Manager - Inside Sales (Outbound Sales)

Job Summary

Manager – Inside Sales (Outbound Sales)

Key Responsibilities

Outbound Sales Strategy & Leadership

• Develop, implement, and refine outbound sales strategies focused on pipeline generation.
• Lead, mentor, and scale a team of Inside Sales Executives/BDRs to achieve monthly and quarterly targets.
• Establish daily, weekly, and monthly KPIs and ensure consistent performance tracking.

Prospecting & Lead Generation

• Drive high-quality outbound prospecting through cold calls, emails, social outreach, and targeted lists.
• Build structured outreach cadences tailored by persona, industry, and region.
• Leverage sales intelligence, intent data, and market insights to enhance prospecting efficiency.

Lead Qualification & Funnel Management

• Define and implement qualification frameworks (BANT/MEDDIC/FAINT etc.).
• Ensure smooth handover of Sales Qualified Leads (SQLs) to the field/closing sales teams.
• Monitor conversion ratios across the funnel and optimize for higher closures.

Sales Automation & Enablement

• Utilize CRM tools (Salesforce, HubSpot, Zoho, etc.) and sales engagement platforms for workflow automation.
• Implement sales playbooks, objection-handling frameworks, talk tracks, and outreach templates.
• Regularly train the team on product knowledge, competitive landscape, and value articulation.

Performance Analytics & Reporting

• Track key metrics such as outreach volume, connect rates, meeting booked ratio, SQL generation, and pipeline impact.
• Provide weekly and monthly dashboards to leadership with actionable insights.
• Continuously optimize processes for higher productivity and ROI.

Cross-functional Collaboration

• Work closely with marketing to align on lead quality, target segments, and campaign outcomes.
• Coordinate with the sales team for smooth pipeline transitions and feedback loops.
• Partner with product and customer teams to refine positioning and messaging.

Required Qualifications

Educational

• Bachelor’s degree in Business, Marketing, or related field (mandatory).
• MBA in Sales/Marketing is an added advantage.

Professional

• 8–10 years of experience in B2B SaaS/Enterprise inside sales with a strong focus on outbound prospecting.
• Proven track record of consistently generating pipeline and hitting sales targets.
• Strong expertise in CRM systems, sales engagement tools, and lead management processes.
• Deep understanding of buyer personas, outbound cadences, sales funnels, and conversion metrics.
• Excellent communication, leadership, and team management skills.
• Strong analytical mindset with the ability to drive data-backed decisions.