, high-stakes ERP buying decisions.

Key Responsibilities

Lead Qualification & Engagement

· Engage with inbound leads promptly via phone and email, conducting discovery calls to assess enterprise ERP fit.

· Identify business needs, decision-making structures, and budget timelines to qualify leads.

· Advanced qualified opportunities to Sales Accepted Leads (SALs) for seamless handover to the sales team.

Strategic Outbound Outreach

· Execute targeted cold calling and emailing to reach key stakeholders, including C-level executives, IT heads, and business unit leaders within large enterprises.

· Develop outreach strategies aligned with vertical-specific challenges relevant to ERP.

· Consistently achieve outreach KPIs (calls, emails, meetings booked) to support pipeline growth.

Pipeline Ownership & Follow-through

· Ensure structured follow-ups on all MQLs, using multi-channel cadences to avoid lead drop-off.

· Track movement from SAL to SQL and support sales with context-rich handoffs.

· Identify delays or friction in the lead funnel and work with marketing to optimize conversion paths.

CRM & Reporting Excellence

· Maintain clean and accurate lead data within HubSpot CRM, capturing all touchpoints and interactions.

· Deliver weekly reports on outreach performance, lead progression, and quality metrics.

· Highlight insights and patterns to inform future campaigns or content alignment.

Cross-functional Alignment & Enablement

· Serve as a vital connector between marketing and sales by providing field intelligence and campaign feedback.

· Collaborate in the development of sales enablement tools, templates, and talk tracks.

· Contribute to the ongoing refinement of inside sales processes to improve efficiency and help meet revenue targets.

Ideal Candidate Profile

4–5 years of inside sales experience, ideally in ERP or enterprise technology solutions.

Proven success engaging senior decision-makers (CIOs, CFOs, CTOs, Heads of Operations) in large organizations.

Deep understanding of ERP sales cycles, including multi-touch engagement and long conversion timelines.

Highly skilled in cold calling, consultative discovery, objection handling, and qualifying for complex needs.

Proficient with CRM tools (especially HubSpot) and committed to maintaining structured, data-driven workflows.

Strong communication and listening skills, with the ability to ask intelligent questions and tailor conversations.

Self-motivated, process-oriented, and capable of working across teams to drive revenue outcomes.