Sales Management Lead - B2B Services - US Market

Roles & Responsibilities:

Key Responsibilities:

- Define and refine target markets, segments, and Ideal Customer Profiles (ICPs) across outsourcing and professional services.

- Develop and execute Go-To-Market (GTM) strategies in collaboration with Digital Marketing and demand-generation teams.

- Build and maintain a strong, qualified B2B sales pipeline focused on the US market.

- Own the end-to-end sales cycle, including prospecting, qualification, stakeholder engagement, negotiation, and closure.

- Drive new business acquisition through strategic prospecting and consultative/value-based selling.

- Build, manage, and accurately forecast the sales pipeline.

- Track key sales metrics including conversion rates, deal velocity, pipeline health, and revenue predictability.

- Lead strategic client conversations with senior decision-makers and articulate compelling value propositions.

- Handle complex negotiations, objections, and commercial discussions to drive successful closures.

- Present regular sales performance, pipeline, and revenue insights to leadership.

- Lead and mentor sales teams while driving accountability against business and revenue targets.

- Leverage AI-powered tools and techniques to improve prospecting, research, engagement, sales productivity, and conversion.

- Partner closely with marketing teams to improve lead quality and demand generation.

Good-to-Have:

- Experience in outsourcing, consulting, or professional services sales.

- Experience with CRM and sales tools such as Zoho CRM, HubSpot, or equivalent.

- Exposure to GTM strategy and collaboration with marketing teams on demand generation.

- Certification in SPIN Selling, Consultative Selling, or equivalent sales methodology.

Ideal Candidate:

- Strong B2B Sales Leadership Profile from a services based company, with US market exposure.

- Must have 12+ years of overall Sales experience, with at least 7+ years of strong B2B service sales leadership and a proven track record closing complex, high-value deals.

- Must have hands-on experience selling to the US market.

- Must have owned the end-to-end sales cycle - prospecting, qualification, negotiation, and closure - driving consistent new business acquisition.

- Must have expertise in pipeline management, sales forecasting, and data-driven sales execution.

- Must have experience defining target segments / Ideal Customer Profiles (ICPs) and collaborating with marketing on GTM strategy and lead-pipeline building.

- Must have excellent negotiation, communication, and stakeholder management skills, along with people and sales management ability.

- Must have experience using AI in sales.

- Must have a stable career history, with at least 2 years in each role.

- Must be comfortable with 4:00 PM - 1:00 AM IST office timings (US shift).

- Must have a Bachelor's degree in Business, Marketing, Commerce, or a related field; MBA (Sales / Marketing / Strategy) preferred.

- Sales methodology certification (SPIN Selling, Consultative Selling, or equivalent) is an advantage.

- Familiarity with CRM and sales tools (e.g., Zoho CRM, HubSpot).