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:
- Large enterprises
- 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:
- LinkedIn Sales Navigator
- Apollo.io, Lusha, ZoomInfo, similar tools
2. Tender Search & Opportunity Identification (Critical)
- Actively search, track, and shortlist relevant tenders / RFPs on:
- GeM (Government e-Marketplace)
- Central & State Government portals
- PSU websites
- 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:
- Identify regional distributors, system integrators, OEM partners, and consultants
- Conduct initial qualification calls and discovery conversations
- 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:
- Indian Government agencies
- PSUs and large enterprises
- Mentor inside sales team members on:
- Positioning Innefu's solutions for Indian procurement environments
- Handling technical and commercial objections at early stages
- 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:
- Cold calling frameworks
- Email sequencing and personalization
- Tender scanning methodologies
- 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
