Sales Team Manager
GreyB
- Pay
- ₹40–60 lakh a year
- Experience
- 8–12 years
- Location
- Remote
- HubSpot
- Sales enablement
- Business development
- Commercial operations
- Team building
- Outbound strategy
- Client intelligence
- Workflow construction
About the role
Build the Sales Enablement function from scratch at GreyB. Establish client intelligence as a core discipline that identifies decision-makers and buying triggers. Design and run intelligence-led outbound activity across four business units. Define and deliver qualified conversations at a rate the business units can absorb. Implement and optimize HubSpot workflows as the single source of truth for commercial operations. Hire and develop a team that operates on intelligence, not volume.
What you’ll do
- Own the Sales Enablement function strategy, team build, weekly cadence, and monthly review against output metrics
- Build and maintain client intelligence on decision-makers, their priorities, and trigger events
- Run targeted, sequenced, intelligence-led outbound activity across four business units
- Define what a qualified conversation looks like jointly with the Pre-Sales lead and produce them at the required rate
- Build and manage tooling and process in HubSpot as the single source of truth
- Hire and build the team, starting with two to three people in year one
What we’re looking for
Must have
- HubSpot
- Sales enablement
- Business development
- Commercial operations
- Team building
- Outbound strategy
What makes this role challenging
- Building a Sales Enablement function from scratch in a firm undergoing commercial transformation
- Shifting the organization from technical depth to intelligence-led commercial conversations
- Designing outbound motions that mirror consulting-style buyer journeys, not SaaS playbooks
- Establishing client intelligence as a discipline when the data and processes do not yet exist
- Hiring and shaping a team that operates on intelligence and insight rather than volume metrics
- Aligning qualified conversation output with the absorption capacity of four distinct business units
What success looks like
- First 30 days
- Understand GreyB's commercial architecture, meet BU heads and the Pre-Sales lead, audit existing outbound activity and HubSpot setup, and define the initial Sales Enablement strategy.
- By 90 days
- Hire the first team member, establish the client intelligence framework for key accounts, launch the first intelligence-led outbound sequences, and agree on qualified conversation definitions with Pre-Sales.
- First year
- Build a 2-3 person team, deliver a steady cadence of qualified conversations per BU, implement HubSpot workflows as the single source of truth, and demonstrate measurable conversion from conversation to scoped proposal.
About the job
Job Title: SDR Manager/Sales Enablement Manager
Job Type: Full-Time
About GreyB
GreyB is a global patent intelligence and IP analytics firm. We work with seventy percent of the Fortune 500 across ICT, life sciences, automotive, chemicals, consumer goods, and energy. Our analysts read patents not as legal documents but as technical disclosures, and combine that depth with proprietary AI tooling to deliver work that fits inside a client's actual decision.
We are in the middle of a commercial transformation. The technical depth has always been there. The architecture around it - how we find buyers, how we shape their conversations, how we deepen the relationships over time - is what we are building now. This role is part of that build.
The role
You lead the Sales Enablement function at GreyB. Sales Enablement is the upstream layer of our commercial architecture: the function that finds buyers, builds client intelligence, runs outbound activity, and hands qualified conversations into the rest of the commercial team.
This is not an enablement role in the SaaS-tooling sense. You will not be building training content for a sales force in the conventional way. You will be building the function that produces real conversations with real buyers in IP departments, R&D leadership, patent litigation teams, and corporate strategy offices. The quality of those conversations determines whether the rest of our commercial architecture has anything to work with.
You report to the VP Sales. You will work closely with the Pre-Sales lead, the four BU heads, the CSM team, and the Sales Operations Manager. You will build your own team over the first twelve months.
What you will own
The Sales Enablement function as a whole. Strategy, team build, weekly cadence, monthly review against output metrics.
Client intelligence as a discipline. The team that knows, on any given GreyB account, who the decision-makers are, what their week looks like, and what trigger event would make them buy.
Outbound activity across the four business units. Targeted, sequenced, intelligence-led. Not volume outreach.
The signal-to-qualification handoff. You and the Pre-Sales lead jointly define what a qualified conversation looks like, and you produce them at the rate the BUs can absorb.
Tooling and process for the function. We use HubSpot as the single source of truth. You will build the workflows that make that real.
Hiring. You will build the team, starting with two to three people in year one. The first hires will be intelligence-led, not volume-led.
What you will be measured on
Qualified conversations generated per month, by BU and by tier.
Conversion from qualified conversation to scoped proposal.
Cost per qualified conversation, tracked against the value of the resulting pipeline.
Quality of client intelligence as judged by the BU heads using it. Not as judged by you.
Time-to-first-conversation on new accounts.
What we expect of you
Eight to twelve years of experience in B2B sales enablement, business development, or commercial operations. At least three of those in a leadership role with team-build responsibility.
A background in professional services, consulting, market intelligence, or research firms. Not pure SaaS. The buyer journey we run looks more like McKinsey's than like Salesforce's, and candidates who only know SaaS motions tend to misread it.
Demonstrable ability to build an intelligence-led outbound function. You have done this before, not just managed one that someone else built.
Comfort working across a distributed organization. Our delivery teams sit in four cities across two continents. You will be on calls with all of them.
Fluency in HubSpot or equivalent commercial tooling. You should not need a six-month ramp on basic workflow construction.
A consulting instinct. The best outbound activity at GreyB is the one that opens a door because the buyer recognized something specific about their situation, not because they got a clever email.
What we are not asking for
We are not asking for a sales leader. The BU heads close the work, and the VP Sales runs the commercial architecture. We are not asking for a marketing leader. The brand and content side of GreyB sits elsewhere. We are not asking for a hands-on individual contributor who happens to want a leadership title. The role is a function-build role and the first six months are about getting the architecture right, not about personally generating leads.
What this role becomes
In year one, you will be the senior person running the Sales Enablement function as the first formal version of it at GreyB. In year two, this function will sit alongside Pre-Sales, Customer Engagement, Customer Success, and Strategic Initiatives as one of the four pillars of GreyB's commercial architecture. The person who builds the function from scratch will be the one who shapes it for the next phase of the firm's growth.
Logistics
Location: open. Strong preference for candidates who can travel comfortably to Gurugram and Mohali quarterly. Singapore-based is also workable.
Compensation: competitive with the senior end of the Indian professional services market, with equity-equivalent participation as the function matures.
Start date: as soon as practical. We have started building Pre-Sales already, and the architecture works best when both functions stand up in parallel.