Senior Lead- Sales & Business Development

Fulcrum Digital; Pune District; On-site; INR 1,500,000 - 2,700,000; Full time

Job summary

Fulcrum Digital is seeking a Senior Lead- Sales & Business Development to build and mentor a team of Inside Sales Executives and SDRs in a fast-paced IT services environment.

The role focuses on defining sales strategy, managing inbound/outbound leads, and aligning with Field Sales and Delivery to drive revenue and pipeline growth.

Qualifications

• Graduation mandatory; MBA preferred.
• 7–10+ years in Inside Sales / B2B Tech Sales.
• Minimum 2–4 years in people management.
• Experience selling IT services, software development, or SaaS.
• Exposure to global markets (US, Europe, APAC, Middle East) is a plus.

Responsibilities

• Lead and mentor Inside Sales Executives and SDRs.
• Set KPIs, targets, and activity metrics aligned with revenue goals.
• Own inbound and outbound lead qualification and pipeline creation.
• Drive SQLs and warm opportunities for Field Sales / Account Executives.
• Own CRM hygiene, pipeline visibility, and reporting accuracy.
• Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.
• Present pipeline reviews, risks, and growth plans to CXOs.

Skills

Leadership

B2B Sales

CRM & Reporting

Data-driven

Stakeholder mgmt

Communication

Education

Bachelor's degree

MBA preferred

Tools

CRM

LinkedIn

Sales intelligence tools

Job description

Senior Lead- Sales & Business Development

Build, manage, and mentor a team of Inside Sales Executives and SDRs.

Set clear KPIs, targets, and activity metrics aligned with revenue goals.

Conduct regular reviews, coaching sessions, and performance improvement plans.

Drive accountability, motivation, and sales discipline across the team.

Own inbound and outbound lead qualification and pipeline creation.

Ensure consistent generation of SQLs and warm opportunities for Field Sales / Account Executives.

Track and improve conversion rates across the funnel (Lead → Meeting → Opportunity).

Support upsell and cross-sell motions within existing customer accounts.

3. Sales Strategy & Execution

Define inside sales strategy aligned to company verticals (Insurance, BFSI, CPS, eCommerce, etc.).

Drive account-based and persona-based outreach strategies.

Collaborate with Marketing on campaigns, events, and content-driven lead follow-ups.

Lead post-event outreach (conferences, webinars, industry events).

4. Collaboration with Field Sales & Delivery

Work closely with Field Sales, Client Partners, and Delivery teams to ensure smooth handoff of qualified leads.

Align outreach messaging with delivery capabilities and ongoing programs.

Participate in deal reviews where inside sales involvement is required.

5. Data, CRM & Reporting

Own CRM hygiene, pipeline visibility, and reporting accuracy.

Track performance metrics such as meetings booked, pipeline value, win rates, and cycle time.

Provide weekly and monthly dashboards to leadership.

Implement process improvements based on data insights.

6. Process & Enablement

Define and continuously improve SOPs for Inside Sales.

Drive adoption of sales tools (CRM, sales intelligence, LinkedIn, etc.).

Partner with Sales Enablement / Training teams for onboarding and skill development.

Ensure compliance with sales processes, legal, and brand guidelines.

7. Stakeholder & Leadership Communication

Act as the single point of contact for Inside Sales with senior leadership.

Present pipeline reviews, risks, and growth plans to CXOs.

Forecast pipeline contribution and flag risks proactively.

Strong leadership and people management skills.

Deep understanding of IT services, digital transformation, and solution selling.

Proven experience in B2B inside sales and pipeline generation.

Data-driven mindset with strong CRM and reporting expertise.

Excellent communication and stakeholder management skills.

Ability to work in a fast-paced, target-driven environment.

Experience & Qualifications

Graduation mandatory (MBA preferred).

7–10+ years of experience in Inside Sales / B2B Technology Sales.

Minimum 2–4 years in a people management role.

Experience selling IT services, software development, or SaaS preferred.

Exposure to global markets (US, Europe, APAC, Middle East) is a plus