Senior Business Development Executive

Job Description

We are hiring a Business Development Executive to drive revenue across our full business unit portfolio — our SaaS products and our standalone IT/QA services — across Indian and international markets.

This is a dual-motion role. You will close subscription/ARR product deals and win standalone services engagements (QA/testing, quality engineering, staff augmentation, managed delivery). You will move comfortably between a fast product sales cycle and a longer, consultative services sale, and know when to lead with product, when to lead with services, and when to bundle both.

Key responsibilities:

1. Own and consistently achieve monthly, quarterly, and annual targets across two revenue lines: SaaS product ARR and IT/QA services bookings.
2. Sell our product suite (HRMS, ATS, Payroll, and related platforms) on a subscription/seat basis, including attached onboarding.
3. Sell standalone IT/QA services — test automation, manual/functional QA, quality engineering, dedicated teams, and managed delivery — as project or retainer engagements.
4. Build and maintain a qualified pipeline of 3–4x quota across India and international geographies via outbound prospecting, inbound conversion, referrals, and LinkedIn/network outreach.
5. Run structured discovery to identify whether the need is product-led, services-led, or both, and position accordingly.
6. Deliver product demos, coordinate pre-sales/solution-fit sessions, and lead services scoping, SOW/proposal preparation, and rate negotiation.
7. Prepare proposals, pricing, ROI/TCO justification, MSAs/SOWs, and negotiate commercial terms to signature.
8. Manage international selling nuances — time zones, cross-border contracting, and geography-appropriate positioning.
9. Maintain tight CRM hygiene: accurate stages, next steps, and weekly forecast across both revenue lines.
10. Drive land-and-expand: convert services clients into product accounts and vice versa; support renewals and account growth with delivery/CS.
11. Represent the company at industry, HR-tech, and QA forums; feed market and competitor intelligence back to product and delivery.

 

Requirements

1. 4–8 years of B2B sales experience with proven success across both SaaS product selling and IT/QA services selling.
2. Mandatory product selling experience — HRMS, ATS, or similar HR-tech/SaaS platforms sold on a subscription/seat basis.
3. Demonstrable experience closing standalone services deals (QA/testing, staff augmentation, or managed delivery), with an understanding of T&M and fixed-bid commercial models.
4. A consistent record of meeting or exceeding quota; able to walk through target vs. attainment for recent roles, ideally split by product and services.
5. Experience selling into both Indian and international markets (e.g., US/EU/UK), including cross-border/remote deal cycles.
6. Strong discovery, presentation, negotiation, and commercial-scoping skills; credible with founders, CXOs, HR/TA leaders, and engineering/QA buyers.
7. Hands-on CRM experience (HubSpot, Zoho, Salesforce, or similar).
8. Bachelor's degree; MBA (Sales/Marketing) is a plus.

Nice to have:

1. Familiarity with QA/testing and software delivery concepts, enough to hold a credible first conversation with a technical buyer.
2. An existing network across HR/TA, IT services, or SME/mid-market and enterprise buyer communities.
3. Working knowledge of India payroll/HR compliance (PF, ESI, TDS) for the product side.

What success looks like (first 12 months):

1. Ramp to full productivity within one quarter — fluent in both the product demo flow and the services scoping/SOW motion.
2. Deliver against a blended quota with a healthy split across product ARR and services bookings.
3. Maintain a forecastable pipeline of 3–4x quota across both revenue lines and both geographies.
4. Demonstrate at least one meaningful cross-sell (product → services or services → product).