Senior General Manager – Sales Strategy & Head of Inside Sales

About the job

Role Senior General Manager – Sales Strategy & Head of Inside Sales Location Bangalore, with frequent travel to HomeLane Experience Centers across the country. Objective of the Role To lead and scale HomeLane’s Inside Sales function across distributed locations while owning the Sales Strategy and Centre of Excellence charter, driving consistent target achievement, productivity excellence, and capability building across all sales teams. Key Responsibilities • Lead and scale the Inside Sales function comprising 100+ tele callers across distributed locations, ensuring efficient handling of inbound and outbound leads, high-quality customer interactions, and industry-leading lead-to-meeting conversion ratios. • Own the end-to-end customer first-contact experience, ensuring a compelling sales pitch, strong value articulation, and a world-class experience that drives Experience Centre visits. • Establish and govern sales processes, operating rhythms, performance dashboards, and tool adoption to drive productivity, discipline, and visibility across the Inside Sales ecosystem. • Act as the Sales Centre of Excellence and strategic anchor for the ground sales organization, supporting capability building, career lifecycle management, and sales excellence across 200+ field sales professionals. • Drive deep cross-functional collaboration across Marketing, Retail, HR, Finance, Product, Technology, Legal, and Category teams to deliver aligned business outcomes. • Partner with Marketing to plan monthly demand and conversion targets across leads, meetings, and order bookings, ensuring tight integration between demand generation and sales execution. • Work closely with HR to ensure optimal sales capacity across geographies, including hiring, onboarding, continuous training, mentoring, attendance management, and productivity tracking. • Own bottom-quartile performance management by instituting robust review mechanisms, refresher training programs, and structured performance improvement plans to uplift overall team effectiveness. • Lead call quality audits across inside and ground sales teams, driving coaching interventions and continuous improvements in customer experience and conversion quality. • Collaborate with Retail teams to ensure best-in-class customer experience and sales practices across Experience Centers, especially during the first customer visit. • Proactively identify, investigate, and resolve sales-related compliance issues or disputes in partnership with relevant stakeholders, ensuring ethical sales practices and timely closures. • Own the sales incentive framework end-to-end, including budgeting, program design, performance linkage, and deployment of short-term and long-term incentives to drive growth and retention. • Partner with Product and Technology teams to ensure sales tools are effective, identify improvement areas, and drive new capabilities that enhance sales productivity and effectiveness. • Work with Marketing and Category teams to design time-bound, high-impact offers during peak demand periods to maximize conversions and order intake. Candidate Profile • 8–12 years of experience in sales strategy, business operations, or revenue roles within high-growth organizations, supported by a Tier-1 MBA. • Prior experience in Founder’s Office, Chief of Staff, or equivalent roles with strong cross-functional exposure and enterprise-level problem solving. • Proven ability to work with and influence large sales teams, with strong capability in sales tracking, analytics, and input hygiene. • Experience managing external vendors and partners, including commercial negotiations and performance governance. • High energy, strong bias for action, and ability to operate effectively in fast-paced, ambiguous environments. • Startup experience with an ownership mindset, execution intensity, and comfort working in scale-up contexts. Key Success Metrics • Order Book growth across geographies and channels. • Number of customer meetings driven through Inside Sales and ground sales teams. • Lead-to-Meeting and Meeting-to-Order conversion ratios. • Sales team productivity at an individual contributor and team level. • Sales attrition rates and overall sales talent stability. • Reduction in sales cost as a percentage of revenue through efficiency and scale.

Requirements

• Sales Strategy
• Inside Sales Management
• Customer Experience
• Cross-Functional Collaboration

Qualifications

• Tier-1 MBA
• 8–12 years of experience in sales strategy or business operations

Preferred Technologies

• Sales Strategy
• Inside Sales Management
• Customer Experience
• Cross-Functional Collaboration