About the Role

• We are looking for a highly driven Senior Business Development to lead and optimise our inbound sales process, oversee lead generation operations, and contribute actively to pre-sales and solution scoping for global clients. The ideal candidate has strong experience in IT services sales (web/mobile/AI products), understands full-cycle sales, and can collaborate closely with delivery, design, and product teams to ensure high-quality client engagement. A B.Tech degree with an MBA is a strong bonus, given the technical + business blend required for this role.

Inbound Sales Ownership

• Own the entire inbound funnel from lead qualification → requirement analysis → proposal → negotiation → closure.
• Conduct discovery calls to understand client objectives, technical requirements, and timelines.
• Prepare and deliver solution presentations, proposals, cost breakdowns, and SOWs.
• Maintain a high lead response speed and ensure every inbound is nurtured to maximum conversion.

Pre-Sales & Solution Consulting

• Translate client requirements into structured scopes with the tech/product team.
• Contribute to architecture discussions, timelines, and ballpark estimates.
• Create compelling proposals, pitch decks, and scope-of-work documents.
• Ensure proposal accuracy (features, tech stack, roadmap, pricing).

Lead Generation Oversight

• Oversee the SDR / outbound team, monitor performance, and optimise campaigns.
• Review weekly lead gen dashboards (LinkedIn, email campaigns, Upwork, PPC).
• Ensure messaging consistency and alignment with product/service positioning.
• Identify new target markets, ICPs, buyer personas, and industry verticals.

Sales Pipeline & Revenue Management

• Maintain CRM hygiene with complete visibility of all deals, stages, and probabilities.
• Provide weekly and monthly sales forecasts to leadership.
• Improve conversion rates through structured follow-up strategies and automation.
• Assist in designing and optimising the end-to-end sales process.

Client Relationship & Stakeholder Communication

• Serve as the primary PoC for clients during the sales cycle.
• Participate in handoff meetings to ensure a smooth transition to delivery.
• Build long-term strategic relationships with high-value clients.

Required Experience

• 3+ years of experience in IT services sales/business development.
• Proven success in managing inbound sales cycles for custom software projects.
• Strong pre-sales and client consulting experience.
• Experience working closely with technical/product teams.
• Hands-on CRM experience (Pipedrive, HubSpot, Zoho, Salesforce).
• Excellent communication, storytelling, and negotiation skills.

Preferred Qualifications

• B.Tech + MBA (Highly Preferred)
• Understanding of mobile/web app development, cloud, APIs, AI/ML fundamentals.
• Experience selling to international markets (US, UK, Middle East, Australia).

KPIs & Metrics

• Inbound lead conversion rate
• Proposal-to-win ratio
• Average response time
• MQL → SQL → Opportunity conversion
• Monthly/quarterly revenue targets
• Lead gen pipeline health (if managing SDRs)