Head of Inside Sales

The Head of Inside Sales at Xebia will be responsible for leading and driving the inside sales function, with a primary focus on IT services sales. This leadership role requires a strategic thinker with deep experience in managing and scaling inside sales teams, particularly in the IT services domain. The ideal candidate will have 15+ years of relevant sales experience, have led a team of sales development representatives, and successfully sold IT services. This role will oversee a team of 20+ Inside Sales members, focusing on driving lead generation, nurturing potential clients, and converting leads into qualified deals/opportunities.

Key Responsibilities

1. Strategic Leadership:

• Develop and execute the inside sales strategy aligned with Xebia’s growth objectives.
• Collaborate with regional sales heads and other senior leaders to establish sales goals, targets, and strategies.
• Lead and mentor a team of 20+ inside sales professionals, ensuring alignment with the company's sales objectives.

2. Ownership of Lead to Conversion:

• Drive the end-to-end inside sales process, from lead generation to deal closure.
• Implement best practices in inside sales techniques, processes, and tools to enhance efficiency and effectiveness.
• Monitor and analyze key performance metrics, providing insights and recommendations for continuous improvement.

3. Team Management & Development:

• Recruit, train, and develop a high-performing inside sales team.
• Conduct regular performance reviews, providing coaching and feedback to ensure team members meet and exceed sales targets.
• Foster a culture of continuous learning and improvement within the team.

4. Client Engagement:

• Actively participate in high-level sales pitches and negotiations with key clients.
• Build and maintain strong relationships with potential and existing clients.
• Ensure a seamless handoff of leads from the inside sales team to the outside sales or delivery teams.

5. Market Analysis & Growth:

• Stay updated on industry trends, market conditions, and competitor activities to identify new business opportunities.
• Work closely with marketing to align sales campaigns with market trends and customer needs.
• Develop and execute strategies to penetrate new markets and expand the client base.

Experience:

• 15+ years of experience in IT services sales, with at least 5 years in a leadership role managing a large inside sales team.
• Proven track record of successfully selling IT services and managing client relationships.
• Experience in leading and scaling sales development teams of 20+ members.

Qualifications:

• Bachelor’s degree in business administration, Marketing, or a related field. An MBA or equivalent advanced degree is preferred.

Skills & Competencies:

• Strong leadership and people management skills with the ability to inspire and motivate a large team.
• Excellent communication and negotiation skills, with a strong customer-focused mindset.
• Strategic thinker with a deep understanding of inside sales processes, tools, and best practices.
• Ability to work in a fast-paced, dynamic environment and manage multiple priorities.
• Proficient in CRM software and other sales tools.