1. About White GlobeWhite Globe is a leading multilingual content and language solutions provider, combining deep human expertise with proprietary AI to help global enterprises communicate accurately in every market they operate in. We work across 350+ languages and 1,000+ language pairs, supported by a network of 125,000+ language, culture and content experts operating from 500+ cities under a 24×7 Follow-the-Sun delivery model.An in-house team of PMP-certified project managers, localisation engineers, DTP specialists, subject-matter experts, and technologists orchestrates the network, backed by 250+ person-years of management experience. We hold Quintuple ISO certification — ISO 9001, ISO 27001, ISO 13485, ISO 17100 and ISO 18587 — placing White Globe among the elite 1% of language service providers worldwide.To date, we have translated over one billion words and delivered customised programmes to 2,750+ enterprise clients across 60+ industry verticals, including 50+ Fortune 500 companies. White Globe has been featured in Slator's Language Service Provider Index for six consecutive years — currently ranked #89 globally and #8 in Asia — and in Nimdzi's list of leading LSPs across Asia Pacific and the Middle East, recognised as Best Company of the Year 2025 and Top LSP, Asia Pacific & Middle East 2025.Lang Tech underpins every engagement: our proprietary AI/ML-based CAT and translation management platform. Lang Tech delivers secure string-level editing, translation memory reuse, linguist performance scoring and full audit trails. It integrates with leading content management systems, learning management systems, authoring tools and CRM platforms — the commercial differentiator you will take to market.2. Why This Role ExistsWe are seeking Business Development Managers who can hold that conversation with a Head of Regulatory Affairs, a General Counsel, a Documentation Head or a CMO — not simply quote a per-word rate. The ideal candidate is a consultative seller with a track record of building pipeline from a standing start, running multi-stakeholder enterprise cycles, and converting them into multi-year programme relationships rather than one-off transactions. The commercial mandate in one lineOwn a territory or vertical, build qualified pipeline, win enterprise logos, and grow them into annual retainers and framework agreements across White Globe’s full solution portfolio. 3. What You Will SellWhite Globe sells six integrated solution lines. You are expected to be conversant across all six and to identify cross-sell opportunities within every account you open. olution Line What It Covers Typical Buyer Language Solutions : Multilingual Technical Documentation Multilingual Medical & Life SciencesMultilingual eLearningMultilingual Marketing EnablementMultilingual MultimediaVisit website: www.Whiteglobe.Co.In for more deatils 4. Key Responsibilitiesa) Pipeline Generation and Market Coverage
- Build and own a territory or vertical plan that expands White Globe’s enterprise customer base and share of wallet.
- Generate qualified pipeline through outbound prospecting, account-based outreach, LinkedIn Sales Navigator, industry events, referrals and partner channels.
- Research target organisations to identify regulatory, product-launch, market-entry and digital-transformation triggers that create language and content demand.
- Map buying committees across Regulatory Affairs, Legal, Procurement, Engineering,



L&D;, Marketing and IT, and secure access to economic buyers.
- Maintain a rolling pipeline of at least 3× the assigned quarterly quota.b) Consultative and Solution Selling
- Represent White Globe with a comprehensive command of all six solution lines and the Lang Tech platform.
- Run structured discovery — content volumes, formats, languages, regulatory obligations, current vendors, internal review cycles and cost base — and translate findings into a solution design with Solutions and Delivery colleagues.
- Articulate White Globe’s Human + AI model credibly: where AI creates speed and savings, and where human linguists and SME review remain mandatory for regulated content.
- Position quality, security and compliance credentials — Quintuple ISO certification, GDPR, HIPAA and DPDP alignment, string-level access control and full audit trails — as commercial differentiators, not as footnotes.
- Design and propose pilot projects that let enterprise buyers validate White Globe before committing to a programme.c) Proposal, Bid and Commercial Management
- Own the end-to-end bid process: RFI, RFP and RFQ responses, security and vendor due-diligence questionnaires, pricing models, technical annexures and orals.
- Build commercially sound pricing with the Pricing and Delivery teams — per-word, per-hour, per-minute, per-module and retainer models — protecting programme margin while remaining competitive.
- Negotiate MSAs, SLAs, NDAs, rate cards and framework agreements in coordination with Legal and Finance, and manage empanelment and vendor-onboarding processes.d) Account Growth and Relationship Management
- Convert won logos into long-term programme relationships through structured account planning and quarterly business reviews.
- Cross-sell and up-sell across solution lines, geographies and business units within existing accounts.
- Act as the client’s senior commercial point of contact, working with Project Management to ensure delivery performance underwrites renewal and expansion.e) Forecasting, CRM Discipline and Governance
- Maintain accurate, current and auditable records of all accounts, contacts, opportunities and activity in the CRM — pipeline hygiene is a non-negotiable performance standard.
- Forecast monthly and quarterly revenue with accuracy; track and communicate the quantitative metrics and business trends that shape the territory.
- Execute month-end and year-end sales closure processes, including order booking, documentation and collection support alongside Finance.
- Work fluently with the sales and marketing technology stack — CRM, marketing automation, LinkedIn Sales Navigator and sales intelligence tools.5. Person Specificationa) Essential Qualifications
- Bachelor's degree in business administration, marketing, communications, engineering or a related discipline.
- MBA in Marketing, Business or International Business preferred.b) Essential Experience




- 3–8 years of B2B enterprise sales or business development experience in a services industry — language services, eLearning, technical documentation, marketing services, IT/ITeS, SaaS, professional services or consulting.
- Demonstrated ownership of the full sales cycle from prospecting through negotiation to closure, with a verifiable record of meeting or exceeding quota.
- Experience selling to large enterprises with multi-stakeholder buying committees and formal procurement processes.c) Skills and Competencies
- Consultative selling. Able to diagnose a client’s content and compliance problem before proposing a solution.
- Commercial judgement. Understands margin, pricing levers and the difference between revenue and profitable revenue.
- Executive communication. Credible in writing and in the room with CXO, Legal, Regulatory and Procurement audiences.
- Negotiation. Holds value under procurement pressure and closes without conceding the programme economics.
- Technology fluency. Comfortable demonstrating a SaaS platform and discussing integrations, workflows and security architecture.
- Organisation and resilience. Manages a long, complex pipeline with discipline, and sustains momentum through extended enterprise cycles.
- Collaboration. Works effectively with Solutions, Delivery, Legal, Finance and Marketing; a quick learner who raises the standard of those around them.
- Willingness to travel for client meetings, industry events and account reviews as required.6. How Performance Will Be Measured Measure What Good Looks Like Revenue against quota Achievement of assigned quarterly and annual order-booking and revenue targets. Qualified pipeline Rolling pipeline maintained at 3× quarterly quota, with stage-wise integrity in the CRM. New logo acquisition Agreed number of current enterprise accounts opened and activated each year. Account expansion Growth in existing account revenue and number of solution lines sold per account. Forecast accuracy Monthly and quarterly forecasts within the agreed variance band. Programme conversion Proportion of pilot projects converted into retainers or framework agreements. Deal quality Margin realisation and absence of post-signature scope or delivery escalations. 7. Compensation and What We Offer
- Earnings. INR 9–18 LPA target earnings depending on experience, structured on a fixed plus variable model, with quarterly sales incentive linked to revenue generated and no cap on upside.
- Portfolio. Six solution lines, 60+ verticals and 350+ languages — a genuinely wide canvas to sell across rather than a single product.
- Credibility in the market. Quintuple ISO certification, six consecutive years in the Slator LSPI, and 50+ Fortune 500 references to open doors.
- Delivery you can sell confidently. PMP-certified project managers, SME review gates and a 24×7 Follow-the-Sun model behind every commitment you make.
- Growth. A dynamic environment that rewards creative thinking and builds leadership capability; clear progression into Regional and Vertical Head roles for consistent performers.White Globe is an equal chance employer. We welcome applications from all qualified candidates regardless of gender, age, background or ability.8. How to ApplySend your CV, along with a short note on your most significant enterprise win and how you built it, to [email protected] with the subject line "BDM — Enterprise Sales". To learn more about us, visit www.Whiteglobe.Co.In.

📌 Senior Business Development Manager (Maharashtra)
🏢 White Globe Group
📍 Maharashtra