Inside Sales Representative

Company Description

Shivaami is a premier Google Workspace reseller with 20 years of experience, serving over 20,000 customers globally. As a Google Cloud Specialization Partner in Work Transformation, we bring the latest cloud solutions to businesses, focusing on client service and work transformation. Our team consists of certified professionals dedicated to delivering intelligence and innovation for a data-driven future.

About the Role

We are looking for a highly driven Inside Sales / SDR professional with strong experience in B2B outbound and inbound prospecting. The ideal candidate should be comfortable with cold calling, email outreach, lead qualification, pipeline management, and achieving high-volume activity and sales targets.

The role will focus on generating and qualifying business opportunities across the SME segment, particularly for SaaS, Cloud, IT licensing, and related technology solutions.

Key Responsibilities

• Execute B2B outbound and inbound prospecting through calls, emails, LinkedIn, and other digital channels.
• Conduct high-volume cold calling and email cadences to generate qualified opportunities.
• Identify prospect needs, business challenges, decision-makers, and buying intent.
• Qualify leads using BANT and demonstrate a basic understanding of MEDDIC qualification principles.
• Conduct initial discovery conversations and effectively communicate the value proposition.
• Schedule qualified demos/meetings for the sales team.
• Maintain and update lead, opportunity, and activity data in the CRM.
• Consistently achieve daily, weekly, and monthly activity and pipeline targets.
• Manage a high-velocity sales environment with a typical sales cycle of 2–6 weeks.
• Handle opportunities with an indicative ticket size of ₹25,000–₹5 lakh per year.
• Identify opportunities for upselling, cross-selling, and renewals.
• Work closely with Account Management, Sales, and Renewal teams to ensure smooth opportunity progression.
• Maintain accurate pipeline forecasts and clearly explain pipeline movement and conversion metrics.

Required Skills & Experience

• 3+ years of pure B2B inside sales / SDR / BDR / business development experience.
• Strong experience in cold calling, prospecting, email outreach, and lead qualification.
• Proven ability to work against high-volume activity targets such as: Calls Conversations/connects Meetings/demos booked
• Qualified opportunities
• Revenue/quota
• Experience working with the SME segment is preferred.
• Strong verbal and written communication skills.
• Ability to conduct an effective discovery call and identify customer pain points.
• Strong follow-up, objection-handling, and negotiation skills.
• Comfortable working with numbers and explaining pipeline and conversion metrics.

Preferred Industry Knowledge

Candidates with exposure to any of the following will be preferred:

SaaS Cloud Solutions

IT Licensing

Google Workspace Microsoft 365 / Office 365

AWS

IT Services / Managed Services

Renewals and Upselling

Tools & Technology

Hands-on experience with any of the following is preferred:

CRM: Zoho CRM, HubSpot, Salesforce, LeadSquared

Prospecting: LinkedIn Sales Navigator

Dialers: Ozonetel, Exotel or similar platforms

Email automation and sales cadence tools

Performance Expectations

The successful candidate should demonstrate:

Consistent quota attainment for at least 2 consecutive quarters.

Strong activity-to-conversion ratio.

Ability to independently manage and build a healthy prospect pipeline.

Consistent achievement of call, meeting, opportunity, and revenue targets.

Ability to explain their pipeline mathematically, including: Number of leads Connect rate Qualification rate Meeting/demo conversion

Opportunity conversion

Average deal size Revenue achievement

Candidate Profile

Ideal Candidate:

Target-oriented and highly proactive.

Confident communicator with strong objection-handling ability.

Comfortable with repetitive, high-volume prospecting activities.

Demonstrates ownership of their pipeline and sales numbers.

Has shown reasonable stability, ideally 18+ months average tenure per role.

Able to independently conduct a discovery call and qualify prospects.

Candidates Less Suitable for This Role

Candidates may not be considered if they have:

Repeated job changes with less than 12 months in multiple roles.

Experience limited only to traditional telecalling without digital prospecting.

No experience with B2B sales or prospecting.

Inability to explain their own sales pipeline, conversion ratios, or target achievement.

No exposure to CRM-based sales processes.

Limited understanding of lead qualification and discovery.

Compensation

₹5–7 LPA

70–80% Fixed

20–30% Variable, linked to performance and target achievement.