Inside Sales Manager

The Role As Manager, Demand Generation & Inside Sales, you will lead Kanerika's inside sales and SDR function as a fully integrated extension of the marketing engine. Your team is the critical bridge between marketing's demand creation and field sales' revenue execution — converting campaigns, inbound signals, ABM plays, and outbound programs into a steady flow of high-quality, sales-ready opportunities. You will own the funnel from first touch to qualified handoff, contributing to a $50M pipeline target while obsessing over lead quality, conversion efficiency, and the AI-powered tools that make your team sharper, faster, and more personalized than any competitor.

You are equally at home reviewing a campaign brief, coaching a rep through a discovery call, refining a lead scoring model, and testing a new AI outreach tool — all in the same day. What You'll Own 1. Pipeline Contribution & Funnel Ownership Drive inside sales contribution toward a $50M qualified pipeline annually in partnership with field sales and marketing Own the full funnel from MQL to SQL — define qualification criteria, manage conversion rates, and ensure clean, context-rich handoffs to field sales Align outreach strategy with Kanerika's target verticals: Manufacturing, BFSI, Logistics, Healthcare, and Pharma — North America focus with coverage up to 12:00 PM EST Track pipeline contribution by source, campaign, vertical, and rep — and use that data to continuously optimize Partner with the CRO and field sales to ensure SQLs are truly sales-ready, reducing ramp time and improving close rates downstream 2.

Demand Generation Integration Work hand-in-glove with the demand generation and content teams to align SDR outreach with active campaigns, content launches, webinars, events, and ABM plays Translate marketing programs into targeted outreach sequences — ensuring the inside sales team amplifies every campaign rather than operating in parallel to it Own post-event and post-campaign follow-up as a structured, time-bound process with clear conversion targets Provide the marketing team with front-line intelligence — objection patterns, messaging resonance, content gaps, and ICP feedback — to continuously sharpen Kanerika's go-to-market 3. Lead Scoring, MQL Definition & Marketing Ops Alignment Co-own the MQL-to-SQL definition with marketing operations; ensure lead scoring models reflect real buying signals rather than vanity engagement Monitor inbound lead quality and response times — target under 30 minutes for high-intent inbound leads Partner with marketing ops on CRM workflows, lead routing, attribution modeling, and funnel reporting Continuously refine the ICP definition based on conversion data — feeding insights back into targeting, content strategy, and paid campaigns 4. ABM Execution Execute account-based outreach plays for named target accounts identified by marketing through intent data, firmographic signals, and campaign engagement Coordinate with marketing on account selection, personalization strategy, and multi-touch sequencing for high-value enterprise accounts Track account-level engagement and progression — ensuring ABM accounts move through the funnel with coordinated marketing and sales touches 5.

Team Leadership & Coaching Hire, onboard, coach, and retain a high-performing team of Inside Sales Representatives and Business Development Representatives (BDRs) Set individual targets based on MQL volume, SQL conversion, pipeline contribution, and activity metrics — not just revenue quotas Run weekly 1:1s, funnel reviews, and call coaching sessions with a focus on messaging quality, discovery skills, and AI tool adoption Build a team culture that values curiosity, experimentation, and genuine enthusiasm for Kanerika's AI and data solutions Create clear growth paths — from BDR to ISR to field sales or customer success — to retain top performers 6. AI-Powered Sales Development Champion the use of AI across the entire SDR and demand gen workflow — prospecting, outreach personalization, intent signal interpretation, sequence optimization, and performance analytics Evaluate, pilot, and embed AI tools: AI SDRs, conversation intelligence (Gong, Chorus), GenAI-based sequence writers, Clay for enrichment, intent platforms (6sense, Bombora), and AI-assisted CRM workflows Build and maintain AI-enhanced playbooks: persona-specific messaging, campaign-triggered sequences, objection handling, and discovery frameworks — all continuously refined using AI insights and A/B testing Act as the internal evangelist for AI-first selling — sharing learnings with the broader marketing and sales organization and pushing Kanerika to sell the way it builds: intelligently 7. Reporting, Forecasting & Funnel Analytics Own weekly funnel reporting to the CMO — MQLs, SQLs, conversion rates, pipeline contribution, cost per SQL, and sequence performance Maintain CRM hygiene across the inside sales team — accurate lead stages, complete contact data, and up-to-date activity logs Build and manage dashboards that give real-time visibility into funnel health for both marketing and sales leadership Participate in revenue forecast calls with the CRO, providing inside sales pipeline contribution data with accuracy and confidence 8.

CAPA & Continuous Improvement Identify recurring issues in lead quality, conversion drop-offs, and process gaps File and track Corrective and Preventive Action (CAPA) items for systemic problems — whether in lead routing, messaging, tool performance, or team execution Drive CAPA closures in collaboration with marketing ops, sales ops, and the product/engineering team where platform issues are involved Who You Are You are a growth-minded sales development leader who thinks like a marketer and executes like a sales professional. You understand that in a CMO-led structure, pipeline is built through the marriage of great campaigns, sharp targeting, intelligent tools, and disciplined follow-through — and you've built that marriage before. Experience & Background 6–10 years in B2B inside sales, sales development, or demand generation — with at least 2–3 years in a team leadership role Proven track record of contributing to pipelines in the $20M–$50M range in technology, SaaS, or data/analytics services Experience working within or alongside a marketing organization — familiarity with demand gen workflows, campaign structures, and marketing attribution is a strong plus Background selling into North American enterprise markets; comfort engaging CIO, CDO, and VP-level personas AI Enthusiasm — Genuine, Not Performative You actively use AI tools in your daily workflow — for research, outreach personalization, sequence building, or performance analysis You've experimented with and formed opinions on AI SDR tools, GenAI writers, conversation intelligence platforms, and intent data tools You follow AI sales and marketing trends closely and bring new tool ideas to your team regularly You see AI not as a threat to sales development but as the single biggest lever available to outperform competitors Domain Fluency You don't need to be a data engineer, but you can hold a credible conversation with a CIO or CDO about cloud data modernization, AI/ML, and digital transformation Familiarity with Microsoft Fabric, Snowflake, Databricks, Informatica, or similar platforms is a strong advantage You understand what Kanerika's customers are trying to solve — and you can connect their pain to Kanerika's solutions with confidence Collaboration & Communication Outstanding written English — capable of crafting compelling outreach, sharp briefs, and clear executive updates Confident on video calls with US-based enterprise prospects and internal stakeholders Strong collaborator — you work with marketing as a true partner, not a lead-dispensing machine, and with field sales as a valued upstream contributor, not a rival Analytical Mindset You know your funnel numbers cold — MQL volume, MQL→SQL conversion, SQL→opportunity rate, pipeline velocity, cost per SQL You use data to coach your team, make sequencing decisions, and report to leadership with credibility