EXC Managed Services
Website:
exc.ms
Job details:
Job Title: Vice President – Inside Sales (US Market)
Location: Gurugram (On Site)
Working Hours: US Time Zones (EST/PST Overlap Required)
About the Role
We are looking for a seasoned VP – Inside Sales to lead our North America revenue engine from India. This role will own pipeline generation, revenue delivery, and team scaling for the US market. The ideal candidate has deep experience selling SaaS to US customers, understands buyer behavior, and can effectively manage global inside sales teams operating in US time zones.
Responsibilities
- Revenue Ownership & US GTM Execution
- Own and exceed quarterly and annual revenue targets for the US market
- Define and execute GTM strategies tailored to US ICPs and buyer personas
- Drive inbound, outbound, and ABM-led pipeline generation
- Partner with Marketing to optimize demand generation campaigns for North America
- Team Leadership (India-Based, US-Focused)
- Build and lead a high-performing inside sales team (SDRs, AEs, Managers) based in India
- Manage teams working in US shifts (EST/PST coverage)
- Drive a high-performance culture with clear KPIs, coaching, and career development
- Hire and scale teams aligned with aggressive growth targets
- Sales Process & Forecasting
- Implement structured sales processes (MEDDICC/Challenger/SPIN)
- Ensure CRM discipline, pipeline hygiene, and forecast accuracy
- Optimize funnel metrics (MQL → SQL → Closed Won)
- Improve conversion rates, deal velocity, and win rates
- US Customer Engagement
- Understand US buyer expectations, procurement cycles, and compliance requirements
- Participate in key deals and executive-level conversations
- Build relationships with strategic prospects and customers
- Cross-functional Collaboration
- Partner with Marketing, Product, RevOps, and Customer Success teams
- Align sales messaging with product positioning and roadmap
- Work with RevOps on dashboards, reporting, and sales tech stack
Qualifications
- 12–18+ years of B2B sales experience, with 5–8+ years leading SaaS inside sales teams
- Proven track record of selling to US customers from India (remote/global selling model)
- Experience scaling inside sales teams supporting North America markets
- Strong understanding of SaaS metrics (ARR, MRR, CAC, churn, LTV)
- Hands-on experience with CRM tools (Salesforce, HubSpot, Outreach, Salesloft)
- Willingness to work in US time zone overlap
Required Skills
- Experience in high-growth SaaS/startup environments
- Exposure to PLG or hybrid sales models
- Strong analytical and forecasting skills
- Experience managing distributed/global teams
Preferred Skills
- Experience in high-growth SaaS/startup environments
- Exposure to PLG or hybrid sales models
- Strong analytical and forecasting skills
- Experience managing distributed/global teams
Key Metrics (KPIs)
ARR / MRR growth (US market)
Pipeline coverage (3–5x of quota)
Conversion rates across funnel stages
Sales cycle length & average deal size
CAC and LTV:CAC ratio
Team productivity & quota attainment .
Click on Apply to know more.