Location: Mumbai (Juhu)

Experience: 3-8 Years

Position Summary The Business Development Manager (BDM) - SMB & Enterprise Sales is responsible for driving new customer acquisition and revenue growth across Small & Medium Businesses (SMB), Mid-Market, and Enterprise accounts. The role owns the complete sales cycle-from prospecting and lead qualification to proposal development, commercial negotiations, deal closure, and account expansion.

This is a revenue-generating role with clearly defined sales targets and a strong focus on acquiring new customers, increasing annual recurring revenue (ARR), and building long-term client relationships.

Key Responsibilities Revenue Generation

- Achieve monthly, quarterly, and annual revenue targets.
- Build and maintain a healthy sales pipeline across SMB and Enterprise segments.
- Generate recurring revenue through managed services and long-term contracts.
- Drive upselling and cross-selling opportunities within existing accounts.

SMB & Enterprise Sales

- Identify and acquire new SMB and Enterprise customers.
- Manage the complete B2B sales lifecycle from lead generation to contract closure.
- Conduct discovery meetings, solution demonstrations, and executive presentations.
- Prepare commercial proposals, quotations, and negotiate contracts.
- Build relationships with business owners, founders, CXOs, and procurement teams.

Business Development

- Develop outbound sales strategies using email, LinkedIn, cold calling, networking, referrals, and partner channels.
- Generate qualified leads through strategic prospecting.
- Identify new market opportunities and target industries.




- Build strategic partnerships to accelerate revenue growth.

Account Management

- Maintain long-term relationships with customers.
- Identify opportunities for account expansion and renewals.
- Ensure a smooth transition from sales to project delivery.
- Improve customer retention and lifetime value.

Sales Operations

- Maintain accurate CRM records and pipeline updates.
- Forecast monthly and quarterly revenue.
- Monitor sales performance and conversion metrics.
- Collaborate with marketing and technical teams to improve win rates.

Key Performance Indicators (KPIs)

- Monthly & Quarterly Revenue Achievement
- Recent SMB Customers Acquired
- New Enterprise Customers Acquired
- Qualified Sales Pipeline Value
- Sales Conversion Rate
- Average Deal Size
- Annual Recurring Revenue (ARR)
- Gross Margin
- Customer Retention Rate
- Upsell & Cross-sell Revenue
- Forecast Accuracy

Required Qualifications

- Bachelor's degree in Business, Marketing, IT, or a related field.
- 3-8 years of experience in B2B sales, preferably in IT services, AI, cloud, SaaS, or managed services.
- Demonstrated track record of achieving or exceeding sales targets.
- Strong consultative selling, negotiation, and relationship management skills.
- Experience selling to both SMB and Enterprise customers.

Preferred Experience

- AI & Automation Solutions
- Cloud & Infrastructure Services
- Managed IT Services
- Cybersecurity
- Digital Transformation
- Google Workspace & Microsoft 365
- E-commerce & Marketplace Solutions

Reporting To Associate Vice President - SMB & Enterprise Sales / Chief Executive Officer

Kindly share your updated resume [email protected]

📌 Business Development Manager (BDM) SMB & Enterprise Sales (India)
🏢 e-Stone Information Technology Private
📍 India