About the Client:
One of our client, who is a modern visitor management platform helping organizations create secure, seamless, and delightful front-desk experiences for employees, visitors, contractors, and guests. We work with businesses across North America and globally to streamline check-ins, improve security & compliance, and elevate workplace experiences with a simple, powerful SaaS product.
Role Overview:
We are looking for an Inside Sales Manager (North America) based in India who will own the sales pipeline, lead demos, and drive conversions across the US and Canada. This is a player-coach role: you'll be an individual contributor closing deals while also helping shape our sales processes and, over time, mentoring junior team members.
You will work North America hours and interact directly with decision-makers (Founders, Workplace/Facilities Leaders, HR, IT, Admin, Security) at SMBs and mid-market/enterprise companies across North America.
Key Responsibilities:
1. New Business Development & Pipeline Management:
- Own the end-to-end sales cycle for inbound and qualified outbound leads in the North American market.
- Qualify leads using structured discovery (business needs, decision process, budget, timeline, stakeholders).
- Maintain a clean, accurate sales pipeline in the CRM with clear stages, notes, and next steps.
- Proactively follow up with prospects via email, calls, and LinkedIn to move opportunities forward.
2. Product Demos & Consultative Selling:
- Run high-impact product demos tailored to each prospect's use case (visitor management, front desk operations, multi-location sites, security, compliance, etc.).
- Understand customer pain points deeply and translate Visitly's capabilities into clear ROI and business value.
- Advise prospects on best practices for implementing visitor management across one or multiple locations.
- Confidently handle objections (pricing, integrations, security, competition, internal priorities, timing).
3. Deal Management & Closing
- Prepare and present proposals, quotes, and commercial terms aligned with Visitly's pricing strategy.
- Negotiate and close deals while maintaining healthy unit economics and customer satisfaction.
- Collaborate with the founder/leadership team on strategic, larger, or complex opportunities.
- Ensure a smooth handover to onboarding / customer success and stay close for early-stage expansion opportunities.
4. Sales Leadership & Process Building
- Help build and refine sales playbooks, call scripts, email cadences, and qualification frameworks.
- Provide feedback to marketing about lead quality, messaging, and campaigns targeting North America.
- Work closely with the product management team to share use cases, feature gaps, and customer requests from the field.
- Over time, mentor and support junior SDRs / inside sales reps as the team expands.
5. Market & Customer Insight
- Track competitor offerings in the visitor management / workplace experience / security space in North America.
- Share structured insights from discovery calls and demos to inform GTM strategy and product roadmap.
- Act as the voice of the North American customer internally, especially regarding buying behavior and expectations.
Key Requirements:
- 35 years of B2B sales experience in SaaS or software (Inside Sales / Account Executive / SDR-to-AE with strong performance).
- Proven track record of hitting or exceeding quotas in a revenue-carrying role.
- Prior experience selling to North American (US and/or Canadian) customers is strongly preferred.
- Excellent spoken and written English with a neutral/clear accent; comfortable leading Zoom calls and demos with senior business stakeholders.
- Strong presentation, discovery, and storytelling skills able to turn a product demo into a compelling business case.
- Hands-on experience with CRM tools (HubSpot, Pipedrive, Salesforce, or similar) and basic sales reporting.
- Comfortable working North America time zones (e.g., late afternoon to midnight/early morning IST or similar schedule).
- High ownership and accountability: you manage your pipeline, follow-ups, and targets like an owner.
- Ability to thrive in a fast-paced startup environment adaptable, resourceful, and comfortable with change and ambiguity.
Nice to Have:
- Experience selling HRTech, Workplace, Facilities, Security, or IT tools.
- Background selling to multi-location businesses (offices, campuses, retail, warehouses, manufacturing, etc.).
- Familiarity with visitor management, access control, or workplace experience tools.
- Experience setting up or improving inside sales processes and cadences for North American markets.
What We Offer:
- Opportunity to lead and grow North America sales at a high-potential SaaS company.
- Direct access to and collaboration with the founder/leadership team.
- Competitive compensation with performance-based incentives / commissions.
- High ownership, autonomy, and a clear path to grow into Senior Inside Sales Manager / Sales Manager North America / Head of Sales (North America) as we scale.
