Inside Sales Manager

Job responsibilities:

• Lead and manage a team of 15 sales development representatives focused on the US SMB segment and Middle East Enterprise segment, targeting ISVs and software product companies.
• Recruit and hire top-tier talent while implementing a consistent, fair, and scalable hiring process; mentor team leads on effective interview practices.
• Coach the team on identifying high-potential ISV prospects, researching Clarion's value proposition (software engineering services, product development partnerships), personalizing outreach, and generating high-quality new business meetings. You should be adept at performing the SDR role yourself.
• Oversee day-to-day people management and development: conducting shadowing sessions, coaching during 1:1s and calls, facilitating mock role plays, providing constructive feedback, and enhancing SDR skills across the team.
• Drive accountability and foster the development of the team on a daily and weekly basis to achieve metrics, leadership, and growth objectives.
• Analyze and manage the appropriate mix of outbound and inbound activities across SMB (US) and Enterprise (Middle East) ISV prospecting to set meetings, tailoring strategies and messaging for each segment.
• Ensure accountability on inbound lead follow-up and maintain compliance metrics (e.g., timeliness). Collaborate with Marketing to monitor results and align on objectives.
• Build and scale the Account-Based Marketing (ABM) strategy in partnership with marketing, directing representatives towards the right target ISV accounts within the Enterprise (Middle East) segment.
• Effectively manage team performance and coverage across the US shift, ensuring overlap with both US and Middle East business hours and facilitating strong handoffs as needed.
• Proactively address challenging conversations with empathy while maintaining a focus on accountability and business objectives.

Expected Outcomes:

• Achieve a minimum of 20% increase in new business meetings generated by the team within the first year.
• Successfully onboard and develop new team members, leading to a minimum of 80% retention rate within the first 12 months.
• Implement and refine sales coaching methodologies that result in at least a 30% improvement in individual BA performance metrics.
• Establish a robust pipeline through effective mix management of outbound and inbound strategies, achieving a minimum of 25% growth in qualified leads.
• Develop and execute an ABM strategy that results in a 15% increase in engagement from targeted ISV accounts in the Middle East segment.
• Ensure consistent team performance that meets or exceeds established KPIs, leading to overall revenue growth for the organization.
• Foster a culture of accountability and professional growth within the team, resulting in at least 90% of BAs meeting or exceeding their individual targets.

Job Requirements:

• Background in IT services/software engineering sales with 1215 years of overall experience, including experience managing outbound/inbound SDR teams across SMB and Enterprise segments, ideally with exposure to US and/or Middle East markets.
• Prior experience leading a team of 10+ representatives, preferably in a US-shift or international IT services environment.
• In-depth knowledge of lead management and outbound prospecting strategies, with an understanding of the differences in motions across SMB and Enterprise segments.
• Strong understanding of the ISV ecosystem and the software product development lifecycle is highly valued.
• Ability to excel in a dynamic, high-pressure environment, and comfort working a US-aligned shift (5 PM – 2 AM IST) from the Pune office (3 days/week).
• Exceptional written and presentation skills, with a high degree of comfort engaging with senior leadership (CTOs, VP Engineering, Product leaders).
• Proven expertise in cold calling and email outreach.
• Strong coaching abilities at both the representative and team-lead levels.
• A solid track record of sales success, with the capability to translate that skill set to developing early-career representatives.

Preferred Qualifications:

• Experience managing a team of 12–15+ SDRs/BDRs in a single function.
• Background in IT services or software engineering outsourcing, with substantial industry knowledge to lead and inspire the team.
• Prior experience selling to ISVs or software product companies, engaging with personas such as CTOs, CIOs, VP Engineering, Heads of Product, and similar technical/product leadership roles.
• Working knowledge of top-of-the-funnel sales processes and ABM strategies for Enterprise accounts.
• Prior experience collaborating with marketing teams on campaign-driven pipeline generation.
• Exposure to Middle East market dynamics or Enterprise sales cycles is a plus.