Manager - Inside Sales (Outbound Sales)

Job Summary

We are seeking a highly driven and experienced

Manager – Inside Sales (Outbound Sales)

to lead, scale, and optimize our outbound sales engine. This role involves building high-performing inside sales processes, managing outbound prospecting teams, driving pipeline generation, and ensuring consistent revenue contribution. The ideal candidate will have deep expertise in outbound sales strategies, lead qualification frameworks, sales tools, and performance optimization, along with a proven ability to coach teams and accelerate conversion rates.

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.