Inside Sales Specialist

newage_training; Mumbai; On-site; INR 800,000 - 1,200,000; Full time

Job summary

Newage Software & Solutions in Mumbai, India, seeks an Inside Sales Specialist to drive pipeline growth across India, the Middle East and the Americas.

You will engage prospects, qualify opportunities, schedule demos, and work with Marketing and Sales using Salesforce CRM and other tools.

The role emphasizes meaningful conversations over cold calls, aiming to meet monthly and quarterly KPIs through structured qualification methods.

Qualifications

• 5+ years in Inside Sales, BD, SDR, or Lead Qualification in a B2B SaaS/Enterprise environment.
• Experience engaging enterprise customers across India, GCC, North America, and Latin America preferred.
• Strong skills in customer engagement, opportunity qualification, pipeline management, and supporting enterprise sales teams.

Responsibilities

• Engage and qualify prospective customers generated through marketing campaigns, events, referrals, partner channels, and targeted initiatives.
• Research target accounts and identify key stakeholders (CXOs, Business Heads, IT Leaders, Operations Leaders).
• Initiate conversations to understand business needs and assess solution fit.
• Qualify opportunities using BANT, MEDDICC, or SPIN Selling.
• Schedule discovery meetings, product demos, and solution discussions for Sales and Pre-Sales teams.
• Collaborate with Sales and Marketing to ensure timely follow-up on inbound inquiries and strategic opportunities.
• Maintain accurate CRM data in Salesforce.
• Support lead nurturing and ongoing engagement throughout the sales cycle.
• Conduct market research to identify new business opportunities and expansion potential.
• Prepare pipeline reports and dashboards for management review.
• Achieve monthly and quarterly KPIs for qualified opportunities and meetings.

Skills

Inside Sales

Lead Qualification

B2B SaaS

Salesforce CRM

Account Research

Communication

Stakeholder Management

Education

Bachelor’s degree

MBA in Marketing/Sales/IB

Tools

Salesforce CRM

LinkedIn Sales Navigator

Apollo.io

ZoomInfo

Cognism

Lusha

LeadIQ

RocketReach

Job description

About Newage

Newage Software & Solutions is a leading provider of Freight Forwarding ERP and Digital Back-Office Services for the global logistics industry.

About Newage

Newage Software & Solutions is a leading provider of Freight Forwarding ERP and Digital Back-Office Services for the global logistics industry.

Our end-to-end SaaS-based ERP platform empowers freight forwarders and logistics organizations to streamline operations, improve productivity, reduce operational costs, and gain actionable business insights. Leveraging advanced cloud technologies and automation, our solutions support organizations of all sizes across Sales, Operations, Finance, Documentation, Customer Service, and Accounting.

With over 18 years of domain expertise, Newage serves customers across 30+ countries, helping freight forwarding businesses accelerate their digital transformation journey.

About The Role

We are looking for a highly motivated and customer focused Inside Sales Specialist to support pipeline generation and business growth across India, the Middle East (GCC), and the Americas.

The ideal candidate will have experience in B2B SaaS Inside Sales, lead qualification, customer engagement, account research, and Salesforce CRM. This role will work closely with the Sales and Marketing teams to engage prospective customers, qualify opportunities, and coordinate meetings that advance the sales pipeline.

Rather than focusing on high-volume cold calling, this role emphasizes building meaningful customer conversations, following up on marketing initiatives, nurturing prospects, and supporting strategic account engagement.

Key Responsibilities

• Engage and qualify prospective customers generated through marketing campaigns, events, referrals, partner channels, and targeted account initiatives.
• Research target accounts and identify key stakeholders, including CXOs, Business Heads, IT Leaders, and Operations Leaders.
• Initiate conversations with prospective customers through appropriate communication channels to understand business needs and assess solution fit.
• Qualify sales opportunities using structured qualification methodologies such as BANT, MEDDICC, or SPIN Selling.
• Schedule discovery meetings, product demonstrations, and solution discussions for the Sales and Pre-Sales teams.
• Collaborate closely with Sales and Marketing to ensure timely follow-up on inbound enquiries and strategic account opportunities.
• Maintain accurate customer information, activities, opportunities, and pipeline updates in Salesforce CRM.
• Support lead nurturing activities by following up with prospects and maintaining ongoing engagement throughout the sales cycle.
• Conduct market and account research to identify new business opportunities and customer expansion potential.
• Prepare pipeline reports, sales activity updates, and CRM dashboards for management review.
• Consistently achieve monthly and quarterly KPIs related to qualified opportunities, meetings scheduled, pipeline contribution, and lead conversion.
• Stay updated on industry trends, customer challenges, competitor offerings, and developments within the freight forwarding and logistics technology market.

Required Skills & Experience

• 5+ years of experience in Inside Sales, Business Development, Sales Development, or Lead Qualification within a B2B SaaS or Enterprise Software environment.
• Proven experience engaging enterprise customers across India, the Middle East (GCC), North America, and preferably Latin America.
• Strong experience in customer engagement, opportunity qualification, pipeline management, and supporting enterprise sales teams.
• Hands‑on experience with Salesforce CRM, including Lead & Opportunity Management, Pipeline Tracking, Reports, Dashboards, and CRM hygiene.
• Familiarity with sales intelligence and account research tools such as LinkedIn Sales Navigator, Apollo.io, ZoomInfo, Cognism, Lusha, LeadIQ, RocketReach, or similar platforms.
• Experience working alongside Marketing teams to qualify inbound leads and support account-based sales initiatives.
• Excellent communication, presentation, stakeholder management, and relationship‑building skills, with the ability to engage senior business decision‑makers.
• Prior experience in SaaS, Enterprise Software, Freight Forwarding, Logistics, Supply Chain, or ERP solutions will be an added advantage.

Educational Qualification

• Bachelor’s degree in business administration, Marketing, Engineering, or a related discipline.
• MBA in Marketing, Sales, International Business, or a related field will be an added advantage.