Inside Sales Manager - Corporate - MyBiz

Role: Inside Sales Manager

Level: Manager

Reporting To: Director - Corporate Channel

Location: Gurgaon

About the Function:

The Inside Sales function within MakeMyTrip’s Corporate Channel plays a critical role in driving top-of-funnel growth and accelerating customer acquisition. This team is responsible for building a predictable and scalable pipeline through data-driven lead qualification workflows and seamless collaboration with marketing and sales.

By leveraging CRM analytics and operational insights, the Inside Sales team identifies and addresses funnel inefficiencies, ensuring timely and high-quality lead handoffs. Their focus on process excellence and performance optimization consistently helps exceed monthly pipeline targets and contributes directly to revenue growth.

About the role:

• Designing and executing inside sales strategies to fill the top of the funnel with qualified, enterprise-grade opportunities.
• Owning inbound and outbound lead generation—ensuring swift responses to demo requests and proactive outreach to target accounts.
• Coordinating handoffs to the Key Accounts Team by defining clear qualification criteria, SLAs, and communication protocols.
• Leveraging CRM analytics to track funnel metrics, diagnose conversion drop-offs, and optimize lead routing rules.
• Building scalable processes—from lead scoring to automated workflows—to maintain consistent pipeline velocity.
• Coaching and mentoring inside sales representatives on outreach techniques, objection handling, and value-based qualification.
• Collaborating cross-functionally with Marketing, Product, and Operations to refine messaging, optimize campaigns, and strengthen feedback loops.

What will you be doing:

Pipeline Strategy & Execution

• Define target account lists, outreach cadences, and KPIs aligned with revenue goals.
• Manage both inbound demo requests and outbound prospecting campaigns.

CRM & Funnel Management

• Optimize LeadSquared configuration for lead tagging, routing, and reporting.
• Analyze conversion rates at each funnel stage and implement A/B tests for messaging and workflows.

Team Leadership & Development

• Recruit, onboard, and train a high-performing inside sales team.
• Conduct regular 1:1s, performance reviews, and skill-based workshops.

Cross-Functional Collaboration

• Partner with Marketing to refine lead generation campaigns and adjust scoring models.
• Work with the Enterprise Sales Team to ensure seamless lead acceptance and joint account planning.

Reporting & Continuous Improvement

• Build dashboards to surface funnel health, rep productivity, and ROI metrics.
• Lead quarterly process audit sessions to identify and resolve weaknesses.

Qualification & Experience

• MBA from a reputed institute, with 8–10 years of inside sales or sales development experience in B2B SaaS environments.
• Proven track record of designing and scaling lead generation processes to meet aggressive pipeline targets.
• Hands-on expertise with CRM platforms (LeadSquared, Salesforce, etc.) and sales automation tools.

Key Success Factors for the Role

• Strong analytical skills with a demonstrated ability to apply funnel management frameworks.
• Excellent written and verbal communication skills, with the ability to craft persuasive outreach at scale.
• Leadership mindset, with experience in coaching, mentoring, and driving accountability across teams.