Inside Sales Manager

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),…