Nikhil Dudhagawali
Inside Sales Leader
Pune
Summary
Dynamic Business Development and International Sales professional with over 8+ years of experience in driving sales, account management, and global client acquisition. Proven ability to build and lead high-performing teams, consistently exceeding quotas and fostering significant revenue growth. Expertise in leveraging advanced tools such as Salesforce, 6sense, GONG, Zoho, N8n, Outreach, LinkedIn Sales Navigator, and ZoomInfo to implement effective inbound and outbound sales strategies across the US and Canadian markets. Holds a PGDM in Marketing & Sales, providing a strong foundation in strategic market engagement.
Overview
8
8
years of professional experience
3
3
Languages
Work History
Inside Sales Team Lead – ADR Outbound
Avalara Inc
07.2024 - Current
- Led and managed a team of 28 ADR Outbound representatives, driving consistent pipeline growth through targeted prospecting and outbound campaigns.
- Designed and implemented outbound playbooks and cadences, improving meeting-to-opportunity conversion rates by 25% across US and Canadian markets.
- Monitoring team KPIs (calls, meetings booked, SQL conversion), using data-driven insights to optimize performance and ensure 100%+ quota attainment consistently.
- Delivered regular training and 1:1 coaching sessions, boosting ADR productivity and reducing average onboarding time for new hires by 20%.
- Collaborated with Marketing and Sales leadership to align messaging, resulting in a 15% uplift in lead-to-opportunity conversion.
- Improved CRM data hygiene and reporting accuracy by standardizing processes, which enhanced forecasting reliability and executive visibility.
- Launched recognition and incentive programs, increasing team engagement scores and lowering attrition rates by 10%.
ADR Outbound
Avalara Inc
10.2022 - 06.2024
- Generated qualified opportunities through outbound campaigns.
- Built client relationships across US and Canadian markets.
- Exceeded quarterly performance benchmarks.
- Worked well in a team setting, providing support and guidance.
- Built and nurtured strong client relationships across US and Canadian markets, resulting in higher engagement and faster sales cycles.
- Exceeded quarterly performance benchmarks, consistently achieving 120%+ of quota.
- Implemented multi-channel prospecting strategies (calls, email, LinkedIn), boosting response rates by 20%.
- Partnered with account executives to improve handover quality, resulting in higher win rates downstream.
- Piloted new outbound process and created a ADR Outbound playbooks, which were later adopted across the team.
ADR Inbound
Avalara Inc
02.2022 - 10.2022
- Qualified inbound leads with high conversion success.
- Partnered with account executives for smooth deal closures.
- Enhanced lead nurturing strategies.
- Qualified inbound leads with conversion rates exceeding 30%, significantly above team average.
- Partnered with account executives to ensure seamless lead handoff and faster deal closures.
- Enhanced lead nurturing strategies, shortening the average sales cycle by 15%.
- Developed standardized qualification criteria that improved lead quality and reduced drop-off.
- Leveraged CRM data insights to identify patterns in inbound traffic, providing feedback to Marketing for campaign optimization.
- Conducted personalized discovery calls that improved prospect engagement and trust, setting up stronger sales conversations.
Sales Development Representative (SDR)
Avalara Inc
12.2020 - 02.2022
- Generated leads via cold calls, emails, and LinkedIn outreach.
- Scheduled appointments with C-level executives.
- Recognized as Rookie of the Year 2021; consistently top quota achiever.
Account Development – International Sales
Teknovance Solutions Pvt Ltd / Indovance Inc
03.2019 - 10.2020
- Specialized in CAD outsourcing for US/Canada clients.
- Managed accounts and conducted C-level meetings.
- Handled full sales cycle from prospecting to client management.
Business Development Manager
Home Revise Education Pvt Ltd
01.2018 - 12.2018
- Drove account development and proposal strategy.
- Lead generations and appointment setting with the decisions makers (C level).
- Negotiated contracts and improved customer service delivery.
- Conducted market research and competitor analysis.
Business Development Executive
Ediffy Communication Pvt Ltd
04.2017 - 01.2018
- Generated leads through cold calling and outreach.
- Delivered product demos and engagement programs for schools.
- Managed account growth and client relationships.
Education
PGDM - Marketing And Sales
Prin. L.N. Welingkar Institute of Management Development & Research (WeSchool)
Mumbai01.2019
Bachelor of Engineering - Computer Engineering
Padmabhushan Vasantdada Patil Pratishthan's College of Engineering
Mumbai01.2016
Skills
Team managing/Handling
Team coaching and Mentoring
Cold calling proficiency
Lead Generation & Prospecting
Appointment Setting with C-Level Executives
Negotiation & Objection Handling
Sales coaching
Sales strategy development
Account Management & Client Relations
Tools: Salesforce, 6sense, GONG, ChatGPTs, Outreach, Zoho, LinkedIn Sales Navigator, ZoomInfo etc
Interests
Singing, Travelling, Cooking, Music
Accomplishments
- Rookie of the Year – Avalara (2021)
- Top Leader - 2024
- Consistently achieved 100%+ quotas
- Recognized as highest quota achiever across multiple quarters.
- Awarded as Back your GOT Leader.
Timeline
Inside Sales Team Lead – ADR Outbound
Avalara Inc
07.2024 - Current
ADR Outbound
Avalara Inc
10.2022 - 06.2024
ADR Inbound
Avalara Inc
02.2022 - 10.2022
Sales Development Representative (SDR)
Avalara Inc
12.2020 - 02.2022
Account Development – International Sales
Teknovance Solutions Pvt Ltd / Indovance Inc
03.2019 - 10.2020
Business Development Manager
Home Revise Education Pvt Ltd
01.2018 - 12.2018
Business Development Executive
Ediffy Communication Pvt Ltd
04.2017 - 01.2018
PGDM - Marketing And Sales
Prin. L.N. Welingkar Institute of Management Development & Research (WeSchool)
Bachelor of Engineering - Computer Engineering
Padmabhushan Vasantdada Patil Pratishthan's College of Engineering
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