Inside Sales Manager

activated, compliant, and trading

Key responsibilities

Pipeline & Conversion

• Build and optimize playbooks for lead → KYC → account open → first trade → funded account.
• Segment leads by source, cohort, and intent (e.g., equity/FO/commodities/MF) and tailor scripts.
• Own dialer/WhatsApp cadences, SLA response times, and re-engagement loops.

Team Leadership

• Hire, train, and coach inside-sales reps; run daily standups, call-list reviews, and QA scorecards.
• Shadow calls, run weekly call-coaching with objection handling (pricing, KYC friction, app UX).
• Workforce planning: roster, seat/line allocation, productivity hygiene (talk time, wrap time).

Process & Tooling

• Maintain CRM hygiene: stages, reasons for loss, next actions, tasks; enforce data quality.
• Partner with Growth to refine lead routing, scoring, and campaign feedback loops.
• Standardize scripts, rebuttals, and compliance-approved templates for calls/WhatsApp/email.

Revenue, Forecasting & Reporting

• Own weekly/monthly forecasts; publish funnel metrics and rep scorecards.
• Run experiments (A/B scripts, offers, cadences) and institutionalize wins.

Cross-sell & Retention

• Drive upsell to brokerage plans, derivatives activation, SIPs/MFs, IPO/NFO participation.
• Handshake with success/retention teams for early-life churn prevention.

Risk & Compliance

• Ensure SEBI/Exchange/DP communication standards; call recording, consent, and disclosures.
• Work with Compliance on periodic audits and script approvals.

Success metrics (KPIs)

• Lead-to-Account Open Rate

• KYC TAT

  (avg hours from lead to KYC complete)

• Activation Rate

  (first trade within 7/14 days)

• Cost per Activated Account

  &

  Revenue per Activation

• Contact Rate

  ,

  Talk Time/Rep/Day

  ,

  Appointment/Call

  ,

  Conversion/Rep

• Cross-sell

  : % FO enabled, MF SIP starts, IPO applications

• CRM Hygiene

  : tasks overdue, reason-coded losses, stage-ageing



Requirements

• 5–8+ years in inside sales; 2–3+ years leading teams in BFSI/fintech or high-velocity B2C.
• Proven track record improving conversion, reducing KYC drop-offs, and scaling teams.
• Strong command of CRM/dialer workflows and WhatsApp Business/API-based outreach.
• Data-driven; comfortable with funnel analysis, cohorting, and A/B testing.
• Excellent coaching, communication, and compliance discipline.

• Nice to have: Stock-broking/DP/KRA/KYC familiarity; options/derivatives basics; NISM certifications.

Tools you’ll use (or equivalents)

• CRM:

  Salesforce/HubSpot/Freshsales

• Growth stack:

  MoEngage/Braze, Mixpanel, Appsflyer

• Dialer/Comms:

  Cloud telephony, WhatsApp Business API, email/SMS platforms

BI: