About us:
Intuitive is an innovation-led engineering company delivering business outcomes for 100’s of Enterprises globally. With the reputation of being a Tiger Team & a Trusted Partner of enterprise technology leaders, we help solve the most complex Digital Transformation challenges across following Intuitive Superpowers:
Modernization & Migration
- Application & Database Modernization
- Platform Engineering (IaC/EaC, DevSecOps & SRE)
- Cloud Native Engineering, Migration to Cloud, VMware Exit
- FinOps
Data & AI/ML
- Data (Cloud Native / DataBricks / Snowflake)
- Machine Learning, AI/GenAI
Cybersecurity
- Infrastructure Security
- Application Security
- Data Security
- AI/Model Security
SDx & Digital Workspace (M365, G-suite)
- SDDC, SD-WAN, SDN, NetSec, Wireless/Mobility
- Email, Collaboration, Directory Services, Shared Files Services
Intuitive Services:
- Professional and Advisory Services
- Elastic Engineering Services
- Managed Services
- Talent Acquisition & Platform Resell Services
About the Job
Title: Manager / Director, Inside Sales – Cloud & Digital Transformation Services
Start Date: Immediate
# of Positions: 1
Position Type: Full-time Employment
Location: India (Preferred: Bangalore, Hyderabad, Pune, or Remote)
Reports to: Chief Alliance & Marketing Officer
Collaborates with: Sales, Marketing, Pre-Sales, and Delivery teams in North America, India, and EMEA.
Working Hours: Flexible hours required to coordinate with North American team and customers (EST/PST overlap hours)
Role Overview
Intuitive.Cloud is a global cloud engineering and AI transformation partner. We empower enterprises, especially in regulated industries like Banking & Financial, Healthcare, and Life Sciences, to modernize IT, deploy AI-driven innovations, and achieve digital scale—all while staying compliant. We are seeking a high-energy, experienced Inside Sales Manager or Director, based in India, to lead a global team of Inside Sales Representatives (ISRs) supporting our cloud and digital transformation business. The ISR team is distributed across India and North America, and is responsible for outbound prospecting, inbound follow-up, and pipeline generation across AWS, Azure, Google Cloud services, cloud migration, data engineering, and AI/ML initiatives.
You will manage a team of 5–7 ISRs/ BDRs focused on executing outreach campaigns, engaging target accounts, qualifying leads, and setting meetings for Account Executives and Solution Consultants globally. This role requires strong leadership, cross-cultural management, and sales execution skills to drive predictable pipeline creation and team success across time zones.
Key Responsibilities
Team Leadership
- Recruit, onboard, train and mentor a global ISR/BDR team located in India and North America
- Set clear KPIs and goals (e.g. calls, emails, LinkedIn touches, meetings booked, SQLs)
- Lead daily standups, performance reviews, and 1:1s across multiple time zones
- Coach and mentor team members with region-specific strategies
- Ensure consistent messaging, outreach quality, and process adherence globally
- Conduct regular coaching, performance reviews, call/sequence audits, and “ride alongs”
- Hold the team accountable for activity, pipeline conversion, forecasting, and quotas
- Foster a positive, competitive, and collaborative team culture
Strategy & Planning
- Define and refine the ideal customer profile (ICP), buyer personas, and target segments
- Work with Marketing and Sales Enablement to build verticals-specific outbound sequences and cadences following ICP (Ideal Customer Profile) - multi-touch email, LinkedIn, phone, direct mail, events.
- Oversee tooling, automation, and processes (CRM, sales engagement tools, analytics, lead scoring).
- Continually optimize conversion rates, campaign performance, and messaging
Pipeline Generation & Handoff
- Own the end-to-end process from outreach → qualification → opportunity handoff
- Ensure high-quality, well-qualified SQLs (Sales Qualified Leads) are delivered to AEs or practice leads
- Collaborate with Pre Sales / Solutions team to support technical qualification, discovery calls, proof-of-concept handoffs
- Collaborate with the US-based sales team on opportunity follow-up, alignment, and transitions
- Monitor SDR/BDR performance KPIs
Reporting & Forecasting
- Maintain centralized dashboards to track outreach activity, meetings booked, SQLs by region via Salesloft.
- Share weekly and monthly reports with leadership EVP Sales and CxOs
- Adjust playbooks and goals based on vertical trends and performance data
- Produce weekly / monthly metrics dashboards (activity, conversion funnels, pipeline trends, forecast vs actual).
- Implement continuous improvement via data-driven experimentation (A/B testing, messaging variation, sequence optimization).
Cross Functional Collaboration
- Partner with Marketing to align messaging, content, campaigns, and lead attribution
- Work with Practice Directors, Delivery, and Strategy team to deepen services knowledge in cloud, AI, data, and migration offerings
- Provide feedback on messaging, market trends, competitive insights
- Scaling & Process Optimization
- Standardize processes, templates, playbooks, and training materials
- Implement automation and tooling (e.g. sales engagement platforms, sequence logic, lead scoring)
- Identify roles for specialization (e.g. inbound, outbound, vertical focus) as the team scales
- Maintain quality and guarding of data hygiene in CRM and systems
Required Skills & Experience
- 7+ years of B2B experience in inside sales, demand generation, or SDR/BDR management in global B2B environments, (preferably in technology services, or consulting versus purely product sales).
- 2+ years managing remote and distributed teams (preferably across India and North America).
- Proven track record in building pipeline for cloud, digital transformation, or enterprise tech services.
- Experience selling / selling around cloud, IT services, consulting, software (or strong technical appetite.
- Deep familiarity with sales engagement tools (e.g. Outreach, SalesLoft, LinkedIn Sales Navigator), CRM systems (e.g. Salesforce, HubSpot).
- Experience in building or scaling inside sales teams from ground up.
- Comfortable working across cultures, time zones, and virtual collaboration platforms.
- Excellent English communication skills (verbal and written).
- Ability to operate independently while collaborating with US-based Sales and Marketing teams.
- Bachelor’s degree required; MBA or international exposure is a plus.
- Domain knowledge in industries such as financial services, healthcare, retail, or manufacturing is preferable.
- Exposure to partner ecosystem sales (e.g. AWS, Azure, GCP) is preferable.
Success Metrics
- Number of qualified SQLs / meetings generated per rep / per quarter.
- Conversion rates from outreach → SQL → opportunity → close.
- Pipeline growth and funnel velocity.
- Team attainment of quota.
- Efficiency metrics (touches per meeting, cost-per-lead, output per rep).
- Quality of leads (win rates, average deal size).
- Improvement in process metrics over time (e.g. response time, lead response SLAs).
- Forecast accuracy, campaign ROI, and rep productivity.
