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)
- Opportunities Created
- Pipeline Influenced
- Conversion Rates
- 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
Responsibilities
Lead Generation
QualificationsGraduate/Bachelors
Skills Required
- Bachelor's degree or equivalent professional experience
- 5+ years of experience in inside sales, demand generation, business development, lead generation, or sales development
- Experience supporting UK, Europe, APAC, or international B2B enterprise sales environments
- Proven experience generating pipeline and qualified opportunities for enterprise sales teams
- Understanding of analytics, artificial intelligence, data management, digital transformation, BPM, or technology services
- 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
- Working knowledge of GDPR, UK GDPR, PECR, PDPA, Australian Privacy Act, and related international privacy regulations
- Experience within analytics, data and AI, digital transformation, IT services, consulting, BPM, healthcare, insurance, banking, or related industries
- Experience prospecting into UK, DACH, Nordics, Benelux, ANZ, Singapore, Japan, and broader APAC markets
- Experience with Salesforce CRM and sales engagement platforms
- Experience with LinkedIn Sales Navigator and sales intelligence tools such as ZoomInfo, Apollo, XIQ, Cognism, or similar
- Proficiency with Microsoft Office Suite
EXL Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about EXL and has not been reviewed or approved by EXL.
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Healthcare Strength — Medical plan options include HSA, HRA, and PPO choices, with additional health-related programs such as disability coverage and an employee assistance program. Feedback suggests these options provide meaningful flexibility and coverage breadth for many roles.
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Leave & Time Off Breadth — Up to 20 days of paid time off, plus federal holidays and paid sick and safe time, are highlighted. Feedback suggests this leave structure is a notable benefit alongside core compensation.
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Retirement Support — A traditional and Roth 401(k) with up to a 3% company match and full vesting after one year is described. Feedback suggests this match and vesting timeline help bolster long-term savings.
EXL Insights
What We Do
Choosing a digital partner is about more than capabilities — it’s about collaboration and character. Unrealistic overhauls and off-the-shelf products ignore what matters most — your unique needs, culture, goals, and your legacy data and technology environments. At EXL, our collaboration is built on ongoing listening and learning to adapt our methodologies. We’re your business evolution partner—tailoring solutions that make the most of data to make better business decisions and drive more intelligence into your increasingly digital operations. Whether your goals are scaling the use of AI and digital, redesign operating models, or driving better and faster decisions, we’re here to partner with you to help you gain—and maintain—competitive advantage with efficient, sustainable models at scale. Our expertise in transformation, data science, and change management helps make your business more efficient and effective, improve customer relationships and enhance revenue growth. Instead of focusing on multi-year, resource- and time-intensive platform designs or migrations, we look deeper at your entire value chain to integrate strategies with impact. We use our specialization in analytics, digital interventions, and operations management—alongside deep industry expertise — to deliver solutions that help you outperform the competition. At EXL, it’s all about outcomes—your outcomes—and delivering success on your terms. Share your goals with us and together, we’ll optimize how you leverage data to drive your business forward. For more information, visit www.exlservice.com.
