Job Summary

Role summary

The Inside Sales Representative is an experienced individual responsible for driving high-quality pipeline into HCLTech’s Aerospace & Defense (A&D) vertical business organization. This person designs and executes account-based outbound campaigns, performs deep account and technical research, engages multi-threaded buying centers, and mentors juniors. The BDR operates with high autonomy and is expected to produce measurable, repeatable results for complex, long-cycle sales typical in the A&D sector.

Key Responsibilities

Key responsibilities

• Own outbound prospecting and account-based marketing (ABM) outreach activity for target accounts including phone calls, emails and LinkedIn messaging— work with sales leaders to prioritize accounts, map stakeholders, identify buying signals and craft multi-channel outreach.
• Perform deep account intelligence to identify pain points, strategic initiatives and contacts across IT, engineering and business operations.  Provide account intelligence to sales leaders.
• Design emails, social media messages and cold call scripts in collaboration with Marketing for personalized messaging and cadences across email, phone calls, LinkedIn, and events.
• Generate and qualify high-value sales-qualified leads (SQLs); own pipeline conversion until handoff to field sellers to run 1st intro meeting – participate in 1st intro meetings and own follow up activities to help drive prospect to opportunity. 
• Coach and mentor junior sales reps: run trainings, review messaging, and help scale effective campaigns and playbooks.
• Produce sales exec-ready account briefs, battlecards and handoff documentation.
• Provide measurable reporting and continuous improvement (open/read/reply rates, meeting-to-SQL conversion, pipeline value).
• Coordinate closely with Marketing, Presales, Solutions Architects, and Capture teams on messaging and outreach.

What success looks like (KPIs)

• High quality outreach with measurable improvement in SQL conversion vs. baseline.
• 20 - 30 prospect contacts per day (or ~450 - 600/month).
• Targeted contribution to committed pipeline value (monthly/quarterly targets).
• Consistent campaign improvements through A/B testing and playbook refinement.

Skill Requirements

• 4+ years (ideally 5–7+) in inside sales or business development or direct sales role with a track record of building pipeline for complex B2B or technology sales.
• Experience selling into Aerospace & Defense or complex manufacturing or Federal/Government, or defense primes strongly preferred.
• Hands-on ABM experience and familiarity with long sales cycles and multi-stakeholder deals.
• Proficient with Salesforce (or equivalent), Outreach/Unica, LinkedIn Sales Navigator, ZoomInfo/Draup and MS Office.
• Strong writing skills for hyper-personalized outreach and capability to produce concise executive briefs.
• Excellent verbal and written communication skills
• Comfortable working autonomously across time zones; good stakeholder management with senior leaders.

Other Requirements

Nice to have

• Experience with GovWin or other public procurement intelligence sources.
• Prior experience mentoring or managing junior sellers.
• Certifications or demonstrable training in complex solution selling / ABM.