Inside Sales Team Lead

Zoho; Pune District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Zoho Pune is seeking an hands-on Inside Sales leader who can drive a high‑velocity team, build a robust pipeline, and contribute to new logo acquisition.

You will manage the team, ensure 3x pipeline coverage, oversee lead generation, and maintain 100% CRM discipline with consistent reporting.

This role requires 5–8 years in Inside Sales, strong communication skills, and the ability to coach a team across PAN India to achieve targets.

Qualifications

• 5–8 years of experience in Inside Sales, B2B Sales, Business Development, or Technical Sales.
• Minimum 2 years of experience in team handling/leadership preferred.
• Good to have: Experience managing a team of at least 5 members.
• Strong experience in lead generation, prospecting, MQL/SQL qualification, pipeline management, and sales conversion.
• Experience managing CRM, sales reports, lead tracking, and sales funnel governance.

Responsibilities

• Lead the Inside Sales team to achieve new-logo, revenue, MQL, SQL, and technical meeting targets.
• Drive outbound prospecting, lead generation, qualification, and conversion through calls, emails, LinkedIn, events, campaigns, and ecosystem engagement.
• Maintain 3X pipeline coverage and monitor MQL-to-SQL and SQL-to-closure conversion.
• Ensure timely follow-up and effective management of all leads, including lead ageing and pipeline prioritization.
• Manage and expand prospect databases across PAN India through market research, associations, social media, events, and other sources.
• Support the team in identifying and bringing relevant prospects and customers to company events through targeted team cold-calling and outreach.
• Ensure 100% CRM compliance, accurate funnel tracking, reporting, and lead status updates.
• Maintain regular reports and dashboards to ensure a healthy pipeline, track lead movement, and identify gaps requiring action.
• Drive systematic lead nurturing and follow-up activities to improve prospect engagement and conversion.
• Conduct weekly team meetings and monthly 1:1 reviews to track performance and provide coaching.
• Monitor team productivity and support improvement plans for low-performing team members.
• Mentor and develop team members for higher responsibilities and future leadership roles.
• Conduct regular team engagement and knowledge-sharing activities.
• Identify customer/prospect insights and implement process improvement initiatives to improve lead quality, productivity, and conversion.
• Work closely with Sales, Marketing, Application Engineering, and other internal teams to ensure effective opportunity progression.

Skills

Leadership

Team coaching

Pipeline management

Lead generation

CRM discipline

Communication

Negotiation

Stakeholder management

Education

Bachelor's or Master's degree in Engineering, Business Administration, Marketing, or related field

Job description

The ideal candidate should be a hands-onInside Sales leader who can simultaneously manage the team, build pipeline,generate opportunities, monitor CRM discipline, improve conversion, andcontribute directly to revenue and new-logo acquisition. The role will beresponsible for team productivity, lead conversion, CRM discipline,prospecting, and continuous process improvement.

Key Responsibilities:

• Leadthe Inside Sales team to achieve new-logo, revenue, MQL, SQL, and technicalmeeting targets.
• Driveoutbound prospecting, lead generation, qualification, and conversion throughcalls, emails, LinkedIn, events, campaigns, and ecosystem engagement.
• Maintain3X pipeline coverage and monitor MQL-to-SQL and SQL-to-closure conversion.
• Ensuretimely follow-up and effective management of all leads, including lead ageingand pipeline prioritization.
• Manageand expand prospect databases across PAN India through market research,associations, social media, events, and other sources.
• Supportthe team in identifying and bringing relevant prospects and customers tocompany events through targeted team cold-calling and outreach.
• Ensure100% CRM compliance, accurate funnel tracking, reporting, and lead statusupdates.
• Maintainregular reports and dashboards to ensure a healthy pipeline, track leadmovement, and identify gaps requiring action.
• Drivesystematic lead nurturing and follow-up activities to improve prospectengagement and conversion.
• Conductweekly team meetings and monthly 1:1 reviews to track performance and providecoaching.
• Monitorteam productivity and support improvement plans for low-performing teammembers.
• Mentorand develop team members for higher responsibilities and future leadershiproles.
• Conductregular team engagement and knowledge-sharing activities.
• Identifycustomer/prospect insights and implement process improvement initiatives toimprove lead quality, productivity, and conversion.
• Workclosely with Sales, Marketing, Application Engineering, and other internalteams to ensure effective opportunity progression.

Requirements

Education:

Bachelor's or Master's degree in Engineering, Business Administration, Marketing, or related field.

Experience:

• 5–8 years of experience in Inside Sales, B2B Sales, Business Development, or Technical Sales.
• Minimum 2 years of experience in team handling/leadership preferred.
• Good to have: Experience managing a team of at least 5 members.
• Strong experience in lead generation, prospecting, MQL/SQL qualification, pipeline management, and sales conversion.
• Experience managing CRM, sales reports, lead tracking, and sales funnel governance.
• Strong communication, presentation, negotiation, and stakeholder management skills.
• Experience in CAD/CAE, engineering software, simulation, SaaS, or technical solutions will be an advantage.
• Strong analytical, problem-solving, and process improvement capabilities.
• Ability to work in a target-driven environment and effectively coach and motivate a sales team.