Job Summary
Manager: 8–10 years in inside sales, demand generation or business development, with at least 5 years in an IT services, consulting or technology services organisation, including experience managing one to three team members.
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Lead: 3–5 years in inside sales, lead generation or market research, with at least 2 years in an IT services organisation, and a consistent record of hitting monthly targets for meetings booked or qualified leads.
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Demonstrable record of generating qualified leads for the USA and/or UKI markets — meetings generated, leads accepted by sales, and how many progressed to opportunities.
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Understanding of the enterprise buying pattern — longer cycles, multiple buying centres, formal procurement and multi-stakeholder consensus — and of IT services offerings such as application services, cloud and infrastructure, data and AI, digital engineering, ERP, cybersecurity and managed services.
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Hands-on with LinkedIn Sales Navigator and Apollo, and with account intelligence platforms such as OrbitShift, Draup, ZoomInfo, Lusha; experience running email and LinkedIn sequencing at scale, including deliverability and domain hygiene.
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Strong secondary research skills and advanced Excel and PowerPoint for funnel reporting and account briefs; Power BI is an advantage.
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Practical experience applying AI tools to prospecting, research and content generation, with the curiosity to adopt new tools and the judgement to know when not to trust them.
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Fluent in English with excellent written and verbal communication, and the executive presence to hold a conversation with a US or UK CxO or their direct reports.
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Exceptional attention to detail, high sense of urgency, and the ability to take full ownership and work with minimal supervision in a multi-cultural, matrixed organisation.
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Ability to work during North American and European business hours (shifts scheduled within an 11:00 am to 11:00 pm IST window) from our Noida office, in line with the prevailing hybrid policy.
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Bachelor's degree in business administration, marketing, engineering, or related discipline; an MBA is preferred for the Manager position and an advantage for the Lead position.
How success will be measured
Both positions
Key Responsibilities
What responsibilities will you have?
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Build and work the target account universe for the USA and UKI enterprise companies — segment and ICP definition, named-account coverage, DNC-list maintenance, and clean, deduplicated contact and stakeholder maps built using LinkedIn, Apollo, OrbitShift, Draup and other similar tools.
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Run targeted multi-touch outbound campaigns across email, LinkedIn, calling and events, and qualify the responses against BANT or an equivalent framework.
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Support the corporate marketing and events teams on participation in local, regional and global events, with direct or indirect presence, to generate and nurture leads.
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Produce the account intelligence and account plan inputs that hunters and engagement sales leaders use to open new accounts and grow existing ones — company and technology profiles, incumbency and renewal views, executive priorities, whitespace, and cross-sell hypotheses.
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Hand qualified leads over with a written brief and a scheduled discovery call, and keep CRM lead records accurate, source-tagged, and ensure the sales team creates every opportunity in CRM.
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Collaborate with sales hunters, engagement sales leaders, marketing, pre-sales and service line teams, serving as a central point of contact for account research and demand generation.