Job Description – Jr. Sales Executive (Inbound Sales)
Manage and qualify inbound sales enquiries generated through website, digital marketing campaigns, referrals, events, and partner channels.
Engage prospective clients to understand their business requirements and identify qualified sales opportunities.
Conduct initial discovery and lead qualification before handing over opportunities to senior sales executives or pre-sales teams.
Support pipeline growth through proactive follow-ups, lead nurturing, CRM discipline, and consistent customer engagement.
Respond to all inbound enquiries within the defined SLA.
Engage with prospects via email, phone, WhatsApp, LinkedIn, or virtual meetings.
Understand client requirements and capture initial project information.
Schedule discovery meetings with senior sales or technical teams when required.
Maintain timely and professional communication throughout the qualification process.
Discovery & Qualification
Conduct initial discovery calls to understand:
Qualify opportunities using the BANT framework (Budget, Authority, Need, Timeline).
Ensure only qualified leads are passed to the senior sales or proposal stage.
Maintain detailed qualification notes in the CRM.
Reconnect with inactive and dormant leads through structured follow-ups.
Execute email, phone, LinkedIn, and WhatsApp nurturing campaigns.
Build relationships with prospects until they become sales-ready.
Reactivate dormant opportunities and schedule discovery meetings.
Sales Pipeline Management
Maintain complete and accurate records in HubSpot CRM.
Update lead status, activities, meeting notes, and follow-up schedules.
Ensure CRM hygiene and complete documentation for every lead.
Follow the company's Sales SOP and lead management process.
Coordinate with Senior Business Development Executives during opportunity qualification.
Assist Business Analysts and Technical Teams by providing complete client information.
Help prepare meeting agendas, requirement summaries, and proposal inputs.
Support proposal follow-ups and client communication during the sales cycle.
Client Relationship Management
Build positive relationships with prospective clients.
Conduct regular follow-ups to maintain engagement.
Address basic client queries and coordinate technical discussions when required.
Ensure a seamless handover of qualified opportunities to the senior sales team.
Contribute to achieving monthly and quarterly qualified lead targets.
Improve Inbound Lead MQL SQL conversion rates.
Support senior sales executives in creating a healthy sales pipeline.
Identify opportunities for future upselling and cross-selling within existing accounts.
Cross-functional Collaboration
Work closely with the Marketing team to improve lead quality and campaign feedback.
Coordinate with Business Analysts, Pre-Sales, and Technical Teams for discovery sessions.
Participate in weekly sales reviews and pipeline discussions.
Share customer feedback and market observations with the management team.
Excellent verbal and written English communication.
Strong interpersonal and relationship-building skills.
Basic consultative selling and lead qualification skills.
Ability to conduct effective discovery and qualification calls with the help of Seniors
Good understanding of Software Development, Mobile Apps, Web Applications, AI, Cloud, and Digital Transformation services.
Strong follow-up discipline and time management skills.
Experience using CRM tools (HubSpot preferred).
Good presentation and documentation skills.
Bachelor's degree in Business, Marketing, Computer Science, IT, or a related field.
1–2 years of experience in IT Services, Software Development, SaaS, Inside Sales, Business Development, or Lead Generation.
Experience working with international clients (US, UK, Australia, Middle East) is preferred.
Basic understanding of consultative selling and BANT qualification methodology.
Familiarity with CRM systems and sales processes.
Inbound lead response time within SLA.
Discovery call completion rate.
Inbound Lead to MQL conversion rate.
MQL to SQL conversion rate.
Lead qualification accuracy (BANT).
CRM data accuracy and documentation compliance.
Follow-up completion within defined timelines.
Number of inactive leads reactivated.
Number of qualified opportunities generated for the senior sales team.
Sales SOP adherence and customer engagement quality.
