Enterprise - Inside Sales Representative

Enterprise Inside Sales Representative (ISR) CDS

**Location -**Mumbai

Years of experience - 5+ years

Experience

(Enterprise B2B / IT Services / Cloud migration / Cyber Security/ Cloud Infrastructure Managed Services/ Technology Sales)

About the Role

Writer Information is looking for a highly driven and consultative Inside Sales Representative (ISR) to support its Business Process Services (BPS) practice. The ISR will be responsible for building a qualified sales pipeline by identifying target accounts, mapping key decision-makers, generating executive-level conversations, and nurturing prospects until they become Sales Qualified Leads (SQLs).

This is an Account-Based Marketing (ABM) and enterprise prospecting role that requires strategic thinking, exceptional communication skills, and the ability to engage with CXO-level executives across target organizations.

Key Responsibilities

Account-Based Prospecting

• Build and maintain a strategic list of target enterprise accounts aligned with the CDS growth strategy.
• Conduct detailed account research to understand business priorities, organizational structure, outsourcing initiatives, and digital transformation objectives.
• Create account heat maps identifying key buying centers and influencers.

Decision-Maker Mapping

Identify and establish connections with relevant stakeholders, including:

• CIO, CEO, DPO, CISO, CRO, IT Head, Applications Head, Chief Digital Transformation Officer, Chief data Oficer

Lead Generation & Qualification

• Generate enterprise meetings through multi-channel outreach.
• Qualify every opportunity using the BANT framework:
• Budget
• Authority
• Need
• Timeline
• Deliver only Sales Qualified Leads (SQLs) to the sales team.
• Maintain a healthy pipeline aligned to quarterly and annual revenue targets.

Multi-Channel Outreach

Develop relationships through:

• LinkedIn
• Email campaigns
• Phone conversations
• Industry forums
• Networking platforms
• Referrals
• Other digital engagement channels

Build executive relationships through personalized, value-driven conversations rather than transactional outreach.

Lead Nurturing

• Execute structured follow-up plans for every prospect.
• Continuously engage accounts until they are sales-ready.
• Track engagement and buying signals.
• Schedule qualified meetings and hand over opportunities to the sales team.

CRM & Reporting

• Maintain accurate lead information in CRM (Salesforce).
• Update account activity, qualification status, meeting outcomes, and pipeline progress.
• Ensure complete visibility of the lead lifecycle from inquiry to SQL.

Collaboration

• Work closely with Practice Heads, and Sales teams.
• Provide market intelligence, competitor insights, and customer feedback.
• Support Account-Based Marketing (ABM) campaigns and targeted demand generation initiatives.

Key Performance Indicators (KPIs)

• Target accounts identified
• Decision-makers mapped
• Qualified conversations initiated
• BANT-qualified leads generated
• Sales Qualified Leads (SQLs)
• Meetings scheduled
• Pipeline value influenced
• Revenue pipeline generated
• Conversion from MQL to SQL
• CRM hygiene and reporting accuracy

Required Skills & Competencies

Communication

• Excellent verbal and written communication skills.
• Ability to confidently engage and influence CXO-level executives.
• Strong presentation and consultative selling skills.

Business Acumen

• Strong understanding of enterprise business functions and outsourcing models.
• Ability to articulate business value rather than product features.
• Understanding of BPS, Shared Services, Finance & Accounting Outsourcing, HR Outsourcing, Customer Experience, and Digital Operations is preferred.

Technology & Digital Skills

Hands-on experience with:

• LinkedIn Sales Navigator
• Salesforce CRM (preferred)
• Apollo.io, ZoomInfo, Lusha, Cognism, RocketReach, or similar contact intelligence platforms
• Email automation and sales engagement tools
• Microsoft Office Suite

Personal Attributes

• Self-driven and target-oriented.
• Highly proactive with a hunter mindset.
• Strong networking and relationship-building capabilities.
• Excellent interpersonal and stakeholder management skills.
• Curious, resourceful, and resilient.
• Comfortable working independently while collaborating effectively across teams.

Preferred Industry Experience

Candidates with prior experience in enterprise lead generation for any of the following will be preferred:

• Business Process Services (BPS)
• BPM/BPO
• IT Services
• Digital Transformation Services
• Consulting
• Enterprise SaaS
• Technology Services

Success Profile

The ideal candidate is not just an appointment setter but a strategic pipeline builder who can independently identify opportunities, engage senior decision-makers, nurture relationships, and consistently deliver high-quality, BANT-qualified opportunities that contribute directly to the organization's revenue pipeline.