Vice President – Inside Sales

Location: North India

Work Mode: Full-time | On-site

Experience: 10–15+ years

Level: Vice President / Senior Sales Leadership

About the Opportunity

We are partnering with a high-growth B2B organisation that is entering an important phase of commercial expansion.

The organisation is looking for a seasoned sales leader to build, scale and institutionalise its Inside Sales function. This is a high-ownership role for someone who can combine strategic thinking with strong execution and build a predictable, metrics-led revenue engine.

The ideal candidate will have experience managing high-volume B2B sales, building teams, improving conversion funnels and using data, technology and process discipline to drive sustainable revenue growth.

Key Responsibilities

1. Revenue & Sales Strategy

- Own revenue, customer acquisition and commercial performance for the Inside Sales business.

- Develop annual and quarterly sales strategies across customer segments and markets.

- Establish clear targets around revenue, customer acquisition, conversion, retention and account productivity.

- Identify opportunities to improve revenue per customer and overall customer lifetime value.

2. Build & Lead the Sales Organisation

- Build and lead a high-performing Inside Sales team across multiple levels.

- Hire, coach and develop Sales Managers, Executives and supporting team members.

- Define team structures, territories, account allocation and individual targets.

- Establish a strong performance culture through regular reviews, coaching and pipeline governance.

- Build structured onboarding and continuous capability-development programs.

3. Build a Scalable Sales Engine

- Design and continuously improve the end-to-end sales journey.

- Create clear processes for lead qualification, discovery, solution positioning, proposals, negotiation, closure and account expansion.

- Establish SLAs and ownership at every stage of the funnel.

- Identify bottlenecks and implement interventions to improve conversion and sales velocity.

4. New Customer Acquisition

- Develop scalable outbound sales programs across relevant customer segments.

- Strengthen the conversion of inbound, digital and marketing-generated opportunities.

- Build systematic prospecting and lead-nurturing processes.

- Partner closely with Marketing to improve lead quality and conversion.

5. Commercial & Pricing Discipline

- Develop commercial frameworks that balance customer acquisition with healthy margins.

- Drive disciplined negotiation and value-based selling.

- Monitor deal economics, pricing, order sizes and customer profitability.

- Develop strategies to increase repeat business, cross-selling and account expansion.

6. CRM & Sales Technology

- Own CRM adoption and sales-process discipline across the function.

- Ensure accurate, real-time visibility of pipeline and sales activity.

- Use CRM and sales automation tools to improve productivity and response times.

- Establish strong governance around data quality, pipeline hygiene and forecasting.

7. Sales Analytics & Performance Management

- Define and track the right sales KPIs across the funnel.

- Monitor metrics such as:

• Lead-to-opportunity conversion

• Opportunity-to-closure conversion

• Response time

• Sales productivity

• Revenue per salesperson

• Average order value

• Customer acquisition

• Repeat business

• Cross-sell performance

• Sales cycle

• Gross margin

- Translate data into actionable interventions for the sales organisation.

8. Account Segmentation & Ownership

- Develop clear criteria for segmenting customers based on size, potential and complexity.

- Create an effective mechanism for moving high-potential accounts from Inside Sales to dedicated account-management teams.

- Ensure sales teams remain focused on the right customer opportunities and avoid inefficient overlap.

9. Cross-Functional Collaboration

- Work closely with Marketing, Product, Operations, Finance, Customer Success and other internal teams.

- Ensure commercial requirements are aligned with operational capabilities.

- Drive faster resolution of customer, documentation, fulfilment and commercial issues.

What We’re Looking For

- 10–15+ years of overall sales experience.

- 4–6+ years in sales leadership, preferably managing Inside Sales, Telesales, High-Velocity B2B or similar teams.

- Demonstrated experience of building and scaling a sales function rather than only managing an established team.

- Strong understanding of B2B customer acquisition and sales funnels.

- Proven ability to build metrics-driven and process-oriented sales organisations.

- Strong command of CRM, pipeline management, forecasting and sales analytics.

- Experience managing large sales teams and revenue targets.

- Strong commercial judgement and negotiation skills.

- Ability to operate in a fast-paced, high-growth environment.

- Experience in a complex B2B product/service environment is preferred.

Preferred Background

Candidates from sectors such as B2B distribution, industrial products, specialty products, healthcare, consumer businesses, technology-enabled B2B services or other high-velocity commercial environments may be considered.

Experience in building inside-sales-led growth engines will be particularly relevant.

Leadership Traits

We are looking for someone who is:

- Highly data-driven and commercially sharp

- Strong at building teams from the ground up

- Comfortable operating with ambiguity

- Process-oriented without becoming overly bureaucratic

- Strong in coaching and developing sales talent

- Customer-centric but commercially disciplined

- Comfortable owning aggressive revenue targets

- Able to move between strategy and hands-on execution

Education

- Bachelor's degree required.

- MBA or equivalent management qualification would be an advantage.

Why This Role?

This is an opportunity to take ownership of a high-impact revenue function and play a key role in shaping the organisation's next stage of growth.

The person joining will have significant ownership across strategy, people, process, technology, revenue and commercial execution.

Compensation: Competitive and commensurate with experience.

Location: North India | On-site