Director - Inside Sales

Sales motion - Outbound: calling, email, LinkedIn and digital prospecting

Services sold - B2C (express parcel), Part Truck Load (PTL), Full Truck Load (FTL), Cross Border

Target customers - Companies with annual revenue of 5 - 100 Cr

About the role:

The Director - Inside Sales will build and run Delhivery's Goa outbound engine, turning a 60-associate team into a predictable source of new revenue from mid-market shippers.

You will own the full outbound funnel for companies with 5 - 100 Cr in annual revenue, from prospecting to closure and handover. You will lead 4 managers, set the operating rhythm, and make sure every associate can sell Delhivery's full portfolio: B2C parcel, PTL, FTL and Cross Border.

This is a hands-on leadership role. You will shape the playbook, the metrics and the culture of a large, young team, and partner closely with field sales, solutions, onboarding and marketing.

Key responsibilities:1. Revenue and pipeline ownership:

• Own the Inside Sales team's new-business revenue, pipeline and conversion targets across B2C, PTL, FTL and Cross Border.

• Build monthly and quarterly forecasts by product line and manager, and hold the team to them.

• Define the ideal customer profile and segment the 5 - 100 Cr market by industry, shipment profile and geography.

• Drive cross-sell so prospects buying one service are pitched the right adjacent services.

2. Outbound process and playbook:

• Design and continuously improve the outbound cadence: call, email, LinkedIn and WhatsApp sequences.

• Build product-specific pitch scripts, objection handling and qualification frameworks (for example, BANT or MEDDIC).

• Set clear handover rules between inside sales, field sales and solutions teams for larger or complex deals.

• Work with marketing and data teams on lead sources, list quality and campaign targeting.

3. Team leadership and people development:

• Lead, coach and hold accountable 4 managers, each running a pod of about 15 associates.

• Own hiring, onboarding and ramp plans so new associates reach productivity quickly.

• Run call reviews, deal reviews and structured coaching every week.

• Build a performance culture with clear incentives, recognition and fair performance management.

• Plan attrition, succession and a bench of future team leads.

4. Operations, data and tools:

• Own CRM hygiene, dialer usage and reporting dashboards for the full team.

• Track funnel metrics daily and act quickly on drops in activity, connect rate or conversion.

• Use call analytics and data to find what top performers do and scale it across the team.

• Run core sales processes through the calling solution: dialer-led cadences, call recording, dispositions and CRM sync.

• Deploy and scale AI agentic calling for lead qualification, follow-ups and appointment setting, with clear handoffs to associates.

• Partner with pricing, onboarding and operations so closed accounts go live on time and start shipping.

5. Stakeholder management:

• Report weekly on pipeline, revenue and team health to the Inside Sales leadership.

• Represent the Goa centre in business reviews and cross-functional planning.

• Bring market and customer feedback to product, pricing and marketing teams.

Must have:

• 8+ years in B2B sales, with at least 5 years leading inside sales or outbound teams of 50+ people.

• P&L ownership experience while leading large sales teams, including accountability for revenue, cost and team productivity.

• Experience managing managers, not only individual contributors.

• A track record of building or scaling an outbound engine with measurable revenue results.

• Experience selling logistics, supply chain, freight or related B2B services to SMEs and mid-market companies.

• Strong command of CRM, dialers and sales analytics; comfortable running the team on data.

• Willingness to be based in Goa and work on-site with the team.

Skills and traits:

• Clear, confident communicator who can coach on live calls and present to senior leadership.

• Process builder who turns what works into repeatable playbooks.

• High ownership, bias for action and comfort with aggressive targets.

• People leader who can energise a young team and keep attrition low.