Executive-Inside Sales

Role Overview

We are looking for a high-energy, customer-focused Inbound Inside Sales Executive to manage inbound leads and convert qualified prospects into sales opportunities.

The role involves understanding customer requirements, conducting structured discovery, building value around greytHR's solutions, nurturing prospects, and creating a strong sales pipeline for the Business Development team.

The ideal candidate should be proactive, disciplined, target-oriented and comfortable working in a high-volume inbound sales environment.

Key Responsibilities

1. Lead Management

• Handle inbound leads generated through website, email, SEO, paid campaigns, webinars, LinkedIn and other marketing channels.
• Respond to leads within defined Speed-to-Lead SLAs.
• Prioritize high-intent leads and ensure timely follow-up.
• Conduct initial research before engaging with prospects.

2. Lead Qualification

• Understand the prospect's business, employee strength, industry and HR processes.
• Identify the decision-maker and key stakeholders.
• Understand the existing HRMS/payroll system and business challenges.
• Identify requirements, buying timeline, budget and level of interest.
• Qualify leads based on defined ICP and qualification criteria.

3. Discovery & Pipeline Creation

• Conduct effective discovery conversations with prospects.
• Identify pain points, business requirements and potential use cases.
• Create qualified opportunities and move prospects through the defined sales stages.
• Build and maintain a healthy pipeline through systematic follow-ups.

4. Demo Conversion & Handover

• Convert qualified prospects into product demonstrations.
• Schedule demos with the appropriate Business Development Executive.
• Provide a structured handover covering:
• Customer background
• Business requirement
• Current HRMS
• Pain points
• Decision-maker
• Expected timeline
• Key areas to demonstrate
• Ensure the BDE has sufficient context before the demo.

5. Follow-up & Nurturing

• Follow up consistently with prospects who are not immediately ready.
• Use appropriate channels including calls, email, WhatsApp and LinkedIn.
• Re-engage ageing leads and previously unresponsive prospects.
• Maintain follow-up discipline until the lead is converted, disqualified or closed.

6. Salesforce CRM Management

• Maintain accurate and updated lead information in Salesforce.
• Log every meaningful customer interaction.
• Complete mandatory qualification fields.
• Maintain accurate lead stages, dispositions, next actions and follow-up dates.
• Ensure there are no leads without a clear next action.

7. Performance & Revenue Contribution

• Achieve monthly and quarterly targets for:
• Lead engagement
• Qualified leads
• Discovery conversations
• Demos booked
• Opportunities created
• Pipeline value
• Conversion rates
• Track personal funnel performance and continuously improve conversion at each stage.

Required Skills

• Strong verbal and written communication
• Consultative selling
• Lead qualification
• Discovery and questioning skills
• Objection handling
• Follow-up and relationship management
• Pipeline management
• Salesforce/CRM proficiency
• Good business understanding
• Strong numerical and analytical ability
• Ability to work with targets and deadlines

Preferred Candidate Profile

• 1–4 years of experience in B2B SaaS / Inside Sales / Lead Qualification / Telesales
• Experience handling inbound leads is preferred.
• Experience selling SaaS, HRMS, payroll, ERP or business applications is an advantage.
• Comfortable making high-volume outbound calls to inbound prospects.
• Strong ownership of assigned leads and pipeline.
• Demonstrated ability to meet or exceed sales/lead-generation targets.