Director - Inside Sales & Business Development

ProArch is seeking an experienced, revenue-driven Inside Sales & Business Development leader to drive global pipeline generation, enterprise prospecting, GTM execution, and business growth across North America markets.

The ideal candidate will combine strategic sales planning with hands-on execution, leading inside sales resources, developing targeted go-to-market programs, engaging enterprise stakeholders, and supporting opportunities through qualification, solution positioning, commercial negotiations, and deal closure.

The role will work closely with Marketing, Account Executives, Solution Architects, Delivery teams, and technology partners such as Microsoft to accelerate pipeline growth and improve sales conversion across ProArch's Cloud, Data & AI, Cybersecurity, and Digital Transformation offerings.

Requirements

1. Global Inside Sales & Business Development

• Drive inside sales and business development initiatives across North America, markets.
• Develop territory plans, account penetration strategies, target account lists, and enterprise prospecting programs.
• Identify new business opportunities across Microsoft Cloud, Azure, Fabric , Data & AI, Cybersecurity, and Digital Transformation services.
• Build relationships with business leaders, technology executives, and C-level stakeholders to identify business challenges and transformation opportunities.
• Drive qualified pipeline creation, opportunity progression, account acquisition, and revenue contribution.

2. Go-to-Market Strategy & Demand Generation

• Develop and execute quarterly GTM strategies aligned with company offerings, revenue objectives, industry verticals, and market opportunities.
• Partner with Marketing to plan and execute outbound campaigns, Account-Based Marketing (ABM), Contact-Based Marketing (CBM), and targeted demand-generation initiatives.
• Develop compelling value propositions, industry-specific messaging, email sequences, call scripts, and multichannel prospecting plays.
• Translate ProArch's technical capabilities into business-focused messaging that resonates with enterprise buyers.
• Identify new market segments, buying triggers, technology trends, and cross-selling opportunities to improve campaign effectiveness.

3. SDR Leadership & Sales Enablement

• Lead, mentor, and coach SDRs, BDMs, and inside sales professionals to achieve pipeline and business development targets.
• Establish sales development processes, operating cadences, productivity benchmarks, and performance management frameworks.
• Build repeatable prospecting methodologies, qualification frameworks, objection-handling guides, and sales playbooks.
• Train teams to engage enterprise buyers and position complex technology services through consultative selling.
• Monitor individual and team performance, identify execution gaps, and implement corrective action plans to improve productivity and conversion.

4. Microsoft Ecosystem & Partner-Led GTM

• Develop co-sell strategies and campaigns around Azure, Microsoft 365, Data & AI, Security, and other relevant Microsoft technologies.
• Identify opportunities to leverage partner relationships, customer transformation initiatives, and eligible funding programs to accelerate sales conversations.
• Align outbound campaigns with Microsoft priorities, customer needs, and ProArch's service capabilities.

5. Pipeline Governance, Forecasting & Performance Management

• Own pipeline reviews, opportunity inspections, forecasting, CRM hygiene, and sales performance reporting.
• Establish KPIs for prospecting activity, qualified opportunities, pipeline value, stage progression, conversion rates, and revenue contribution.
• Review campaign performance and lead-to-opportunity conversion to improve targeting and sales effectiveness.
• Provide leadership with regular visibility into pipeline health, forecast accuracy, deal risks, and growth opportunities.
• Drive accountability through structured weekly reviews, monthly performance assessments, and quarterly business reviews.

6. Cross-Functional Collaboration

• Work closely with Marketing, Account Executives, Solution Architects, Delivery, and Customer Success teams to ensure alignment across the sales lifecycle.
• Provide market feedback, buyer insights, competitive intelligence, and campaign performance inputs to refine GTM strategies.
• Ensure effective handoffs between demand generation, sales qualification, opportunity management, and account teams.
• Contribute to the development of scalable sales processes, enablement assets, and technology-driven sales operations.

Required Qualifications & Experience

• 12-18 years of experience in inside sales, business development, demand generation, enterprise sales, or technology services sales.
• Proven experience leading inside sales or business development teams serving international markets, preferably North America.
• Strong understanding of IT services and enterprise technology solutions, particularly Cloud, Azure, Data & AI, Cybersecurity, Microsoft technologies, or Digital Transformation.
• Demonstrated success in building qualified sales pipelines, developing GTM strategies, and improving opportunity conversion.
• Experience in ABM, outbound prospecting, enterprise account targeting, and consultative selling.
• Experience working with CRM platforms and sales engagement tools, with strong forecasting and pipeline management capabilities.
• Excellent communication, executive engagement, stakeholder management, and team leadership skills.
• Experience with platforms such as HubSpot, Salesforce, LinkedIn Sales Navigator, ZoomInfo, or equivalent tools.
• Exposure to AI-led sales enablement, sales automation, and data-driven demand generation.
• Experience working with Microsoft or other major technology partner ecosystems.

Key Performance Indicators (KPIs)

Performance will be measured against agreed business objectives, including:

• Qualified pipeline generated and pipeline coverage against targets.
• Number and value of sales-qualified opportunities created.
• Lead-to-opportunity and opportunity-to-win conversion rates.
• Pipeline progression, sales cycle effectiveness, and forecast accuracy.
• New logo acquisition and strategic account penetration.
• Revenue contribution and closed-won business, where applicable.
• SDR/BDM productivity, target attainment, and team performance.
• GTM campaign effectiveness and enterprise stakeholder engagement.

Desired Candidate Profile

The successful candidate will be a strategic thinker and hands-on sales leader who can translate business growth objectives into actionable GTM plans, build high-performing sales teams, engage enterprise decision-makers, and consistently generate measurable pipeline and revenue outcomes.

The candidate must be comfortable operating in a fast-paced IT services environment, balancing team leadership with direct involvement in strategic opportunities and commercial sales execution.