ISR Lead

Job title: ISR Lead (Inside Sales Head)

Location: Bengaluru, India (On-site)

Employment type: Full-time

Industry: IT Services and Consulting / Cloud Computing

Reports to: Chief Revenue Officer

About the Company

Our client is an AWS Premier Tier Services Partner. They migrate and modernize workloads on AWS, build Generative AI and Agentic AI solutions, and run managed cloud operations for enterprises, fintechs and startups across India.

About the Role

We are hiring an ISR Lead to own the inside sales engine. You will make sure every month starts with a known number of calls, meetings and qualified opportunities and ends close to plan. You will lead in-house Inside Sales Representatives (ISRs) and hold agency-run SDR pods to the same standards.

Key Responsibilities

• Target to activity: Break the monthly booking target into opportunities, meetings, connects and dials, per ISR and per day. Reset the math when conversion rates move.
• Lead predictability: Commit a lead and opportunity number for the next 30, 60 and 90 days, and explain any variance.
• Team leadership: Hire, coach and run daily stand-ups for in-house ISRs. Set call blocks, talk tracks and quality standards.
• Agency SDR pods: Hold outsourced lead-generation agencies to the same activity and conversion targets as the in-house team.
• Lead quality and hand-off: Define a qualified lead with the BDRs and sales leads, and ensure every lead is followed up within one business day.
• Data discipline: Keep the CRM and the AWS partner pipeline (ACE) accurate and current so the forecast can be trusted.
• Campaign alignment: Work with marketing so every campaign, event and AWS co-sell motion has a call plan and a lead target behind it.
• Reporting: Run a weekly funnel review for the CRO covering activity, stage-wise conversion, pipeline created and forecast against target.

Must-Have Skills and Experience

• 8+ years in B2B inside sales or SDR teams, including 4+ years leading a team of 8 or more
• Proven record of hitting monthly pipeline or meeting targets, backed by your own numbers (activity, conversion rates, pipeline created)
• Strong command of funnel math: working back from a booking target through win rate, meeting-to-opportunity and connect rates to a daily dial number per ISR
• Hands-on use of AI tools in sales, such as account and contact research, personalised outreach, call summaries, CRM updates and reporting, with evidence of the output gains
• Experience selling technology services or software to Indian enterprises, mid-market companies or funded startups
• Working knowledge of cloud and AI: what an AWS migration involves, why companies modernize applications, and where Generative AI and AI agents create value. You should be able to qualify a lead and hold a first conversation with a CTO.
• Hands-on experience with a CRM (Zoho, Salesforce or HubSpot) and sales engagement or dialer tools
• Clear spoken and written English. Hindi or a South Indian language is a plus.

Good to Have

• Experience at an AWS, Azure or Google Cloud partner, or selling alongside a hyperscaler's field team
• Familiarity with AWS partner programs such as ACE co-sell, MAP and MDF-funded campaigns
• Experience managing outsourced SDR or telemarketing agencies
• AWS Cloud Practitioner or AI Practitioner certification, or willingness to earn one within the first 90 days

Why Join

• Own and build the inside sales function at a fast-growing AWS Premier Tier Partner
• Work on high-demand offerings: Cloud Migration, Modernization, Generative AI and Agentic AI
• Direct reporting line to the Chief Revenue Officer, with real visibility on revenue outcomes