Job Description – Inbound Sales Executive (IT Services)
Manage and convert inbound sales enquiries generated through website, digital marketing campaigns, referrals, events, and partner channels.
Engage prospective clients to understand their business challenges and recommend suitable technology solutions.
Qualify opportunities through structured discovery and collaborate with the pre-sales and technical teams to prepare winning proposals.
Drive revenue growth while maintaining high standards of CRM hygiene, sales process compliance, and customer experience.
Respond to all inbound enquiries within the defined SLA.
Engage with prospects via email, phone, WhatsApp, LinkedIn, or virtual meetings.
Understand client requirements and business objectives.
Assign and schedule discovery meetings with the technical team when required.
Maintain prompt and professional communication throughout the sales cycle.
Discovery & Qualification
Conduct structured discovery calls to understand:
Qualify opportunities using the BANT framework (Budget, Authority, Need, Timeline).
Ensure only qualified opportunities progress to the proposal stage.
Recommend suitable technology solutions based on client requirements.
Collaborate with Business Analysts, Solution Architects, and Technical Leads.
Gather complete functional and business requirements.
Prepare detailed requirement notes and handover documentation.
Proposal & Estimation Coordination
Coordinate with the pre-sales and estimation teams.
Prepare project proposals, quotations, and scope documents.
Present proposals to clients and explain the proposed solution.
Clarify commercial and technical queries before project closure.
Sales Pipeline Management
Maintain complete and accurate records in HubSpot CRM.
Update lead status, activities, meeting notes, and follow-ups.
Manage the sales pipeline from enquiry to project closure.
Ensure adherence to the company's Sales SOP.
Client Relationship Management
Build strong relationships with prospects and clients.
Conduct regular follow-ups throughout the sales cycle.
Handle objections professionally and work towards successful deal closure.
Ensure a smooth transition from sales to project delivery.
Achieve assigned monthly and quarterly sales targets.
Improve lead-to-opportunity and opportunity-to-closure conversion rates.
Focus on profitable deals while maintaining approved pricing guidelines.
Maximize customer lifetime value through upselling and cross-selling opportunities.
Cross-functional Collaboration
Work closely with Marketing to improve lead quality.
Coordinate with Delivery and Project Management teams for project handovers.
Participate in internal sales reviews and pipeline discussions.
Share market insights and customer feedback with management.
Excellent verbal and written English communication.
Strong consultative and solution-selling skills.
Ability to conduct effective discovery and qualification calls.
Good understanding of Software Development, Mobile Apps, Web Applications, AI, Cloud, and Digital Transformation services.
Strong negotiation and objection-handling skills.
Experience using CRM tools (HubSpot preferred).
Excellent presentation and client relationship management skills.
Strong analytical and problem-solving abilities.
Ability to manage multiple opportunities simultaneously.
Bachelor's degree in Business, Marketing, Computer Science, IT, or a related field.
2–5 years of experience in IT Services, Software Development, SaaS, or Technology Sales.
Experience working with international clients (US, UK, Australia, Middle East) is preferred.
Exposure to solution selling and consultative sales methodologies.
Lead response time within SLA.
Discovery call completion rate.
Opportunity qualification accuracy (BANT).
MQL to SQL conversion rate.
SQL to Proposal conversion rate.
Proposal turnaround time.
Proposal to Closure conversion rate.
Revenue achievement against quarterly targets.
CRM data accuracy and Sales SOP compliance.
Customer satisfaction and successful project handover.
