Job Title

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.