Inside Sales Manager

Job Title

Head Inside Sales

Location

India (On-site Delhi)

Experience

4-5 Years (Inside Sales / Demand Generation/Business Development)

Role Overview

Innefu Labs is seeking a hands-on Inside Sales Head who will operate as both an Individual Contributor and Team Mentor, responsible for pipeline creation, tender search on GEM portal, partnership-led outreach to MENA region, and enterprise pitching across MENA, Southeast Asia, and India.

This role is critical to building a predictable sales engine by combining outbound sales execution, tender discovery, and partner ecosystem development for cybersecurity, digital forensics, and AI-driven intelligence solutions.

Key Responsibilities

1. Individual Contributor Outbound & Pipeline Creation

Execute cold calling, cold emailing, and LinkedIn outreach across:

o Large enterprises

o Channel partners, system integrators, and local resellers

Fix qualified meetings and demos for multiple Sales Mangers.

Build and maintain a robust sales pipeline aligned with quarterly revenue targets.

Independently create and maintain a high-quality prospect database using:

o LinkedIn Sales Navigator

o Apollo.io, Lusha, ZoomInfo, similar tools

2. Tender Search & Opportunity Identification (Critical)

Actively search, track, and shortlist relevant tenders / RFPs on:

o GeM (Government e-Marketplace)

o Central & State Government portals

o PSU websites

o Defence, Police, Smart City, and Homeland Security procurement portals

Identify early-stage opportunities and pre-tender signals.

Coordinate with Sales & Pre-Sales for timely qualification and follow-up.

Maintain a tender tracker with status, timelines, eligibility, and next actions.

3. Partnerships MENA (Middle East & Africa) Focus

Mentor and guide inside sales efforts for partnership building in MENA:

o Identify regional distributors, system integrators, OEM partners, and consultants

o Conduct initial qualification calls and discovery conversations

o Enable partner onboarding meetings for sales teams

Support creation of partner pipelines, not just one-off introductions.

Help define partner outreach messaging aligned with regional market needs.

4. India Market Pitching & Inside Sales Enablement

Personally pitch Cybersecurity, AI, and Digital Forensics products to:

o Indian Government agencies

o PSUs and large enterprises

Mentor inside sales team members on:

o Positioning Innefu's solutions for Indian procurement environments

o Handling technical and commercial objections at early stages

o Qualification for enterprise and government buying cycles

5. Team Leadership & Scale

Build, train, and manage a high-performance Inside Sales / SDR team.

Define and track KPIs: calls, emails, meetings, pipeline value, tender discovery.

Coach team on:

o Cold calling frameworks

o Email sequencing and personalization

o Tender scanning methodologies

o Partner qualification techniques

Drive strict CRM and reporting discipline.

Required Skills & Experience

Must-Have

Strong hands-on experience in inside sales / outbound sales (B2B / B2G).

Proven ability to search, analyze, and track tenders, especially on GeM.

Experience engaging with Government, PSU, Defence, or Enterprise accounts.

Expertise in prospect research tools (LinkedIn, Apollo.io, CRM systems).

Excellent communication and discovery skills.

Ability to work independently and build processes from scratch.

Good-to-Have

Prior exposure to Cybersecurity, AI, Surveillance, Digital Forensics solutions.

Experience working with international partners, especially in MENA.

Understanding of Indian government procurement lifecycle.

Experience scaling inside sales teams.

Key KPIs

Qualified meetings fixed (India + International)

Pipeline value created

Tenders identified & qualified

Partner meetings & partner-sourced pipeline

Inside sales team productivity

Why Innefu Labs

Mission-critical products used by Law Enforcement, Defence & Intelligence agencies

Opportunity to build inside sales & partnership engine from zero to scale

High ownership, high visibility role working directly with leadership

Exposure to international markets + India B2G ecosystem