About Optamark
Optamark is a leading provider of commercial print, promotional products, branded apparel, signage, direct mail, packaging, and technology-driven storefront solutions. We help organizations simplify procurement, strengthen their brands, and improve operational efficiency through customized solutions.
As we continue to scale our outbound sales organization, we are looking for an experienced Inside Sales Operations & CRM Manager to build and manage the operational backbone of our lead generation engine.
This role is ideal for someone who enjoys building systems, leading teams, improving processes, leveraging AI, and ensuring every opportunity is managed effectively from first touch through qualified pipeline generation.
Position Overview
The Inside Sales Operations & CRM Manager will lead the daily operations of Optamark's Inside Sales (SDR) team while overseeing CRM governance, lead lifecycle management, operational reporting, sales enablement, and AI-driven process improvements.
This individual will be responsible for assigning work to the SDR team, ensuring CRM discipline, managing pipeline visibility, tracking operational performance, and driving accountability across the inside sales organization.
This role focuses on strategy, operations, reporting, process optimization, and helping leadership continuously improve the outbound revenue engine.
Key Responsibilities
Team Leadership & Inside Sales Management
- Lead and manage the day-to-day activities of the Inside Sales (SDR) team.
- Assign prospecting lists and prioritize accounts based on target industries, ICPs, campaigns, and business priorities.
- Allocate daily work to SDRs while ensuring balanced workload distribution.
- Monitor daily productivity and ensure team members achieve their KPIs.
- Conduct daily stand-up meetings to review priorities, blockers, and pipeline activity.
- Hold weekly performance reviews with SDR team members.
- Coach the team on CRM discipline, lead management, and follow-up best practices.
- Ensure every assigned lead receives timely follow-up within established SLAs.
- Track team productivity and identify coaching opportunities.
- Build a culture of accountability, ownership, and continuous improvement.
CRM Management & Governance
- Serve as the primary owner of Zoho CRM operations and data integrity.
- Maintain Zoho CRM as the organization's single source of truth.
- Ensure every lead contains complete and accurate information, including:
o Lead Source
o Lead Owner
o Current Status
o Next Action
o Follow-up Date
o Opportunity Stage
- Monitor CRM hygiene by identifying duplicate, incomplete, or outdated records.
- Conduct routine CRM audits to ensure operational compliance.
- Improve CRM workflows, automations, dashboards, and reporting capabilities.
- Ensure leadership has complete visibility into pipeline health and sales activity.
Lead Lifecycle Management
- Oversee the movement of leads throughout the sales pipeline.
- Ensure all inbound and outbound leads are properly assigned and actively managed.
- Monitor lead aging and identify stalled opportunities requiring immediate attention.
- Track lead sources across website inquiries, referrals, marketing initiatives, outbound campaigns, account managers, and other channels.
- Ensure no qualified lead is lost due to missed follow-ups or incomplete CRM records.
- Monitor follow-up compliance and escalate overdue opportunities when necessary.
Sales Operations
- Coordinate daily operational activities across the inside sales organization.
- Work closely with leadership to establish weekly priorities and sales objectives.
- Identify operational bottlenecks and recommend improvements.
- Improve pipeline efficiency through structured processes and accountability.
- Support appointment scheduling and opportunity progression where required.
- Ensure operational consistency across the SDR team.
Campaign Strategy & Performance Analysis
- Collaborate with leadership to develop outbound campaign strategies targeting key industries and Ideal Customer Profiles (ICPs).
- Recommend new industries, personas, messaging angles, and outreach strategies.
- Analyze campaign performance to identify trends and opportunities for improvement.
- Review reply rates, meeting conversion rates, and pipeline creation metrics.
- Identify successful campaign patterns and help convert them into standardized playbooks and best practices.
Note: Campaign execution, Smartlead, ReachInbox, LinkedIn automation, outbound platform management, deliverability, and technical campaign deployment are managed separately.
Reporting & Business Intelligence
- Create executive dashboards and operational reports within Zoho CRM.
- Produce daily, weekly, and monthly reports covering:
o Leads added
o Pipeline movement
o Meetings booked
o Qualified opportunities
o Sales activity
o Follow-up compliance
o CRM health
o Team productivity
- Present actionable insights and recommendations to leadership.
- Monitor operational KPIs and proactively identify risks and improvement opportunities.
Process Improvement & SOP Development
- Document recurring operational workflows into standardized operating procedures (SOPs).
- Create playbooks for CRM management, SDR operations, reporting, lead lifecycle management, and follow-up processes.
- Continuously improve internal processes to increase operational efficiency.
- Standardize workflows to support future team growth and scalability.
AI & Automation
- Leverage AI tools to improve prospect research, operational reporting, workflow automation, and team productivity.
- Identify repetitive manual tasks suitable for automation.
- Recommend AI-driven improvements to enhance operational efficiency.
- Stay informed on emerging AI technologies that can strengthen sales operations.
Cross-Functional Collaboration
- Act as the operational bridge between Sales, Marketing, Business Development, and Leadership.
- Ensure seamless communication regarding lead flow, pipeline visibility, reporting, and operational priorities.
- Collaborate with leadership to improve forecasting and operational planning.
- Support strategic initiatives through accurate reporting and actionable business insights.
Required Qualifications
- 3+ years of experience managing Zoho CRM in a B2B sales environment.
- Experience leading or managing an Inside Sales, SDR, or Business Development team.
- Strong understanding of CRM administration, lead lifecycle management, and sales operations.
- Experience assigning prospecting activities and managing SDR performance.
- Experience building executive dashboards and operational reports.
- Strong analytical and problem-solving abilities.
- Experience documenting SOPs and improving operational processes.
- Excellent organizational and project management skills.
- Outstanding communication and leadership abilities.
- Comfortable working in a fast-paced, KPI-driven environment.
Preferred Qualifications
- Zoho CRM Certification.
- Experience with CRM automation and workflow optimization.
- Familiarity with AI productivity tools and sales enablement technologies.
- Experience supporting outbound B2B sales organizations.
- Experience working closely with executive leadership.
- Knowledge of modern sales operations and revenue operations best practices.
Success Metrics
Success in this role will be measured by:
- CRM completeness and data accuracy.
- Lead lifecycle management and pipeline hygiene.
- SDR team productivity and accountability.
- Follow-up SLA compliance.
- Timely delivery of executive dashboards and operational reports.
- Reduction in stale or overdue opportunities.
- Operational efficiency improvements.
- SOP documentation and process standardization.
- AI adoption and workflow optimization.
- Sales pipeline visibility and reporting accuracy.
- Strategic recommendations that improve campaign performance.
- Continuous improvement in team operational effectiveness.
What Success Looks Like
Within the first 90 days, you will have:
- Established excellent CRM discipline across the organization.
- Successfully managed and organized the SDR team's daily operations.
- Improved lead accountability and follow-up compliance.
- Implemented standardized reporting dashboards for leadership.
- Improved pipeline visibility and operational transparency.
- Documented key operational processes into scalable SOPs.
- Introduced AI-driven workflow improvements.
- Strengthened collaboration between Sales, Marketing, and Leadership.
- Built a structured and scalable inside sales operating system that supports consistent pipeline growth.
Why Join Optamark?
At Optamark, we're building more than an outbound sales team. We're building a scalable revenue engine powered by process excellence, AI, data, and continuous improvement.
This role offers the opportunity to shape the future of our inside sales organization by leading people, improving operations, leveraging modern technology, and building systems that directly contribute to business growth. If you're passionate about leadership, operational excellence, and creating scalable processes, we'd love to hear from you.
Job Type: Full-time
Pay: ₹50,000.00 - ₹60,000.00 per month
Benefits:
- Paid time off
- Work from home
Experience:
- Managing Inside Sales Team: 10 years (Preferred)
- Zoho CRM: 3 years (Required)
Language:
Shift availability:
Work Location: Remote
