Job DescriptionGrowth, Partnerships & Market Development Manager

Company: RiyaLabs AI Technologies Pvt. Ltd.

Function: Growth & Commercial Strategy

Reporting To: Chief Executive Manager

Employment Type: Full-time

About RiyaLabs

RiyaLabs helps organizations move enterprise AI from experimentation into dependable, governed business execution.

Our offering includes four connected capabilities:

- RiyaLabs Studio: AI coworkers and coordinated AI teams operating across approved enterprise knowledge and systems, with human approval for consequential actions.
- RiyaLabs Trust Gateway: Governed controls for AI model and tool calls, including policy checks, approval gates, observability, and usage visibility.
- RiyaLabs Consultants: AI strategy, architecture, integration, workflow delivery, governance, operating-model, and adoption support.
- RiyaLabs Academy: Practical, role-based AI learning for leaders, business teams, technical builders, and AI champions.

We are seeking an executive-facing Growth, Partnerships & Market Development Manager to build qualified demand, establish strategic relationships, and convert market interest into client engagements across the RiyaLabs portfolio. Role Mandate The role will build and operate RiyaLabs’ commercial engine, leading market development, account-based outreach, executive engagement, partnerships, opportunity qualification, proposal coordination, pipeline management, and commercial intelligence.

The successful candidate will translate enterprise AI, governance, implementation, and workforce-enablement concepts into clear commercial value for senior business, technology, operations, security, risk, procurement, and transformation stakeholders.

Key ResponsibilitiesMarket Strategy

- Develop go-to-market plans for Studio, Trust Gateway, Consultants, and Academy.
- Define ideal customer profiles, priority sectors, target accounts, buyer personas, and account-entry strategies.
- Create compelling value propositions and commercial narratives for executive, operational, technical, security, risk, and learning stakeholders.
- Monitor AI-market developments, customer needs, competitor activity, enterprise adoption trends, and partnership opportunities.
- Use market intelligence and customer feedback to improve messaging, packaging, campaigns, and service offers.

Pipeline and Account Development
- Build and manage a focused target-account pipeline across enterprise and growth-stage organizations.
- Research accounts, decision-makers, strategic priorities, technology environments, and likely AI use cases.
- Generate opportunities through account-based marketing, LinkedIn, email, executive outreach, referrals, partners, events, and targeted campaigns.
- Engage senior stakeholders, including CIOs, CTOs, COOs, Heads of Data/AI, security and risk leaders, procurement leaders, and business-unit executives.
- Lead discovery discussions covering business objectives, workflows, systems, governance requirements, stakeholders, budgets, and timelines.
- Maintain accurate opportunity records,



stakeholder maps, next actions, risks, and forecasts in the CRM.

Solution-Led Selling
- Position Studio as a practical way to deploy role-defined AI coworkers and coordinated AI teams.
- Position Trust Gateway as a governance and observability layer for model and tool calls across RiyaLabs and client-owned AI environments.
- Position Consultants for AI readiness, use-case prioritization, architecture, integration, pilots, operating models, governance, and scale.
- Position Academy as a practical capability-building offer for leaders, business users, technical builders, and AI champions.
- Translate technical concepts into business outcomes without making unapproved claims about capability, security, compliance, integration, deployment, or ROI.
- Coordinate with product, delivery, technical, and leadership teams to create presentations, proposals, statements of work, and commercial responses.
- Manage opportunities from outreach and qualification through proposal, negotiation, contracting, onboarding, and expansion.

Partnerships and Demand Generation
- Build relationships with technology providers, cloud providers, systems integrators, advisory firms, security providers, training partners, and referral partners.
- Develop partner profiles, engagement models, co-selling plans, referral pathways, and joint-market-development initiatives.
- Lead commercial requirements for campaigns, executive briefings, webinars, events, account-based programs, and thought leadership.
- Create executive-quality collateral, including solution briefs, account research, outreach sequences, presentations, and proposal templates.
- Track channel performance, opportunity sources, conversion, buyer objections, and market feedback to improve execution.

Commercial Operations
- Establish disciplined pipeline reviews, forecasting, account reviews, qualification standards, conversion analysis, and executive reporting.
- Define CRM standards, sales stages, lead-routing rules, qualification criteria, dashboards, and pipeline-hygiene expectations.
- Develop scalable commercial playbooks, account plans, discovery guides, outreach templates, objection-handling materials, and partner resources.
- Recruit, coach, and manage Business Development, Growth, Lead Generation, or Partner Development resources as the function expands.

Performance Measures Success will be assessed through:
- Target-account coverage and senior-stakeholder engagement.
- Qualified pipeline value, velocity, and forecast accuracy.
- Discovery-meeting quality and chance conversion.
- New-client revenue, engagement value, recurring revenue where applicable,



and cross-pillar contribution.
- Partner-sourced pipeline, co-sell opportunities, and partner-generated revenue.
- Proposal quality, win rate, response speed, sales-cycle duration, campaign performance, CRM accuracy, referrals, and repeat business.

Required Experience
- 6–10 years of experience in enterprise B2B business development, strategic sales, partnerships, consulting sales, enterprise software, AI/data/technology services, cloud, cybersecurity, digital transformation, or professional services.
- Proven ability to create pipeline independently and advance complex, multi-stakeholder opportunities.
- Experience selling enterprise platforms, technology-enabled services, AI/data products, cloud services, consulting, managed services, or transformation programs.
- Demonstrated experience engaging executive stakeholders and developing account plans, proposals, presentations, statements of work, and commercial responses.
- Strong CRM discipline and experience collaborating across marketing, product, delivery, technical, and leadership teams.

Required Capabilities
- Executive presence, strong commercial judgment, and excellent written and spoken English.
- Ability to explain complex AI, technology, governance, and delivery concepts in clear business language.
- Strong research, account mapping, prospecting, discovery, presentation, proposal, negotiation, and relationship-management skills.
- Ability to sell on business value, operational improvement, governance, risk, adoption readiness, and strategic outcomes.
- High ownership, discretion, accuracy, resilience, follow-through, and professionalism.
- Sound judgment in distinguishing approved company claims from future possibilities; no unapproved commitments to clients.

Tools
- CRM: HubSpot, Salesforce, Zoho CRM, Pipedrive, or equivalent.
- Prospecting: LinkedIn Sales Navigator, Apollo, ZoomInfo, Crunchbase, Clay, and industry databases.
- Outreach: HubSpot Sequences, Apollo, Salesloft, Outreach, Lemlist, or equivalent.
- Communication: Google Workspace or Microsoft 365, Zoom, Teams, Slack, and Calendly.
- Proposals: PowerPoint, Google Slides, Adobe Acrobat, PandaDoc, and DocuSign.
- Analytics: Excel, Google Sheets, CRM dashboards, Looker Studio, Power BI, or Tableau.
- Work management: Notion, Asana, Monday.com, ClickUp, or Jira.
- AI tools: Company-approved AI research, content, meeting-summary, proposal-support, and workflow tools, used in accordance with data-handling rules.

Commercial Authority The role may develop pipeline, conduct approved market engagement, deliver approved presentations, coordinate proposals, and manage commercial discussions. Without written authorization, the role may not sign contracts or legal documents; commit pricing, discounts, service levels, security obligations, timelines, integrations, warranties, or client outcomes; make legal or regulatory representations; or make unsupported claims regarding certification, compliance, security, deployment, or product capability.

📌 Growth, Partnerships & Market Development Manager (India)
🏢 riyalabs.ai
📍 India