Sales Manager

Experience: Minimum 8 years of international inside sales experience, with at least 5 years in a team lead or managerial capacity, focused specifically on B2B outbound sales.

Location: Preferably Chennai and Work from Office/Hybrid in UK Shift with US flexibility. 

Essential Skills: Excellent English Communication (CEFR C1/C2 Level), Sales and Business Development, Client Management, People Management

Job Overview:

The Sales Manager (Outbound) will lead, mentor, and scale a high-velocity team of Sales executives. This role is responsible for driving pipeline generation, optimizing outbound cadences across phone, email, and social channels like LinkedIn, and ensuring the team consistently meets or exceeds qualified revenue targets.

Job Description:

1. People Management, Leadership & Coaching

1. Lead, manage, and motivate a team of Sales Executives selling marketing and audience data solutions.

1. Maintain high energy, resilience, and positive morale in an outbound rejection-heavy environment.

1. Build an open-communication environment for the team.

1. Coach the team on discovery calls, objection handling, pricing discipline, and closing strategies.

1. Conduct regular 1:1s, call reviews, pipeline reviews, and performance feedback sessions.

1. Ensure consistent sales messaging, qualification standards, and follow-up discipline.

1. Manage underperformance decisively and think critically.

1. Use organization's initiatives effectively for career progression, upskilling, employee engagement and overall development of the team members.

1. Sales & Revenue Ownership

1. Own and deliver monthly, quarterly, and annual revenue targets for the team.

1. Actively support large or strategic deals (pricing discussions, negotiations, deal structuring).

1. Drive upsells and cross-sell opportunities across existing customer accounts.

1. Ensure focus on high-value and repeatable deals.

1. Pipeline & Forecasting

1. Maintain accurate pipeline visibility in CRM (leads, stages, probabilities).

1. Review and ensure deal quality, TAM segmentation, ICP adherence and realistic forecasting.

1. Identify pipeline gaps early and implement corrective actions.

1. Build and optimize multi-channel outreach workflows (cold-calling, email sequences, LinkedIn touchpoints, etc.)

1. Process & Performance Management

1. Implement and refine sales processes, sales playbooks, and best practices.

1. Track key metrics: call volume, connect rates, conversion rates, average deal value, sales cycle length, and retention.

1. Work closely with Marketing on lead quality and campaign effectiveness.

1. Partner with Operations / Delivery to ensure smooth handover and client satisfaction.

1. Provide after-sales support for Operations and Clients.

1. Client & Market Understanding

1. Develop deep understanding of marketing data use cases:

1. Audience acquisition

1. Event attendee data

1. Account-based marketing data

1. Data enrichment & validation

1. Stay informed on market trends, competitors, and pricing benchmarks.

1. Act as a trusted advisor to key customers.

1. Identify decisionmakers, buying committees, and trigger events within target accounts.

Required Skills & Experience

• Proven experience selling data, SaaS, marketing services, or information products.
• Strong understanding of consultative selling and value-based pricing.
• Experience managing sales teams on B2B international cold calling.
• Comfortable with CRM tools like HubSpot, Salesforce, Zoho, etc.
• Experience with Prospecting Data tools like Apollo, Lusha, ZoomInfo, LinkedIn Sales Navigator.
• Ability to analyze funnel drop-offs, connect-to-meeting ratios, and sequence open/reply rates to tweak strategies.
• Strong communication, negotiation, and stakeholder-management skills.
• Experience in sales to event organizers, marketers, agencies, or B2B SaaS companies.
• Experience working with offshore delivery or data operations teams. - explain me in simple words and provide me some good question to find potential candidate