Director - Inside Sales (Goa)

Team: 4 managers and 60 inside sales associates

Sales motion: Outbound: calling, email, LinkedIn and digital prospecting

Services sold: B2C (express parcel), Part Truck Load (PTL), Full Truck Load (FTL), Cross Border

Target customers: Companies with annual revenue of 5100 Cr

About the role

The Director Inside Sales will build and run Delhivery's Goa outbound engine, turning a 60-associate team into a predictable source of new revenue from mid-market shippers.

You will own the full outbound funnel for companies with 5100 Cr in annual revenue, from prospecting to closure and handover. You will lead 4 managers, set the operating rhythm, and make sure every associate can sell Delhivery's full portfolio: B2C parcel, PTL, FTL and Cross Border.

This is a hands-on leadership role. You will shape the playbook, the metrics and the culture of a large, young team, and partner closely with field sales, solutions, onboarding and marketing.

Key responsibilities

Revenue and pipeline ownership

• Own the Inside Sales team's new-business revenue, pipeline and conversion targets across B2C, PTL, FTL and Cross Border.
• Build monthly and quarterly forecasts by product line and manager, and hold the team to them.
• Define the ideal customer profile and segment the 5100 Cr market by industry, shipment profile and geography.
• Drive cross-sell so prospects buying one service are pitched the right adjacent services.

Outbound process and playbook

• Design and continuously improve the outbound cadence: call, email, LinkedIn and WhatsApp sequences.
• Build product-specific pitch scripts, objection handling and qualification frameworks (for example, BANT or MEDDIC).
• Set clear handover rules between inside sales, field sales and solutions teams for larger or complex deals.
• Work with marketing and data teams on lead sources, list quality and campaign targeting.

Team leadership and people development

• Lead, coach and hold accountable 4 managers, each running a pod of about 15 associates.
• Own hiring, onboarding and ramp plans so new associates reach productivity quickly.
• Run call reviews, deal reviews and structured coaching every week.
• Build a performance culture with clear incentives, recognition and fair performance management.
• Plan attrition, succession and a bench of future team leads.

Operations, data and tools

• Own CRM hygiene, dialer usage and reporting dashboards for the full team.
• Track funnel metrics daily and act quickly on drops in activity, connect rate or conversion.
• Use call analytics and data to find what top performers do and scale it across the team.
• Run core sales processes through the calling solution: dialer-led cadences, call recording, dispositions and CRM sync.
• Deploy and scale AI agentic calling for lead qualification, follow-ups and appointment setting, with clear handoffs to associates.
• Partner with pricing, onboarding and operations so closed accounts go live on time and start shipping.

Stakeholder management

• Report weekly on pipeline, revenue and team health to the Inside Sales leadership.
• Represent the Goa centre in business reviews and cross-functional planning.
• Bring market and customer feedback to product, pricing and marketing teams.

What we're looking for

Must have

• 8+ years in B2B sales, with at least 5 years leading inside sales or outbound teams of 50+ people.
• P&L ownership experience while leading large sales teams, including accountability for revenue, cost and team productivity.
• Experience managing managers, not only individual contributors.
• A track record of building or scaling an outbound engine with measurable revenue results.
• Experience selling logistics, supply chain, freight or related B2B services to SMEs and mid-market companies.
• Strong command of CRM, dialers and sales analytics; comfortable running the team on data.
• Willingness to be based in Goa and work on-site with the team.

Good to have

• Direct exposure to express parcel, PTL, FTL or cross-border logistics.
• Experience setting up a new sales centre or hiring at volume.
• An MBA or equivalent qualification.

Skills and traits

• Clear, confident communicator who can coach on live calls and present to senior leadership.
• Process builder who turns what works into repeatable playbooks.
• High ownership, bias for action and comfort with aggressive targets.
• People leader who can energise a young team and keep attrition low.