Sales Development Manager

Experience: 8-12 Years

Role Objective

The primary objective of the Manager – Sales Development is to build a predictable and scalable pipeline-generation engine for Accops by combining strong team management, disciplined execution, data-driven decision-making, and continuous improvement of the Sales Development strategy .

The success of this role will ultimately be measured not by the number of calls or emails made, but by the quality and value of qualified sales pipeline consistently created for Accops .

Experience: 8–12 years, preferably in Enterprise Software / Cybersecurity / SaaS / IT Infrastructure

About the Role

Accops is looking for a highly driven Manager – Sales Development to lead and scale the Inside Sales / Sales Development function.

This role will be responsible for managing the Inside Sales team, driving achievement of lead-generation and pipeline targets, improving conversion across the funnel, and building a structured outbound and inbound sales development strategy .

The role is not limited to team supervision. The Manager – Sales Development will be expected to actively strategize on target accounts, industries, geographies, campaigns, messaging, outreach channels, lead qualification, and pipeline creation , while working closely with Sales, Marketing, Partner teams, and leadership.

The ideal candidate should have a strong understanding of enterprise B2B sales , preferably within cybersecurity, infrastructure software, cloud, networking, or enterprise technology.

Required Skills & Experience

• 8–12 years of experience in B2B Sales Development, Inside Sales, Business Development, or Enterprise Sales.
• Minimum 3–5 years of experience managing an Inside Sales / SDR / BDR team.
• Experience selling or generating pipeline for enterprise technology solutions .
• Cybersecurity, networking, cloud, infrastructure, SaaS, VDI, Zero Trust, IAM, or related technology experience strongly preferred.
• Demonstrated ability to manage teams against aggressive pipeline and opportunity targets.
• Strong understanding of enterprise sales cycles and stakeholder mapping.
• Strong experience with outbound prospecting and account-based sales development.
• Hands-on experience with CRM platforms such as Salesforce.
• Strong analytical and reporting skills.
• Excellent communication, coaching, and team management capabilities.
• Ability to work closely with Sales, Marketing, Partners, and senior leadership.

Preferred Candidate Profile

We are looking for someone who is:

• Target-driven: Takes complete ownership of numbers.
• Strategic: Can decide where and how the team should prospect.
• Hands-on: Will review calls, campaigns, accounts, and individual opportunities rather than only manage dashboards.
• Analytical: Uses data to understand why targets are or are not being achieved.
• Process-oriented: Builds repeatable systems rather than depending on individual effort.
• Customer-aware: Understands enterprise buyer pain points and can coach the team accordingly.
• Technology-oriented: Actively uses modern prospecting, automation, and AI tools.
• Strong people manager: Can coach, motivate, challenge, and develop team members.

Key Responsibilities

1. Lead & Manage the Inside Sales Team

• Lead the Inside Sales / Sales Development Representatives and ensure achievement of individual and team targets.
• Define clear daily, weekly, monthly, and quarterly goals for the team.
• Track performance across calls, conversations, qualified meetings, opportunities, and pipeline generated.
• Conduct regular one-on-one reviews and team performance reviews.
• Identify underperformance early and implement structured coaching and improvement plans.
• Build a high-performance culture focused on outcomes rather than just activity levels.
• Recruit, onboard, train, and develop Sales Development team members as the function scales.

2. Own Sales Development Targets

Take ownership of key Sales Development outcomes, including:

• Qualified leads generated
• Meetings booked
• Sales Accepted Leads
• Sales Qualified Opportunities
• Pipeline generated
• Account penetration
• Lead-to-meeting conversion
• Meeting-to-opportunity conversion
• Follow-up effectiveness
• Target account engagement

Work closely with Sales leadership to translate business and revenue goals into measurable Sales Development targets.

3. Build the Sales Development Strategy

• Develop a structured Inside Sales strategy aligned with Accops' growth priorities.
• Identify priority industries, accounts, personas, use cases, and geographies.
• Create segment-specific approaches for sectors such as:
• BFSI
• Government & Public Sector
• Healthcare
• Manufacturing
• IT/ITES
• Education
• Critical Infrastructure
• Large Enterprises
• Define outreach strategy across phone, email, LinkedIn, events, webinars, campaigns, and partner-generated leads.
• Develop account-based prospecting strategies for high-value enterprise accounts.
• Continuously test new channels, messages, and approaches to improve results.

4. Improve Lead Qualification & Funnel Management

• Establish clear definitions and qualification criteria for lead stages.
• Ensure every qualified meeting and opportunity is accurately captured in CRM.
• Improve movement of leads across stages such as Cold, Warm, Hot, Qualified and Opportunity .
• Ensure the team understands when to nurture, qualify, escalate, or disqualify a lead.
• Prevent leads from being lost because of poor follow-up or unclear ownership.
• Work closely with Sales teams to ensure smooth handover of qualified opportunities.
• Track reasons for lead rejection and continuously improve qualification quality.

5. Drive Outbound Prospecting

• Build structured outbound campaigns targeting key accounts and decision-makers.
• Guide the team in reaching personas including:
• CIOs
• CISOs
• CTOs
• IT Heads
• Infrastructure Heads
• Security Heads
• Digital Workplace Leaders
• Network & Security Architects
• Develop calling scripts, email sequences, LinkedIn messaging, objection handling, and follow-up frameworks.
• Personally participate in strategic outreach where required.
• Build a repeatable outbound engine capable of consistently creating enterprise opportunities.

6. Manage Inbound & Marketing-Generated Leads

• Ensure timely action on leads generated through:
• Digital campaigns
• Webinars
• Events
• Partner activities
• Website enquiries
• Content campaigns
• Industry associations
• Analyst and PR activities
• Define SLAs for lead response and follow-up.
• Ensure every marketing lead receives appropriate follow-up based on intent and qualification.
• Provide structured feedback to Marketing regarding lead quality and campaign performance.

7. Sales & Marketing Alignment

Work closely with Marketing to:

• Identify target account lists.
• Develop industry and use-case-specific campaigns.
• Define ideal customer profiles and buyer personas.
• Improve campaign messaging based on actual customer conversations.
• Measure campaign-to-pipeline conversion.
• Identify topics and pain points that are generating higher prospect engagement.
• Build nurture strategies for leads that are not immediately sales-ready.

The Manager – Sales Development should act as an important bridge between Marketing activity and Sales pipeline creation .

8. Coaching & Capability Development

• Conduct regular call reviews and coaching sessions.
• Train the team on:
• Accops products and solutions
• Cybersecurity concepts
• Customer use cases
• Competitive positioning
• Discovery questioning
• Objection handling
• Enterprise prospecting
• CRM hygiene
• Develop playbooks for different industries and personas.
• Improve the team's ability to have meaningful business conversations rather than simply making introductory calls.

9. Data, Reporting & Performance Management

Build a strong data-driven Sales Development function.

Track and report:

• Calls and meaningful conversations
• Accounts contacted
• Decision-makers reached
• Meetings generated
• Qualified meetings
• Opportunities generated
• Pipeline value
• Lead ageing
• Follow-up compliance
• Conversion by representative
• Conversion by campaign
• Conversion by geography
• Conversion by industry
• Source-wise pipeline contribution

Provide weekly and monthly insights to leadership along with corrective actions.

10. CRM & Process Discipline

• Ensure accurate and timely CRM updates by the Inside Sales team.
• Maintain clear ownership and next actions for every active lead.
• Ensure meeting outcomes are documented and properly classified.
• Maintain clean data for reporting and forecasting.
• Work with Sales Operations to continuously improve lead management processes and dashboards.

11. Use Technology & AI to Improve Productivity

• Identify tools and technologies that can increase prospecting and team productivity.
• Introduce AI-assisted processes for:
• Account research
• Prospect identification
• Email personalization
• Call preparation
• Follow-up drafting
• Lead prioritization
• Call analysis
• Reduce repetitive administrative work and increase the time representatives spend engaging with prospects.
• Continuously experiment with new Sales Development technologies and workflows.

Key Success Metrics / KPIs

The Manager – Sales Development will primarily be measured on outcomes such as:

• Achievement of team SQL / opportunity targets
• Pipeline generated by the Inside Sales team
• Qualified meetings generated
• Meeting-to-opportunity conversion rate
• Lead-to-meeting conversion rate
• Pipeline generated per Sales Development Representative
• Response and follow-up SLA compliance
• Marketing lead conversion
• Target account penetration
• Reduction in lead ageing and unworked leads
• Team productivity and individual target achievement

Founded in 2012, Accops is a leading provider of secure remote access and digital workspace solutions, enabling organizations to maintain control and governance while offering flexibility to work from any device. Accops offers a comprehensive Digital Workspace suite that includes Zero Trust-based Application Access Gateway, End-User Computing (EUC) Virtualization via VDI, robust Identity & Access Management (IAM) solutions such as Multi-Factor Authentication (MFA) and Single Sign-On (SSO), and thin client hardware and software. solutions.

Accops addresses modern remote work challenges by delivering secure, instant access to business applications. Its solutions protect against network threats and unauthorized access, critical in today’s work-from-anywhere environment. Unlike traditional, multi-product approaches, Accops' pre-integrated suite reduces complexity and deployment time, ensuring faster and more agile implementation.

Headquartered in Pune, Accops has become a significant player in the End-User Computing (EUC) virtualization domain, offering a one-stop solution for organizations seeking to deploy secure remote work infrastructures. Its products, including the Nano OS for secure containerization on BYOD devices, and extensive MFA and SSO capabilities, ensure robust data protection and strong identity management.

Part of Jio Platforms Ltd, Accops continues to innovate and enhance digital workspace solutions with a focus on security, user experience, and operational efficiency.

𝘈𝘤𝘤𝘰𝘱𝘴 𝘪𝘴 𝘢𝘯 𝘦𝘲𝘶𝘢𝘭 𝘰𝘱𝘱𝘰𝘳𝘵𝘶𝘯𝘪𝘵𝘺 𝘦𝘮𝘱𝘭𝘰𝘺𝘦𝘳 𝘤𝘰𝘮𝘮𝘪𝘵𝘵𝘦𝘥 𝘵𝘰 𝘣𝘶𝘪𝘭𝘥𝘪𝘯𝘨 𝘢 𝘤𝘶𝘭𝘵𝘶𝘳𝘦 𝘸𝘩𝘦𝘳𝘦 𝘢𝘭𝘭 𝘦𝘮𝘱𝘭𝘰𝘺𝘦𝘦𝘴 𝘢𝘳𝘦 𝘷𝘢𝘭𝘶𝘦𝘥, 𝘳𝘦𝘴𝘱𝘦𝘤𝘵𝘦𝘥 𝘢𝘯𝘥 𝘰𝘱𝘪𝘯𝘪𝘰𝘯𝘴 𝘤𝘰𝘶𝘯𝘵. 𝘞𝘦 𝘦𝘯𝘤𝘰𝘶𝘳𝘢𝘨𝘦 𝘢𝘱𝘱𝘭𝘪𝘤𝘢𝘵𝘪𝘰𝘯𝘴 𝘧𝘳𝘰𝘮 𝘢𝘭𝘭 𝘴𝘶𝘪𝘵𝘢𝘣𝘭𝘺 𝘲𝘶𝘢𝘭𝘪𝘧𝘪𝘦𝘥𝘱𝘦𝘳𝘴𝘰𝘯𝘴 𝘪𝘳𝘳𝘦𝘴𝘱𝘦𝘤𝘵𝘪𝘷𝘦 𝘰𝘧, 𝘣𝘶𝘵 𝘯𝘰𝘵 𝘭𝘪𝘮𝘪𝘵𝘦𝘥 𝘵𝘰, 𝘵𝘩𝘦𝘪𝘳 𝘨𝘦𝘯𝘥𝘦𝘳 𝘰𝘳 𝘨𝘦𝘯𝘦𝘵𝘪𝘤 𝘪𝘯𝘧𝘰𝘳𝘮𝘢𝘵𝘪𝘰𝘯, 𝘴𝘦𝘹𝘶𝘢𝘭 𝘰𝘳𝘪𝘦𝘯𝘵𝘢𝘵𝘪𝘰𝘯, 𝘦𝘵𝘩𝘯𝘪𝘤𝘪𝘵𝘺, 𝘳𝘦𝘭𝘪𝘨𝘪𝘰𝘯, 𝘴𝘰𝘤𝘪𝘢𝘭 𝘴𝘵𝘢𝘵𝘶𝘴, 𝘮𝘦𝘥𝘪𝘤𝘢𝘭 𝘤𝘢𝘳𝘦 𝘭𝘦𝘢𝘷𝘦 𝘳𝘦𝘲𝘶𝘪𝘳𝘦𝘮𝘦𝘯𝘵𝘴, 𝘱𝘰𝘭𝘪𝘵𝘪𝘤𝘢𝘭 𝘢𝘧𝘧𝘪𝘭𝘪𝘢𝘵𝘪𝘰𝘯, 𝘱𝘦𝘰𝘱𝘭𝘦 𝘸𝘪𝘵𝘩 𝘥𝘪𝘴𝘢𝘣𝘪𝘭𝘪𝘵𝘪𝘦𝘴, 𝘤𝘰𝘭𝘰𝘳, 𝘯𝘢𝘵𝘪𝘰𝘯𝘢𝘭 𝘰𝘳𝘪𝘨𝘪𝘯, 𝘷𝘦𝘵𝘦𝘳𝘢𝘯 𝘴𝘵𝘢𝘵𝘶𝘴, 𝘦𝘵𝘤. 𝘞𝘦 𝘤𝘰𝘯𝘴𝘪𝘥𝘦𝘳 𝘢𝘭𝘭 𝘢𝘱𝘱𝘭𝘪𝘤𝘢𝘵𝘪𝘰𝘯𝘴 𝘣𝘢𝘴𝘦𝘥 𝘰𝘯 𝘮𝘦𝘳𝘪𝘵 𝘢𝘯𝘥 𝘴𝘶𝘪𝘵𝘢𝘣𝘪𝘭𝘪𝘵𝘺 𝘵𝘰 𝘵𝘩𝘦 𝘳𝘰𝘭𝘦.