Satori Craft Private Limited

Business Development Manager — Darwinbox Practice

Location: India (Bengaluru) — Hybrid

Experience: 4–7 years in B2B technology sales (enterprise SaaS, IT solutions, or adjacent)

Reports to: Business Development Lead — Darwinbox Practice

Compensation: Competitive base + performance variable tied to quota attainment

ABOUT SATORI CRAFT

Satori Craft is building a dedicated Darwinbox HRMS practice for implementations, AMS, and expansion in close partnership with Darwinbox. We leverage existing client relationships and partner pipelines to deliver integrated HR tech solutions across India, Southeast Asia, and the Middle East, with a relentless emphasis on ownership, speed, and commercial impact. This role is a core seat on a growing commercial team.

ROLE OVERVIEW

We are seeking a full-cycle Business Development Manager to generate and close Darwinbox opportunities across Satori's mid-market territory.

You will own your number end-to-end: building pipeline through outbound prospecting and CXO engagement, running discovery and demos, and closing — while also expanding wallet share inside Satori's existing client base. You will have commercial cover from the BD Lead on complex negotiations, and considerable latitude everywhere else.

We care more about how you sell than what you have sold. If you have carried a quota in enterprise technology and can hold a serious conversation with a CXO, the HR domain is learnable and we will invest in teaching it.

KEY RESPONSIBILITIES

Pipeline Generation

• Build and maintain a qualified enterprise pipeline through outbound prospecting, referrals, Linked In Sales Navigator, partner introductions, and events.

• Identify and target net-new accounts (1,000–3,000 employees) across Satori's focus verticals, working a researched account map rather than a generic list.

• Register and progress Darwinbox partner-sourced leads through the co-sell process, maintaining a healthy mix of inbound and self-sourced opportunity.

• Hold consistent daily prospecting activity against agreed volume and quality standards.

Consultative & Solution Selling

• Run structured discovery to surface HR process gaps, compliance load, and transformation goals before positioning Darwinbox.

• Engage CXOs and functional leaders — CHRO, HR Operations, IT, Finance — on business outcomes rather than feature lists.

• Deliver product demonstrations tailored to the persona in the room, and build tailored "why Darwinbox / why Satori" value narratives.

• Position Darwinbox against the competitive set — SAP Success Factors, Oracle HCM, Workday, People Strong — using the practice's battlecards and positioning.





• Collaborate with pre-sales and delivery on solution scoping, effort estimation, and proposal development to keep proposals technically credible.

Account Expansion & Retention

• Grow wallet share within existing Satori and Darwinbox accounts through structured upsell and cross-sell into AMS, additional modules, and integration work.

• Secure warm CHRO introductions from Satori's existing client relationships and convert them into qualified pipeline.

• Own post-sale commercial continuity alongside delivery — renewals, expansion conversations, and reference-building.

Deal Progression & Close

• Manage multi-stakeholder deals with 3–6 month cycles, working account plans that cover champion identification, economic buyer access, and risk mitigation.

• Navigate procurement including RFPs, security questionnaires, and vendor evaluation frameworks common in mid-market buying.

• Lead commercial discussion within approved pricing guardrails, escalating non-standard terms, discounting, and contractual redlines to the BD Lead.

• Drive mutual close plans with clear milestones and stakeholder alignment to compress cycle time.

Pipeline & CRM Discipline

• Maintain accurate deal stages, contact data, activity logs, and next steps in Darwinbox's partner CRM and Satori's internal CRM.

• Submit weekly forecasts with confidence-weighted projections, risk flags, and coverage against quarterly targets — and be able to defend every number.

• Contribute win/loss insights, objection patterns, and competitive intelligence back into the practice's GTM playbook.

KPIS & QUOTA EXPECTATIONS

This is a quota-carrying role. Performance will be measured against the following KPIs (final targets to be set post joining, with a supported ramp through the first quarter):

• Individual Annual Recurring Revenue (ARR) and new logo attainment — primary quota metric

• Expansion revenue from existing Satori and Darwinbox accounts

• Qualified net-new opportunities created per quarter

• Quarterly pipeline coverage ratio (target: 3×+ of individual quota)

• Lead-to-opportunity and stage-by-stage conversion rates

• CRM data completeness and forecast accuracy, reviewed weekly

REQUIRED QUALIFICATIONS

Mandatory





• 4–7 years of B2B technology sales experience — enterprise SaaS, IT solutions, software licensing, or adjacent categories.

• Demonstrated ownership of the full sales cycle: prospecting, discovery, proposal, negotiation, and close. Not exclusively lead qualification or account management.

• Track record of carrying and attaining an individual revenue quota, with numbers you can speak to specifically.

• Proven CXO and senior-stakeholder engagement — able to earn and hold a conversation with a functional head about their business problem.

• Experience growing existing accounts through structured upsell and cross-sell, not only hunting net-new.

• Disciplined CRM practice (Salesforce, Hub Spot, Zoho, Microsoft Dynamics, or similar) and credible forecast hygiene.

• Comfort with outbound prospecting — including Linked In Sales Navigator, cold outreach, and building pipeline from a standing start.

• Strong written and verbal communication in English. Graduate degree in any discipline.

Preferred

• Exposure to HR technology, HRMS, LMS, or L&D; solutions — including selling to HR, L&D;, or people-function buyers.

• Familiarity with partner, OEM, or co-sell motions (Darwinbox, Jamf, or similar vendor-partner ecosystems).

• Experience selling into Indian mid-market enterprises; exposure to EMEA, APAC, or NAMER markets is an added advantage.

• Working knowledge of a structured sales methodology (MEDDIC, SPIN, Challenger, or equivalent).

• Familiarity with modern sales tooling — Gong, Lusha, sales intelligence platforms, or BI tools for pipeline reporting.

• Existing relationships within Indian mid-market HR functions across real estate, healthcare, retail, consumer goods, or BFSI.

ROLE EXPECTATIONS & CULTURE FIT

This is not a high-volume SDR role reading from a call script, and it is not an implementation or support role. You own opportunities from first touch to signature, with coaching and commercial cover from the BD Lead on the hardest deals.

The Darwinbox and HR domain is not a prerequisite. We will fund your product certification and enablement, and you will have the BD Lead and the delivery team alongside you in early client conversations. What we cannot teach is commercial instinct, persistence through a long cycle, and the discipline to keep a pipeline honest.

You will excel here if you are self-directed, comfortable in a hybrid workplace with limited scaffolding, and genuinely energised by prospecting rather than merely tolerant of it.

Satori Craft operates at founder speed. Expect autonomy, direct access to leadership, and a clear path to greater scope as the practice grows.

📌 Business Development Manager (Bengaluru)
🏢 Satori Craft
📍 Bengaluru