Own the inside-sales engine that converts inbound leads into activated, compliant, and trading customers. You'll run a data-driven playbook across calling, WhatsApp, email, and in-app nudges; coach a high-velocity team; and partner with Marketing, Product, and Compliance to hit account-open, first-trade, and cross-sell targets.
Key responsibilitiesPipeline & Conversion
- Build and optimize playbooks for lead KYC account open first trade funded account.
- Segment leads by source, cohort, and intent (e.g., equity/FO/commodities/MF) and tailor scripts.
- Own dialer/WhatsApp cadences, SLA response times, and re-engagement loops.
Team Leadership
- Hire, train, and coach inside-sales reps; run daily standups, call-list reviews, and QA scorecards.
- Shadow calls, run weekly call-coaching with objection handling (pricing, KYC friction, app UX).
- Workforce planning: roster, seat/line allocation, productivity hygiene (talk time, wrap time).
Process & Tooling
- Maintain CRM hygiene: stages, reasons for loss, next actions, tasks; enforce data quality.
- Partner with Growth to refine lead routing, scoring, and campaign feedback loops.
- Standardize scripts, rebuttals, and compliance-approved templates for calls/WhatsApp/email.
Revenue, Forecasting & Reporting
- Own weekly/monthly forecasts; publish funnel metrics and rep scorecards.
- Run experiments (A/B scripts, offers, cadences) and institutionalize wins.
Cross-sell & Retention
- Drive upsell to brokerage plans, derivatives activation, SIPs/MFs, IPO/NFO participation.
- Handshake with success/retention teams for early-life churn prevention.
Risk & Compliance
- Ensure SEBI/Exchange/DP communication standards; call recording, consent, and disclosures.
- Work with Compliance on periodic audits and script approvals.
Success metrics (KPIs)- Lead-to-Account Open Rate
- KYC TAT (avg hours from lead to KYC complete)
- Activation Rate (first trade within 7/14 days)
- Cost per Activated Account & Revenue per Activation
- Contact Rate, Talk Time/Rep/Day, Appointment/Call, Conversion/Rep
- Cross-sell: % FO enabled, MF SIP starts, IPO applications
- CRM Hygiene: tasks overdue, reason-coded losses, stage-ageing
Requirements- 58+ years in inside sales; 23+ years leading teams in BFSI/fintech or high-velocity B2C.
- Proven track record improving conversion, reducing KYC drop-offs, and scaling teams.
- Strong command of CRM/dialer workflows and WhatsApp Business/API-based outreach.
- Data-driven; comfortable with funnel analysis, cohorting, and A/B testing.
- Excellent coaching, communication, and compliance discipline.
- Nice to have: Stock-broking/DP/KRA/KYC familiarity; options/derivatives basics; NISM certifications.
Tools you'll use (or equivalents)- CRM: Salesforce/HubSpot/Freshsales
- Growth stack: MoEngage/Braze, Mixpanel, Appsflyer
- Dialer/Comms: Cloud telephony, WhatsApp Business API, email/SMS platforms
BI: Looker/Data Studio/Tableau; spreadsheets for quick analysis
