JOB SUMMARY: We are looking for an experienced Head of Inside Sales to build and lead our inside sales function and create a predictable pipeline of qualified opportunities across target markets and industries. This is a leadership role combining strategy and execution — defining the inside sales model, target accounts and sales plays while building a high-performing team and maintaining strong operational discipline around pipeline generation, qualification and conversion. The role will work closely with Sales, Marketing, Pre-Sales and Delivery teams to drive new-logo acquisition across our technology and digital services portfolio, including AI/ML, Data & Analytics, Cloud, Digital Transformation, Application Modernization, Automation and Digital Engineering.

Develop and execute the inside sales strategy aligned to the company’s revenue and new-logo growth objectives. Lead and develop a high-performing Inside Sales team. Define target markets, industries, accounts and buyer personas and translate them into focused prospecting programs. Drive outbound prospecting through account-based selling, email, calling, LinkedIn, events, referrals and other relevant channels. Establish effective lead qualification, opportunity creation and sales hand-off processes in partnership with field sales. Partner with Marketing to convert campaigns and market opportunities into qualified pipeline. Own key funnel metrics including meetings, SQLs, pipeline generated, conversion and pipeline velocity. Use CRM, sales intelligence, automation and AI-enabled tools to improve productivity and sales effectiveness. Coach the team on prospecting, messaging, qualification, objection handling and executive engagement. Continuously analyse funnel performance and improve processes, messaging and sales plays based on data and market feedback. Work closely with the CRO and Sales Leadership on priority accounts, market opportunities and pipeline strategy. Provide clear visibility to leadership on pipeline generation, conversion, productivity and risks.

15+ years of experience in B2B inside sales, business development, sales development or technology services sales. Proven experience leading and scaling Inside Sales / SDR / BDR teams in IT services, technology consulting, SaaS, digital engineering or professional services. Strong track record of generating qualified enterprise and mid-market pipeline through outbound and account-based selling. Strong understanding of complex B2B technology sales cycles and enterprise buying processes. Experience working closely with field sales, marketing and pre-sales teams. Strong commercial, analytical, communication and people-leadership skills. Hands-on experience with CRM, sales engagement, sales intelligence and sales automation platforms. Experience selling into international markets, particularly North America or Europe, will be an advantage.