Job Description

Roles & Responsibilities

Sales Leadership & Team Management

• Lead, coach, and manage a team of Tele Sales Executives / SDRs responsible for SMB account management and lead generation
• Drive overall team performance across: Upsell revenue, Cross-sell opportunities, and New SMB customer acquisition
• Conduct regular coaching sessions, call reviews, and performance feedback discussions
• Foster a performance-driven and customer-focused team culture aligned with business objectives

Pipeline & Revenue Growth

• Drive account growth strategies across the SMB portfolio in collaboration with Sales leadership
• Ensure disciplined pipeline generation, progression, and deal closure across the team
• Monitor account expansion opportunities and ensure timely execution of upsell and cross-sell initiatives
• Personally engage in strategic or high-value SMB opportunities where required
• Support the team in improving conversion rates and accelerating pipeline movement

Sales Operations & CRM Management

• Ensure strong adherence to CRM hygiene, reporting accuracy, and forecasting discipline using Salesforce or similar platforms
• Monitor team activity metrics and pipeline health to ensure alignment with targets and KPIs
• Maintain visibility on account performance, pipeline coverage, and sales progression across the SMB portfolio
• Support data-driven decision-making through accurate reporting and sales insights

Cross-Functional Collaboration

• Work closely with Account Managers and Sales leadership on: Account planning, Opportunity prioritization, and Revenue growth initiatives
• Collaborate with internal stakeholders to ensure alignment on customer engagement and commercial priorities
• Support continuous improvement of SMB sales processes and customer engagement approaches

Desired Candidate Profile

4 7 years of experience in: B2B sales, Inside sales, SMB account management, Lead generation environments

• Proven track record in: Upselling, Cross-selling, Closing SMB and short-cycle sales opportunities
• Prior experience leading, mentoring, or coaching sales teams (formal or informal leadership experience)
• Strong understanding of ICT, technology services, or digital solutions sales is preferred
• Hands-on experience with Salesforce or similar CRM platforms
• Bachelor s degree in business administration, Marketing, Sales, Information Technology, or a related field.