Enterprise - Inside Sales Representative

Writer Information Management Services; Mumbai; On-site; INR 1,400,000 - 2,200,000; Full time

Job summary

Writer Information Management Services is seeking an Enterprise Inside Sales Representative (ISR) to drive a qualified sales pipeline for the CDS practice in a Mumbai-based role. You will identify target enterprise accounts, map key decision-makers, and nurture prospects to SQLs through multi-channel outreach and strategic ABM methods.

The role emphasizes CXO-level engagement, consultative selling, and collaboration with Practice Heads to achieve quarterly and annual revenue targets.

Qualifications

• Experience in enterprise B2B IT services / cloud migration / cybersecurity sales preferred.
• Ability to map accounts, identify CXO-level stakeholders, and build targeted engagement plans.
• Proven track record of generating SQLs and maintaining a healthy pipeline.

Responsibilities

• ABM account prospecting and building a target enterprise list.
• Map decision-makers and establish connections with CIO/CEO/CISO etc.
• Generate meetings, qualify opportunities using BANT, deliver SQLs to sales.
• Engage in multi-channel outreach (LinkedIn, email, calls, forums).
• Nurture leads until sales-ready and hand over to the sales team.
• Maintain lead data in CRM and track pipeline and outcomes.
• Collaborate with Heads and Sales teams; support ABM campaigns.
• Monitor KPIs: meetings, SQLs, pipeline, conversions, CRM hygiene.

Skills

Enterprise sales

B2B sales

Lead generation

CRM

Negotiation

Cold outreach

Account mapping

Stakeholder management

Tools

Salesforce CRM

LinkedIn Navigator

Apollo.io

ZoomInfo

Lusha

Email automation

Job description

Enterprise Inside Sales Representative (ISR) CDS

Location - Mumbai

Years of experience - 5+ years

Experience

(Enterprise B2B / IT Services / Cloud migration / Cyber Security/ Cloud Infrastructure Managed Services/ Technology Sales)

About the Role

Writer Information is looking for a highly driven and consultativeInside Sales Representative (ISR)to support its Business Process Services (BPS) practice. The ISR will be responsible for building a qualified sales pipeline by identifying target accounts, mapping key decision-makers, generating executive-level conversations, and nurturing prospects until they become Sales Qualified Leads (SQLs).

This is an Account-Based Marketing (ABM) and enterprise prospecting role that requires strategic thinking, exceptional communication skills, and the ability to engage with CXO-level executives across target organizations.

Key Responsibilities

Account-Based Prospecting

• Build and maintain a strategic list of target enterprise accounts aligned with the CDS growth strategy.
• Conduct detailed account research to understand business priorities, organizational structure, outsourcing initiatives, and digital transformation objectives.
• Create account heat maps identifying key buying centers and influencers.

Decision-Maker Mapping

Identify and establish connections with relevant stakeholders, including:

• CIO, CEO, DPO, CISO, CRO, IT Head, Applications Head, Chief Digital Transformation Officer, Chief data Oficer

Lead Generation & Qualification

• Generate enterprise meetings through multi-channel outreach.
• Qualify every opportunity using theBANT framework:
• Budget
• Authority
• Need
• Timeline
• Deliver onlySales Qualified Leads (SQLs) to the sales team.
• Maintain a healthy pipeline aligned to quarterly and annual revenue targets.

Multi-Channel Outreach

Develop relationships through:

• LinkedIn
• Email campaigns
• Phone conversations
• Industry forums
• Networking platforms
• Referrals
• Other digital engagement channels

Build executive relationships through personalized, value-driven conversations rather than transactional outreach.

Lead Nurturing

• Execute structured follow-up plans for every prospect.
• Continuously engage accounts until they are sales-ready.
• Track engagement and buying signals.
• Schedule qualified meetings and hand over opportunities to the sales team.

CRM & Reporting

• Maintain accurate lead information in CRM (Salesforce).
• Update account activity, qualification status, meeting outcomes, and pipeline progress.
• Ensure complete visibility of the lead lifecycle from inquiry to SQL.

Collaboration

• Work closely with Practice Heads, and Sales teams.
• Provide market intelligence, competitor insights, and customer feedback.
• Support Account-Based Marketing (ABM) campaigns and targeted demand generation initiatives.

Key Performance Indicators (KPIs)

• Target accounts identified
• Decision-makers mapped
• Qualified conversations initiated
• BANT-qualified leads generated
• Sales Qualified Leads (SQLs)
• Meetings scheduled
• Pipeline value influenced
• Revenue pipeline generated
• Conversion from MQL to SQL
• CRM hygiene and reporting accuracy

Required Skills & Competencies

Communication

• Excellent verbal and written communication skills.
• Ability to confidently engage and influence CXO-level executives.
• Strong presentation and consultative selling skills.

Business Acumen

• Strong understanding of enterprise business functions and outsourcing models.
• Ability to articulate business value rather than product features.
• Understanding of BPS, Shared Services, Finance & Accounting Outsourcing, HR Outsourcing, Customer Experience, and Digital Operations is preferred.

Technology & Digital Skills

Hands-on experience with:

• LinkedIn Sales Navigator
• Salesforce CRM (preferred)
• Apollo.io, ZoomInfo, Lusha, Cognism, RocketReach, or similar contact intelligence platforms
• Email automation and sales engagement tools
• Microsoft Office Suite

Personal Attributes

• Self-driven and target-oriented.
• Highly proactive with a hunter mindset.
• Strong networking and relationship-building capabilities.
• Excellent interpersonal and stakeholder management skills.
• Curious, resourceful, and resilient.
• Comfortable working independently while collaborating effectively across teams.

Preferred Industry Experience

Candidates with prior experience in enterprise lead generation for any of the following will be preferred:

• Business Process Services (BPS)
• BPM/BPO
• IT Services
• Digital Transformation Services
• Consulting
• Enterprise SaaS
• Technology Services

Success Profile

The ideal candidate is not just an appointment setter but a strategic pipeline builder who can independently identify opportunities, engage senior decision-makers, nurture relationships, and consistently deliver high-quality, BANT-qualified opportunities that contribute directly to the organization's revenue pipeline.