Sales Management Lead - B2B Services - US Market

Roles & Responsibilities:

Key Responsibilities:

• Define and refine target markets, segments, and Ideal Customer Profiles (ICPs) across outsourcing and professional services.
• Develop and execute Go-To-Market (GTM) strategies in collaboration with Digital Marketing and demand-generation teams.
• Build and maintain a strong, qualified B2B sales pipeline focused on the US market.
• Own the end-to-end sales cycle, including prospecting, qualification, stakeholder engagement, negotiation, and closure.
• Drive new business acquisition through strategic prospecting and consultative/value-based selling.
• Build, manage, and accurately forecast the sales pipeline.
• Track key sales metrics including conversion rates, deal velocity, pipeline health, and revenue predictability.
• Lead strategic client conversations with senior decision-makers and articulate compelling value propositions.
• Handle complex negotiations, objections, and commercial discussions to drive successful closures.
• Present regular sales performance, pipeline, and revenue insights to leadership.
• Lead and mentor sales teams while driving accountability against business and revenue targets.
• Leverage AI-powered tools and techniques to improve prospecting, research, engagement, sales productivity, and conversion.
• Partner closely with marketing teams to improve lead quality and demand generation.

Good-to-Have:

• Experience in outsourcing, consulting, or professional services sales.
• Experience with CRM and sales tools such as Zoho CRM, HubSpot, or equivalent.
• Exposure to GTM strategy and collaboration with marketing teams on demand generation.
• Certification in SPIN Selling, Consultative Selling, or equivalent sales methodology.

Ideal Candidate:

• Strong B2B Sales Leadership Profile from a services based company, with US market exposure.
• Must have 12+ years of overall Sales experience, with at least 7+ years of strong B2B service sales leadership and a proven track record closing complex, high-value deals.
• Must have hands-on experience selling to the US market.
• Must have owned the end-to-end sales cycle - prospecting, qualification, negotiation, and closure - driving consistent new business acquisition.
• Must have expertise in pipeline management, sales forecasting, and data-driven sales execution.
• Must have experience defining target segments / Ideal Customer Profiles (ICPs) and collaborating with marketing on GTM strategy and lead-pipeline building.
• Must have excellent negotiation, communication, and stakeholder management skills, along with people and sales management ability.
• Must have experience using AI in sales.
• Must have a stable career history, with at least 2 years in each role.
• Must be comfortable with 4:00 PM - 1:00 AM IST office timings (US shift).
• Must have a Bachelor's degree in Business, Marketing, Commerce, or a related field; MBA (Sales / Marketing / Strategy) preferred.
• Sales methodology certification (SPIN Selling, Consultative Selling, or equivalent) is an advantage.
• Familiarity with CRM and sales tools (e.g., Zoho CRM, HubSpot).