Inside Sales Manager

Own the inside-sales engine that converts inbound leads into activated, compliant, and trading customers. You'll run a data-driven playbook across calling, WhatsApp, email, and in-app nudges; coach a high-velocity team; and partner with Marketing, Product, and Compliance to hit account-open, first-trade, and cross-sell targets.

Key responsibilities

Pipeline & Conversion

• Build and optimize playbooks for lead → KYC → account open → first trade → funded account.
• Segment leads by source, cohort, and intent (e.g., equity/FO/commodities/MF) and tailor scripts.
• Own dialer/WhatsApp cadences, SLA response times, and re-engagement loops.

Team Leadership

• Hire, train, and coach inside-sales reps; run daily standups, call-list reviews, and QA scorecards.
• Shadow calls, run weekly call-coaching with objection handling (pricing, KYC friction, app UX).
• Workforce planning: roster, seat/line allocation, productivity hygiene (talk time, wrap time).

Process & Tooling

• Maintain CRM hygiene: stages, reasons for loss, next actions, tasks; enforce data quality.
• Partner with Growth to refine lead routing, scoring, and campaign feedback loops.
• Standardize scripts, rebuttals, and compliance-approved templates for calls/WhatsApp/email.

Revenue, Forecasting & Reporting

• Own weekly/monthly forecasts; publish funnel metrics and rep scorecards.
• Run experiments (A/B scripts, offers, cadences) and institutionalize wins.

Cross-sell & Retention

• Drive upsell to brokerage plans, derivatives activation, SIPs/MFs, IPO/NFO participation.
• Handshake with success/retention teams for early-life churn prevention.

Risk & Compliance

• Ensure SEBI/Exchange/DP communication standards; call recording, consent, and disclosures.
• Work with Compliance on periodic audits and script approvals.

Success metrics (KPIs)

• Lead-to-Account Open Rate
• KYC TAT (avg hours from lead to KYC complete)
• Activation Rate (first trade within 7/14 days)
• Cost per Activated Account & Revenue per Activation
• Contact Rate, Talk Time/Rep/Day, Appointment/Call, Conversion/Rep
• Cross-sell: % FO enabled, MF SIP starts, IPO applications
• CRM Hygiene: tasks overdue, reason-coded losses, stage-ageing

Requirements

• 5–8+ years in inside sales; 2–3+ years leading teams in BFSI/fintech or high-velocity B2C.
• Proven track record improving conversion, reducing KYC drop-offs, and scaling teams.
• Strong command of CRM/dialer workflows and WhatsApp Business/API-based outreach.
• Data-driven; comfortable with funnel analysis, cohorting, and A/B testing.
• Excellent coaching, communication, and compliance discipline.
• Nice to have: Stock-broking/DP/KRA/KYC familiarity; options/derivatives basics; NISM certifications.

Tools you'll use (or equivalents)

• CRM: Salesforce/HubSpot/Freshsales
• Growth stack: MoEngage/Braze, Mixpanel, Appsflyer
• Dialer/Comms: Cloud telephony, WhatsApp Business API, email/SMS platforms

BI: Looker/Data Studio/Tableau; spreadsheets for quick analysis

Skills Required
Hubspot, Email, Tableau, Salesforce, Crm