Role Summary The Sales Manager is Groniva's primary revenue owner for direct B2B deals across assigned territories in Maharashtra. This role combines senior individual contribution with team leadership — closing ₹3 Crore in new ARR annually while managing and coaching a team of 2-3 BDEs. The ideal candidate brings consultative SaaS selling experience, deep HRMS domain knowledge, and the discipline to manage a structured pipeline.

Key Responsibilities

- Territory & Pipeline Ownership: Own the complete sales territory for Pune and Chhatrapati Sambhajinagar. Maintain a qualified CRM pipeline of ≥3X (₹9 Crore) the annual revenue target at all times, segmented by stage and probability.
- Lead Generation: Generate self-sourced leads through cold calling, LinkedIn outreach, referrals, and industry events alongside marketing-sourced leads. Target 100 employee organizations in Manufacturing, BFSI, Healthcare, and FMCG and other sectors.
- Consultative Sales & Demos: Run discovery calls with CHROs, HR Heads, and MD/CEOs to map pain points (payroll errors, compliance gaps, biometric issues) to Groniva's product suite. Deliver tailored product demos of HRMS, Payroll, CLMS, and Biometric modules.
- Deal Closure: Own the full deal cycle — proposal creation, ROI business case, commercial negotiation, contract signing, and Purchase Order collection. Maintain an average ticket size of ₹10 Lakhs ACV.
- CRM & Reporting: Update CRM (HubSpot / Zoho / Salesforce) daily with deal stage, next action,



close probability, and stakeholder mapping. Provide weekly pipeline reports to the reporting manager.
- BDE Team Management: Manage, coach, and performance-review 2–4 BDEs. Conduct daily check-ins, weekly pipeline reviews, and bi-weekly 1:1 coaching sessions. Own team's combined pipeline health and productivity.
- Payment & Implementation Handoff: Confirm client payment within 30 days of invoice. Coordinate smooth handoff to the implementation team. Remain commercially accountable through Go-Live 30 days.
- Upsell & Cross-sell: Identify expansion opportunities within first 90 days of onboarding — additional modules such as LMS, Performance Management, and SEMS. Protect and grow ARR from existing accounts.

Skills & Experience Required
- 4–8 years of B2B SaaS / HR Tech / Enterprise Software sales experience
- Proven track record: minimum ₹2 Crore closed ARR in a prior role
- SaaS metrics fluency: MRR, ARR, ACV, churn rate, pipeline coverage, NRR
- Domain knowledge: Payroll, HRMS, Attendance, PF/ESIC/TDS compliance
- CRM proficiency: HubSpot / Zoho CRM / Salesforce — pipeline and forecasting
- Solid consultative selling and commercial negotiation skills
- Experience managing junior BDEs or SDRs is preferred
- Candidates from Keka, GreytHR, Darwinbox, Zoho People, ADP, Tally backgrounds preferred

Pay: ₹30,000.00 - ₹40,000.00 per month

Benefits

- Provident Fund

Work Location: In person

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