POSITION DETAILS

KEY RESPONSIBILITIES

Inside Sales & Lead Generation

- Identify target organizations based on defined ICPs, industries, geographies, company size, procurement maturity, and technology requirements.
- Research target accounts and identify relevant decision-makers and influencers.
- Conduct outbound prospecting through cold calling, email campaigns, LinkedIn, referrals, events, and other channels.
- Build relationships with senior stakeholders including CPOs, Procurement Directors, Heads of Strategic Sourcing, Vendor Management Leaders, CFOs, COOs, and other business leaders.
- Generate qualified meetings and sales opportunities consistently.
- Execute structured multi-touch outreach sequences across phone, email, and LinkedIn.
- Maintain disciplined follow-up with prospects throughout the sales cycle.

SaaS Product Sales
- Understand customer procurement processes, challenges, workflows, and technology environments.
- Conduct discovery calls to identify customer pain points and business requirements.
- Position the platform against relevant procurement challenges and demonstrate measurable business value.
- Conduct product demonstrations for prospects and senior decision-makers.
- Translate product capabilities into business outcomes such as increased supplier visibility, faster vendor onboarding, improved procurement efficiency, better compliance, and reduced manual effort.
- Develop proposals, commercial offers, presentations, and business cases.
- Handle objections related to product capabilities, pricing, implementation, security, integrations, and ROI.
- Manage negotiations and drive opportunities toward closure.
- Coordinate with Product, Technology, Customer Success,



and Management teams during complex sales opportunities.

Pipeline & Revenue Management
- Build and maintain a healthy sales pipeline.
- Own opportunities from initial prospecting through commercial closure.
- Maintain accurate opportunity information, activities, next steps, and forecasts in the CRM.
- Track conversion across: Lead Contact Meeting Qualified Opportunity Demo Proposal Negotiation Closed Won
- Meet monthly and quarterly targets for meetings, qualified opportunities, pipeline generation, and revenue.
- Maintain strong pipeline coverage against assigned revenue targets.
- Provide regular sales forecasts and pipeline reports to management.

Account-Based Selling
- Identify high-value enterprise accounts and develop account penetration strategies.
- Map procurement stakeholders and buying committees within target organizations.
- Research existing procurement processes, technology stacks, supplier ecosystems, and potential transformation initiatives.
- Develop personalized outreach based on each organization's procurement priorities.
- Build multiple relationships within strategic accounts rather than depending on a single contact.

POSITION REQUIREMENTS
- 3-8 years of B2B sales / inside sales / SaaS sales experience.
- Experience selling technology solutions to businesses.
- Robust outbound prospecting and cold-calling capabilities.




- Experience conducting discovery calls and software demonstrations.
- Understanding of enterprise sales cycles and multi-stakeholder decision-making.
- Strong written and verbal communication skills.
- Ability to communicate confidently with senior executives.
- Strong research and account-mapping capabilities.
- Experience using CRM and sales intelligence platforms.
- Ability to work independently in a target-driven environment.

Preferred Experience: Experience selling any of the following would be highly advantageous:
- Procurement SaaS
- Source-to-Pay / Procure-to-Pay platforms
- Supplier Management / Supplier Discovery solutions
- Vendor Management Systems
- Vendor Onboarding / Vendor Registration solutions
- Strategic Sourcing platforms
- Contract Lifecycle Management
- Spend Analytics
- Supply Chain SaaS
- ERP / Enterprise Software
- AI-powered B2B SaaS solutions
- Familiarity with platforms such as SAP Ariba, Coupa, Oracle Procurement, Jaggaer, Ivalua or similar procurement ecosystems would be beneficial.

Tools & Technology
- LinkedIn Sales Navigator, ZoomInfo / Apollo or similar sales intelligence platforms
- HubSpot / Salesforce / Zoho or similar CRM platforms
- Email sequencing and sales engagement platforms
- Microsoft Office / Google Workspace
- Video conferencing and product-demo platforms Key Performance Indicators
- Outbound activities
- Decision-makers contacted
- Qualified meetings generated
- Meeting-to-opportunity conversion
- Product demos conducted
- Qualified pipeline generated
- Proposal-to-close conversion
- Average sales cycle
- New customers acquired
- Monthly / quarterly revenue
- CRM and pipeline hygiene

📌 Inside sales - Opportunity with Aranca (Gurugram)
🏢 Aranca
📍 Gurugram