Pre-sales Head

KatalAiser; Chennai District; On-site; INR 2,600,000 - 4,200,000; Full time

Job summary

KatalAiser is seeking a senior Pre-Sales Lead to own the lead-to-site-visit funnel, ensuring effective lead management, customer engagement and CRM discipline. The role drives conversion, team productivity and data governance while collaborating with Marketing and Sales.

Ideal candidate has 10–15 years in Pre-Sales or Sales Operations, strong CRM and analytics experience, and a proven ability to scale a target-driven team within real estate or related sectors.

Qualifications

• 10–15 years in Pre-Sales, Inside Sales, Tele-sales, Lead Management or Sales Operations.
• Proven experience leading and scaling a target-driven Pre-Sales / Inside Sales team.
• Strong understanding of real-estate lead funnel, customer journey and conversion metrics.
• Demonstrated track record of improving lead-to-site-visit and overall funnel conversion.

Responsibilities

• Own the complete Pre-Sales funnel from lead allocation and first contact through qualification, follow-up and site-visit generation.
• Improve lead contactability, qualification, engagement and site-visit conversion.
• Monitor lead ageing, untouched leads, follow-up gaps and lead leakage and drive corrective action.
• Lead, manage and develop the Pre-Sales team against defined productivity and conversion targets.
• Establish daily and weekly standards covering calls, connect rates, follow-ups, qualified leads and site visits.
• Conduct regular performance reviews and targeted coaching.
• Ensure disciplined usage of Sell.Do / CRM.
• Set standards for lead allocation, data capture, lead status, follow-up scheduling and closure.
• Conduct periodic CRM and data audits and drive CRM-based reporting.
• Own the Pre-Sales master tracker, MIS and performance dashboards.
• Track lead volumes, contactability, untouched leads, calls, follow-ups, qualified leads, site visits and conversion ratios.
• Provide actionable insights and drive corrective action.
• Work closely with Marketing on lead quality, campaign effectiveness and source-wise performance.
• Partner with Sales to ensure smooth handover of qualified leads and effective follow-through after site visits.
• Establish feedback mechanisms to improve lead quality and conversion.
• Standardise calling scripts, qualification frameworks, follow-up processes and lead-management SOPs.
• Continuously improve Pre-Sales processes and customer experience.
• Introduce technology, automation and AI-led interventions where relevant.

Skills

Pre-Sales

Lead Management

Team Management

CRM Governance

Analytics / MIS

Stakeholder Management

Communication

Performance Coaching

Tools

Sell.Do

Job description

ROLE PURPOSE

To lead the Pre-Sales function with end-to-end ownership of the lead-to-site-visit funnel, ensuring effective lead management, customer engagement, conversion, team productivity and CRM discipline. The role will maximise the value of every marketing-generated lead and build a high-performance, process-driven Pre-Sales function.

ROLE PURPOSE

To lead the Pre-Sales function with end-to-end ownership of the lead-to-site-visit funnel, ensuring effective lead management, customer engagement, conversion, team productivity and CRM discipline. The role will maximise the value of every marketing-generated lead and build a high-performance, process-driven Pre-Sales function.

Key Responsibilities

Lead Management & Conversion

• Own the complete Pre-Sales funnel from lead allocation and first contact through qualification, follow-up and site-visit generation.
• Improve lead contactability, qualification, engagement and site-visit conversion.
• Monitor lead ageing, untouched leads, follow-up gaps and lead leakage and drive corrective action.

Team Leadership & Productivity

• Lead, manage and develop the Pre-Sales team against defined productivity and conversion targets.
• Establish daily and weekly standards covering calls, connect rates, follow-ups, qualified leads and site visits.
• Conduct regular performance reviews and targeted coaching.

CRM & Data Governance

• Ensure disciplined usage of Sell.Do / CRM.
• Set standards for lead allocation, data capture, lead status, follow-up scheduling and closure.
• Conduct periodic CRM and data audits and drive CRM-based reporting.

MIS & Analytics

• Own the Pre-Sales master tracker, MIS and performance dashboards.
• Track lead volumes, contactability, untouched leads, calls, follow-ups, qualified leads, site visits and conversion ratios.
• Provide actionable insights and drive corrective action.

Sales & Marketing Collaboration

• Work closely with Marketing on lead quality, campaign effectiveness and source-wise performance.
• Partner with Sales to ensure smooth handover of qualified leads and effective follow-through after site visits.
• Establish feedback mechanisms to improve lead quality and conversion.

Process Excellence & Customer Experience

• Standardise calling scripts, qualification frameworks, follow-up processes and lead-management SOPs.
• Continuously improve Pre-Sales processes and customer experience.
• Introduce technology, automation and AI-led interventions where relevant.

KEY RESULT AREAS (KRAs)

• Lead-to-Contact Conversion
• Contact-to-Qualified Lead Conversion
• Qualified Lead-to-Site Visit Conversion
• Overall Lead-to-Site Visit Conversion
• Lead Leakage and Lead Ageing
• Untouched / Uncontacted Leads
• Team Productivity – Calls & Follow-ups
• CRM / Sell.Do Data Accuracy and Compliance
• Lead Source and Campaign Performance
• Pre-Sales Team Performance and Target Achievement
• Site-Visit Quality and Sales Handover
• MIS Accuracy and Timeliness
• Customer Engagement and Response Time

IDEAL CANDIDATE PROFILE

• 10–15 years in Pre-Sales, Inside Sales, Tele-sales, Lead Management or Sales Operations.
• Proven experience leading and scaling a target-driven Pre-Sales / Inside Sales team.
• Strong understanding of the real-estate lead funnel, customer journey and conversion metrics.
• Demonstrated track record of improving lead-to-site-visit and overall funnel conversion.
• Strong hands-on CRM experience; Sell.Do exposure preferred.
• Strong analytical ability with experience in MIS, funnel analytics and dashboards.
• Experience establishing processes, SOPs, performance standards and CRM governance.
• Strong stakeholder-management, communication, coaching and people-management skills.
• High ownership, commercial orientation and execution discipline.

Skills: pre-sales,lead management,team management