Head of Inside Sales

Overview

The Inside Sales Head leads a remote sales team in a logistics services company, driving

revenue growth through virtual strategies for freight forwarding, warehousing, and

supply chain solutions. This senior role reports to the VP of Sales and focuses on

high-velocity B2B deal-making remotely, blending team leadership with data-driven

execution.

Responsibilities

● Strategic Visionary: Crafts bold sales strategies to outpace competitors,

anticipating logistics market shifts like fuel surges or trade regulations.

● Team Architect: Designs and scales high-performing teams, from hiring reps

to structuring pods for freight and warehousing deals.

● Revenue Accelerator: Optimizes lead-to-close cycles for 150%+ quota

attainment using inbound and outbound tactics.

● Pipeline Master: Builds robust CRM pipelines, prioritizing high-value logistics

RFPs and carrier partnerships.

● Quota Crusher: Surpasses aggressive targets by turning data insights into

consistent overachievement.

● CRM Wizard: Masters tools like Salesforce for forecasting, automation, and

lead conversion.

● Logistics Evangelist: Delivers compelling virtual pitches on customs,

multimodal transport, and last-mile efficiency.

● Metrics Guru: Analyzes KPIs like CAC, LTV, and win rates to refine pricing and

playbooks.

● Deal Closer: Seals complex B2B contracts remotely, overcoming objections on

rates and SLAs.

● Culture Builder: Fosters a motivated, metrics-driven culture through coaching

and incentives.

● Forecast Expert: Projects revenue accurately using freight trends, seasonality,

and pipeline health.

● Operations Collaborator: Ensures seamless sales-to-ops handoffs for reliable

delivery execution.

● Market Navigator: Monitors shipping disruptions and opportunities to pivot

strategies effectively.

● RFP Champion: Leads customized responses to intricate logistics tenders and

3PL proposals.

● Growth Hacker: Experiments with ABM and tech integrations for scalable B2B

growth.

Key Requirements

The ideal candidate for this logistics sales leadership role brings proven expertise and

skills to drive high-velocity revenue without field travel. The role reports to the Chief

Commercial Officer and embodies all 15 core dimensions.

● 15 years of work experience with 8+ years in inside sales leadership and

preferably 3+ years in logistics, 3PL, or supply chain (e.g., freight forwarding,

warehousing, e-commerce firms)

● Track record of 120%+ quota attainment, scaling teams to build this function from

0 -10, managing annual pipelines of Rs. 100+ crore.

Technical Proficiencies

● Mastery of CRM systems (Salesforce, HubSpot) and sales tech (Gong,

ZoomInfo, logistics APIs for rates/carriers).

● Advanced analytics skills for KPIs like CAC, LTV, win rates, pipeline velocity, and

freight trend forecasting.

Leadership Competencies

● Exceptional team-building: Hiring, coaching, and structuring pods for

inbound/outbound logistics deals.

● Strategic agility: Navigating market volatility (tariffs, disruptions) and crafting

playbooks for RFPs and ABM.

Core Skills and Traits

● Persuasive virtual selling: Closing complex B2B contracts via phone/video,

handling objections on SLAs, pricing, and multimodal transport.

● Cross-functional collaboration: Aligning with operations/marketing for

seamless lead-to-execution handoffs.

● Metrics-driven mindset: Culture builder fostering motivation through incentives,

forecasts, and data obsession.

Qualifications

● Bachelor's degree in Business, Supply Chain Management, Logistics, or related

field

● Masters in relevant disciplines preferred.