Role: Manager, Growth & Partnerships (AI & Digital Transformation)

Vertical: Technology Services — AI & Digital Transformation

Reporting to: Co-founders, impactDash

Location: Delhi, India

Work arrangement: Delhi-based (on-site), with travel to client and partner locations as engagements require

Engagement: Full-time, individual contributor

Compensation: ₹10,00,000 fixed per annum plus up to ₹4,00,000 performance-linked variable (up to ₹14,00,000 per annum).

About the Role impactDash’s AI & Digital Transformation vertical delivers technology services to organisations working in social and climate impact: management information systems, programme and grant workflow digitisation, data platforms, dashboards and reporting systems, data engineering and integration, AI agents and workflow automation, and custom application development.

We are looking for an experienced sales qualified to own the full sales cycle for this vertical — from lead generation through to signed engagement. This is a pure sales role. You will build and work a pipeline, run outreach, hold conversations with both business and technology buyers, scope and shape engagements, negotiate commercials, and close.

It is a hands-on individual contributor position reporting directly to the co-founders. There is no team to manage and no marketing remit. What there is instead is complete ownership of a number, and the autonomy to build the sales engine that gets you there — the prospect database, the outreach cadence, the partnership map and the CRM discipline that holds it all together.

Deals here involve several stakeholders at once: CSR and programme owners who feel the problem, IT and information security teams who scrutinise the approach, and procurement and finance teams who close it. They are won through sharp discovery, a credible scope, and confidence that we can actually deliver. You will need enough technical fluency to talk about data models, integrations, dashboards, hosting and access control without needing an engineer in every conversation — and the judgement to know when to bring one in.

This role calls for someone who has done this before, in this sector. We are not looking for a generalist technology seller who will learn the social impact space on the job.

The position is based in Delhi, with regular travel to client and partner locations as engagements require.

Key Responsibilities

- Target ownership: own the sales number for AI & Digital Transformation; forecast accurately, deliver against pipeline, conversion and revenue targets, and report progress and risks directly to the co-founders.
- Lead generation: proactively identify and generate qualified leads through direct outreach — calls, email, LinkedIn and professional networks — and through referrals, sector events and existing relationships.
- Prospecting and market mapping: map the addressable market across corporates with CSR mandates, foundations, NGOs, government departments and multilateral agencies; identify both the business sponsor and the technology decision-maker in each account, and prioritise by fit and likelihood to buy.
- Sales database ownership: build, clean and continuously enrich impactDash’s sales database — accounts, contacts, hierarchies, existing systems and vendors, budget cycles, past engagements and relationship history — so the pipeline is built on accurate, current information rather than guesswork.
- Opportunity sourcing and bid tracking: systematically monitor RFPs, tenders,



expressions of interest and empanelment calls across corporate, foundation, government and multilateral procurement channels, and maintain a live calendar of recurring bid and budget cycles.
- Qualification and technical discovery: run structured discovery to map a client’s programme, grant and reporting workflows, data sources, existing systems and pain points, and qualify opportunities in or out early and honestly.
- Solution shaping and scoping: work with the engineering and delivery teams to translate requirements into a clear engagement scope — deliverables, architecture approach, integrations, phasing, effort and timelines — and articulate it persuasively to both business and technical audiences.
- Solution walkthroughs and proofs of concept: present past work, reference architectures and worked examples to build confidence; where required, structure and run a proof of concept with explicit success criteria and convert it into a full engagement.
- Proposals, statements of work and bid management: own the bid end to end: drive go/no-go decisions, coordinate technical and commercial submissions with the delivery team, and draft, edit and finalise proposals, solution documents, statements of work and pitch decks to a high standard.
- Commercials, pricing and negotiation: build effort and cost estimates with the delivery team, structure commercials across build, deployment, support and annual maintenance, and negotiate scope, fees, payment terms and contracting through to signature.
- Procurement, security and compliance navigation: shepherd opportunities through enterprise and government procurement, coordinating responses on information security questionnaires, data protection and privacy requirements, hosting and integration questions, and vendor onboarding.
- Conversion: drive opportunities from first contact to signed engagement and clean handover to delivery, leading discovery calls, solution reviews, commercial discussions and follow-ups with senior counterparts.
- Relationship and partnership building: build and sustain long-term relationships with CSR and sustainability leadership, foundation and NGO partners, government counterparts and technology stakeholders, and convert them into repeat, follow-on and referred business.
- Ecosystem and channel partnerships: develop relationships with technology partners, system integrators, implementation partners and complementary firms that generate qualified pipeline and extend delivery reach.
- CRM discipline: independently own and update the CRM (Bigin) — every account, contact, opportunity, stage, next step and activity logged accurately and on time, without prompting. This is a non-negotiable part of the role.
- Sales process adherence: follow the defined sales process consistently — qualification criteria, stage definitions, approval gates, pricing sign-offs and documentation standards — and improve it where you find gaps.
- Pipeline analysis and reporting: maintain trackers and forecasts, analyse funnel conversion and win rates, run structured win/loss reviews, and translate what the data shows into changes in targeting,



scoping and pricing.
- AI-enabled selling: use AI tools and agentic workflows, including Claude, Claude Code and AI agents, to scale prospecting, account research, outreach, requirement analysis and proposal drafting, and continuously find new ways to embed AI in your own sales workflow.
- Sector and competitor intelligence: track developments across CSR, sustainability and climate technology, impact and grant management systems, and enterprise AI adoption in the development sector, and maintain a sharp view of competing service providers, their positioning and their pricing.

Required Qualifications and Experience

These are essential. Applications that do not meet them will not be shortlisted.

- A bachelor’s or master’s degree in Business Administration, Marketing, Economics, Information Systems, Computer Science, Development Studies, Public Policy or a related field.
- A minimum of 2 years in a quota-carrying B2B or enterprise sales role, with a demonstrable record of owning the full cycle from lead generation to closure.
- Direct experience selling in the social impact sector — to CSR teams, corporate foundations, development organisations, NGOs, government bodies or multilateral agencies. Sector familiarity acquired only through adjacent or delivery-side work will not substitute for having sold into it.
- Experience selling technology services — custom software, systems implementation, data or analytics work, automation or AI engagements — including scoping work with a delivery team and converting it into a signed statement of work.
- Enough technical fluency to hold a substantive conversation about data models, integrations, dashboards, hosting, access control and delivery phasing, and to judge when to involve the engineering team.
- Strong analytical skills: comfort with numbers, effort and cost estimates, funnel and win-rate analysis, and the ability to reason from data rather than instinct.
- Strong written and verbal communication skills, with the ability to write clear, persuasive proposals and solution documents and present confidently to both business and technical stakeholders.
- Proven CRM discipline, with the ability to maintain records independently and to a high standard (experience with Bigin, Zoho, HubSpot or similar is an advantage).
- Demonstrated ability to work to a defined sales process and to operate independently, without supervision or day-to-day direction.
- Strong organisational skills, attention to detail, and the ability to manage multiple relationships, bids and deadlines in parallel.
- Working proficiency with AI assistants (e.g. Claude), with a demonstrated ability to use them for research, writing, prospecting and workflow automation.

Preferred Profile

- Experience selling technology or transformation services into enterprise, government or development-sector buyers, including through pilots and proofs of concept.
- Understanding of enterprise procurement, information security review, and data protection obligations under India’s Digital Personal Data Protection Act and comparable regimes.
- An existing network among CSR heads, foundation leadership, development-sector technology teams and government decision-makers.
- Familiarity with lead-generation and prospecting tools (e.g LinkedIn Sales Navigator, Apollo or similar)
- Hands-on experience with agentic AI tools and automation, such as Claude Code, AI agents, and prompt-based or MCP-driven workflows, applied to a sales workflow

📌 Manager, Growth & Partnerships (AI & Digital Transformation) (Delhi)
🏢 impactDash
📍 Delhi