Manager - Sales

• Job Description for Demand Gen/Lead SWAT Team
• Title: Assistant Manager / Manager
• For: EXL Growth Office / International Growth Market

Job Summary

The Sales Development representative / Inside Sales Specialist /Demand Generation Specialist will play a critical role in driving demand generation, pipeline development, and new business growth across the UK, Europe (EU), and APAC markets for EXL. The role will be responsible for identifying, researching, engaging, and qualifying prospective clients while working closely with Sales, Marketing and Business Unit leaders.

The individual will execute strategic outbound prospecting programs, identify high-value opportunities, and create meaningful interactions with senior decision-makers across target accounts. The role requires strong consultative selling skills, a deep understanding of enterprise sales processes, and the ability to comply with international data privacy and communication regulations governing B2B outreach activities.

The successful candidate will contribute directly to pipeline creation and revenue growth across EXL's Analytics, AI, Data & Digital Transformation, Healthcare, Insurance, Banking, and Operations Management service lines.

Key Responsibilities

Outbound Demand Generation & Prospecting

• Partner with Sales Leaders, Client Partners, Account Executives to identify and prioritize target accounts and buying centers.
• Develop and execute targeted multi-channel outbound campaigns across UK, EU, ANZ and other APAC markets.
• Conduct account intelligence and stakeholder mapping to identify key decision-makers and influencers.
• Utilize phone, email, LinkedIn, sales engagement platforms, and other approved outreach channels to generate qualified meetings and opportunities.
• Create and nurture sales opportunities through well-structured prospecting cadences and personalized engagement strategies.
• Maintain a consultative approach to uncover business challenges, strategic priorities, and transformation initiatives within target organizations.

Market Research & Account Intelligence

• Conduct in-depth research on target accounts, industries, competitors, and key market developments.
• Leverage platforms such as Salesforce, ZoomInfo, LinkedIn Sales Navigator, XIQ, Apollo, Demandbase, and other approved sales intelligence tools.
• Build account profiles and identify business triggers, organizational changes, digital transformation initiatives, technology investments, and outsourcing opportunities.
• Develop a strong understanding of UK, EU, and APAC market dynamics and buyer behaviors.

Messaging Development & Campaign Execution

• Create personalized messaging aligned to industry challenges, buyer personas, and EXL value propositions.
• Develop outbound email sequences, call scripts, LinkedIn messaging, and account-specific outreach campaigns.
• Support campaign development across industry verticals including Healthcare, Insurance, Banking & Financial Services, Utilities, Retail, Travel, and Digital Operations.
• Collaborate with Marketing to align prospecting activities with ongoing campaigns, Events, Roadshows, Roundtable, thought leadership initiatives, and brand positioning.

Compliance, Privacy & Responsible Prospecting

Ensure all outreach activities comply with applicable data privacy, electronic communications, and marketing regulations across target geographies.

Demonstrate working knowledge of GDPR (General Data Protection Regulation), UK GDPR, PECR (Privacy and Electronic Communications Regulations), Australian Privacy Act, Singapore PDPA, and other applicable APAC privacy regulations relevant to business development activities.

Follow approved consent, suppression, opt-out, data handling, and prospect communication processes.

Maintain high standards of data accuracy, integrity, and governance across CRM and sales engagement platforms.

Collaboration & Stakeholder Management

• Work closely with Sales, Marketing, and Business Unit leadership teams to support market expansion initiatives.
• Participate in account planning sessions and pipeline review meetings.
• Provide prospect intelligence, campaign feedback, and market insights to improve go-to-market strategies.
• Contribute to the continuous improvement of prospecting methodologies, messaging frameworks, and qualification processes.

Reporting & Performance Management

Maintain accurate activity tracking within Salesforce and associated sales engagement platforms.

Monitor key performance metrics including

Meetings Scheduled

Marketing Qualified Leads (MQLs) to Sales Qualified Leads (SQLs)

Pipeline Influenced

Campaign Performance

Analyze outreach effectiveness and recommend improvements to maximize pipeline generation.

Daily Activity Targets (Indicative)

• 50-80 outbound prospecting activities per day (combination of emails, calls, LinkedIn touches, and other approved channels)
• 25-30 strategic outbound emails per day
• 40-50 outbound calls per day
• 10-15 LinkedIn engagements and connection requests per day
• Research and profile 5-7 target accounts weekly
• Identify and validate key decision-makers and influencers within assigned accounts
• Maintain 100% CRM activity logging and data hygiene standards

Required Qualifications

• Bachelor's Degree or equivalent professional experience.
• 5+ years of experience in Inside Sales, Demand Generation, Business Development, Lead Generation, or Sales Development roles.
• Experience supporting UK, Europe, APAC, or international B2B enterprise sales environments.
• Proven experience generating pipeline and qualified opportunities for enterprise sales teams.
• Experience within Analytics, Data & AI, Digital Transformation, IT Services, Consulting, BPM, Healthcare, Insurance, Banking, or related industries preferred.

Required Knowledge, Skills & Competencies

Domain Expertise

Understanding of Analytics, Artificial Intelligence, Data Management, Digital Transformation, Business Process Management (BPM), or Technology Services.

Experience selling or supporting sales motions into enterprise and mid-market organizations.

Sales & Prospecting Skills

• Strong outbound prospecting and lead qualification experience.
• Excellent consultative selling, objection handling, and discovery skills.
• Strong written and verbal communication skills with senior business stakeholders.

Technology & Tools

Salesforce CRM

SalesLoft / Outreach / Groove or equivalent sales engagement platforms

LinkedIn Sales Navigator

ZoomInfo, Apollo, XIQ, Cognism, or similar research tools

Microsoft Office Suite

Compliance & Governance

Working knowledge of GDPR, UK GDPR, PECR, PDPA, Australian Privacy Act, and related international privacy regulations impacting B2B demand generation and prospecting.

Understanding of compliant outreach, consent management, data governance, and international marketing communication requirements.

Personal Attributes

• Highly organized and detail-oriented.
• Self-motivated with a strong sense of ownership and accountability.
• Strong analytical and problem-solving capabilities.
• Ability to work effectively across global teams and multiple time zones.
• Results-driven mindset with a passion for pipeline generation and business growth.

Preferred Experience

Experience prospecting into UK, DACH, Nordics, Benelux, ANZ, Singapore, Japan, and broader APAC markets.

Qualified Meetings Generated

Sales Qualified Leads (SQLs)

Opportunities Created

Pipeline Contribution

Conversion Rates

Campaign Effectiveness

CRM Hygiene & Data Quality

Compliance Adherence

Collaboration with Sales & Marketing Teams

Lead Generation

Graduate/Bachelors