Delhivery
Website:
delhivery.com
Job details:
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
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.
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.
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.
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.
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.
Key result areas
Success will be measured on revenue first, backed by funnel and team health metrics. Targets will be set with the reporting manager each quarter.
KPIs
- New-business revenue vs target; revenue mix across B2C, PTL, FTL and Cross Border
- Qualified pipeline value and coverage; lead-to-opportunity and opportunity-to-win
- Accounts closed that start shipping within the agreed window; first-90-day shipment volumes
- Revenue and wins per associate; activity and connect rates; forecast accuracy
- Associate ramp time; attrition; share of team meeting quota; manager effectiveness
- Sales processes run through the calling solution (dialer adoption, call logging, connect and talk time); AI agentic calling live for prospecting, qualification and follow-ups; share of pipeline and conversion from AI-handled calls
What we're looking for
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.
Good to have
- Direct exposure to express parcel, PTL, FTL or cross-border logistics.
- Experience setting up a new sales centre or hiring at volume.
- An MBA or equivalent qualification.
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.
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