Senior Manager, Sales & Commercial Execution

US Outsourcing & Services Sales | India | US Eastern Time Collaboration | Player-Coach Leadership

About ARDEM

ARDEM is a managed operations, outsourcing, and automation partner that takes ownership of recurring, workflow-heavy business processesfor clients acrossthe United States.ARDEM combines people,process, technology, practical automation, reporting, governance, exception handling, and quality control to give clients greater control, visibility, accountability, and scalability. We are not a staffing company or a cheap-labor provider. We build and manage operating solutions that reduce client burden and strengthen over time.

About the Role

ARDEM is hiring a Senior Manager/Leader, Sales & Commercial Execution to personally close US outsourcing and services deals while leading the day-to-day performance of its North American commercial team. Reporting to ARDEM's Executive Team, this person will translate approved commercial strategy into consistent execution across direct CXO engagement, deal closing, pipeline management, qualification, coaching, forecasting, hiring, and team management and guidance.

This is not a Head of Go-to-Market role and it is not a delegation-only management position. Executiveleadership will continue to own overall GTM strategy, positioning, major pricing decisions, strategic pursuits, and material organizational decisions.

The Senior

Manager will own the operating system underneath that strategy: making sure sellers are targeting the right companies, doing enough high-quality outreach, following up consistently, progressing real opportunities, maintaining accurate CRM data, and improving through direct coaching.

The role is designed as a true player-coach position.

The Senior

Manager will carry a focused personal revenue target, engage directly with CXOs to understand their business priorities, present a business case, and handle commercial discussions through to signed deals. Alongside this, the Senior Manager will manage a team of quota-carrying sellers and improve their performance through coaching and follow-through, spending the majority of time managing and developing the team. As the commercial organization grows, the personal selling component may reduce while leadership responsibility expands.

A critical requirement is North American commercial fluency combined with real BPO, BPM, outsourcing, or managed-services sales experience. ARDEM is looking for someone who can communicate naturally with US and Canadian CXOs, understand complex outsourced operating solutions, close deals personally, coach others to the same standard, and help recruit the next generation of successful ARDEM sellers.

What Success Looks Like

- Personally closes US outsourcing and services deals, delivering against a focused personal revenue target while demonstrating the standard expected from the team.
- Engages CXOs and senior executives directly: understands their business priorities, builds and presents a transparent business case, and leads commercial discussions through to signed agreements.
- Manages quota-carrying sellers and measurably improves their performance through hands-on coaching and consistent follow-through, raising team quota attainment.
- Runs a dependable weekly sales operating cadence with clear expectations, seller 1:1s, pipeline inspection, activity review, coaching, forecasting, and accountability.
- Improves qualified pipeline creation and opportunity progression by ensuring target accounts receive relevant, persistent, executive-level outreach and timely follow-up.
- Creates strong discipline in Pipedrive so active opportunities have accurate stages, next steps, values, owners, dates, qualification, and forecast judgment.
- Raises the quality of North American commercial communication by coaching emails, LinkedIn outreach, calls, discovery, objection handling, and CXO conversations through real work.
- Builds the commercial team by partnering with HR and executive leadership to identify, assess, select, onboard, and develop additional BPO sales talent.
- Develops sellers who can operate independently, create pipeline, and earn executive trust, reducing the routine seller management and follow-up rescue handled by the Executive Team.

Core Responsibilities

- Closing US outsourcing and services deals: Maintain a focused personal book of strategic accounts and selected opportunities. Create pipeline, conduct discovery, build the solution and commercial proposal, negotiate, and personally close US outsourcing and services business while demonstrating the standard expected from the team.
- Direct CXO engagement: Engage CXOs and senior business leaders directly to understand their business priorities, present a credible business case, and handle commercial discussions including pricing logic, terms, and negotiation within approved guidelines. Bring Executive Leadership into selected pursuits at the right time with clear context, defined objectives, and a recommended commercial path.
- Team management and guidance: Lead and guide sales/BD team day to day. Set clear expectations, define priorities, assign or rebalance approved account priorities, remove blockers, and be the first point of contact for seller questions, pipeline decisions, and routine performance issues.
- Managing quota-carrying sellers: Own the performance of quota-carrying sellers through coaching and follow-through. Review real outreach, call preparation, discovery questions, follow-up, and CXO messaging, agree specific improvement actions, and track them to completion rather than relying only on generic training.
- Sales operating cadence: Own the daily and weekly management rhythm for Business Development and other assigned commercial resources, including seller 1:1s, pipeline reviews, activity reviews, priority-account reviews, forecast discussions, and performance follow-through.




- Target-account and outbound execution: Ensure sellers work the right ICP accounts, identify the right executive buyers, use relevant business-problem angles, maintain sufficient prospecting intensity, and continue thoughtful outreach after initial non-response.
- Qualification and opportunity progression: Challenge weak or premature opportunities, require clear business problems, buyer relevance, current-state understanding, managed-services fit, next steps, and credible commercial value before significant solutioning effort is committed.
- Pipeline and forecast control: Maintain a fact-based view of qualified pipeline, stage progression, close plans, next actions, risks, stalled opportunities, and forecast confidence. Remove false optimism and surface issues early.
- Recruiting, onboarding, and performance management: Partner with HR and Executive Leadership to define hiring needs, source, screen, and select candidates, and test for BPO experience and North American commercial fluency. Build practical onboarding plans, inspect early execution, coach rapidly, and document performance gaps with timely recommendations.
- Lead-generation and RevOps alignment: Coordinate closely with revenue-focused demand-generation and RevOps resources supporting target-account research, contact mining, warm signals, CRM hygiene, attribution, and commercial handoffs. Broader marketing strategy and brand ownership remain outside this role unless specifically assigned.
- Cross-functional solutioning and handoff: Work with Operations, Solutions, Finance, Quality, Technology, and executive stakeholders to ensure proposals and commitments are grounded in real operating requirements and that closed deals transition cleanly into delivery.
- Executive communication: Bring concise, fact-based recommendations on seller performance, pipeline, hiring, deal risk, resource needs, and commercial decisions. Escalate early enough for leadership to act rather than after momentum has already been lost.

Required Qualifications

- At least 8 years of progressive B2B sales, business-development, or commercial experience, with meaningful direct experience in BPO, BPM, outsourcing, managed services, or recurring process operations.
- Proven track record of personally closing outsourcing, BPO, or managed-services deals in the US or North American market with direct buyer ownership. Supporting a US sales team from India without direct buyer ownership is not sufficient for this role.
- Demonstrated ability to engage CXOs and senior executives (CFOs, COOs, Controllers, Finance and Operations leaders), understand their business priorities, present a business case, and handle commercial and pricing discussions through to close.
- Strong understanding of BPO or managed-services selling, including operational discovery, outsourced process economics, solutioning, transition considerations, ongoing governance, pricing logic, and the difference between managed services and simple staff augmentation.
- At least 3 years of meaningful experience managing quota-carrying sellers and improving their performance through coaching and follow-through, with direct accountability for activity quality, pipeline creation, and opportunity progression.
- Evidence of carrying and attaining an individual sales target while also helping improve the performance of other sellers.
- Excellent written and spoken English with strong judgment for US business communication, including concise executive email, discovery, follow-up, negotiation, and live conversation.
- Demonstrated ability to inspect and improve real sales work, including account selection, outreach, call preparation, qualification, CRM records, proposals, close plans, and follow-up.
- Experience recruiting, interviewing, onboarding, or building sales talent, with the judgment to distinguish strong North American commercial capability from polished interviewing alone.
- Strong CRM and pipeline-management discipline. Experience with Pipedrive, Salesforce, HubSpot, or a comparable CRM is required; familiarity with LinkedIn Sales Navigator, Apollo, or similar prospecting platforms is strongly desirable.
- Ability and commitment to work reliably from India with regular US Eastern Time collaboration and sufficient overlap for team management, CXO and prospect conversations, pipeline reviews, and executive meetings.

Preferred Qualifications

- Direct experience in Finance & Accounting outsourcing, AP or AR managed services,utility management, logistics or freight back-office services, data processing, healthcare operations, or another recurring-workflow BPO environment relevant to ARDEM.
- Experience in a smaller, entrepreneurial, founder-led, or mid-sizedBPO where the commercial leader had to personally inspect work, solve problems, and build systems without a large corporate support structure.
- Experience building or materially expandinga North America-facing sales team in India, includingsourcing, hiring, onboarding, coaching, and performance management.
- Extended professional or educational exposurein the United States or Canada can be helpful,but it is not required if the candidate can demonstrate equivalent North American commercial fluency through years of direct selling and client interaction.
- Experience working acrossnew-logo business development, account expansion, inboundopportunities, and complex consultative pursuits rather than only one narrow sales motion.
- Bachelor's or master'sdegree in business, management, finance, marketing, engineering,



or a related field; directly comparable experience may be considered in place of a specific degree.

How We Expect You to Work

- Manage first, sell second: The role carries a personal target and personal closing responsibility, but the primary job is to make the team perform. Do not optimize your own book at the expense of coaching, hiring, or team results.
- Coach through real work, and follow through: Review actual emails, target accounts, call plans, CRM records, opportunities, and follow-up. Show the team how good execution looks, then check that agreed actions were completed.
- Understand the buyer: Communicate like a credible North American commercial partner and lead with the CXO's business priorities. Avoid scripted, overly formal, generic, or high-pressure outreach that weakens executive trust.
- Do not confuse activitywith progress: Inspect both quantity and quality. High outreach volumewithout relevant accounts, credible messages, responses, qualified pipeline, or learning is not success.
- Own the people you hire: Work with HR and leadership to recruit againstthe right standard,make thoughtful hiring recommendations, and take responsibility for developing the people brought onto the team.
- Bring recommendations: When a seller,opportunity, hiring plan, resource need, or commercial process is not working, explain the evidence, the options, and what you recommend ARDEM should do next.
- Escalate strategically: Use Executive Leadership for high-value judgment,strategic deals, pricing,material risk, and structural decisions, not as the default first-line manager for routine commercial execution.
- Build independence: The strongest evidenceof success is a commercial team that can consistently createand progress opportunities without requiring executives to manage every seller directly.

Work Arrangement and Technical Requirements

- Location: India; candidates based in or able to reliably work from a Tier 1 city are preferred.
- US collaboration: Regular overlap with US Eastern Time business hours is required for seller management, prospect meetings, pipeline reviews, hiringinterviews, executive alignment, and selected client-facing work.
- Work arrangement: Remote or hybrid, depending on ARDEM requirements and the final employment arrangement.
- Secure environment: Work may be performed through ARDEM-managed systemsand secure virtualworkspaces. The Senior Manager must protect confidential client, prospect,pricing, performance, and company information.
- Equipment: A reliablelaptop that meets ARDEM technicalrequirements, stable high-speed internet, power backup, and a quiet professional workspace are required.

Role-Specific Authority and Variations The Senior Manager owns first-line sales execution within the commercial direction approved by ARDEM's Executive Team. The role has authority to personally lead CXO-level commercial discussions within approved pricing and terms, establish seller operating cadence, inspect and challenge pipeline, set routine activity and follow-up expectations, assign or rebalance approved account priorities, coach through live work, require CRM discipline, lead approved recruiting activity, participate materially in selection decisions, manage onboarding, and recommend performance actions or team changes.

Executive Leadership retains final authority over overall GTM strategy, material budget changes, major pricing or discount decisions, strategic positioning, unusual contract risk, senior organizational structure, compensation plans, and other reserved companymatters. Reporting relationships for lead-generation or RevOps resourcesmay evolve as the commercial organization grows, but this role remains accountable for sales-teamexecution and for the quality of commercial handoffs into sellers.

Employment Details

- Employment type: Full-time, permanent player-coach leadership role, personally closing deals and managing quota-carrying sellers.
- Reports to: ARDEM Executive Team.
- Experience: 8+ years of progressive B2B sales or business-development experience, including direct BPO, BPM, outsourcing, or managed-services experience and meaningful North American selling exposure.
- Leadership expectation: Prior management or coaching experience with direct accountability for seller performance; ability to recruit and build additional commercial talent is required.
- Working model: Majority team management and guidance, with focused personal closing and CXO engagement responsibility. The balance may evolve as the team grows.
- Quota structure: Combination of personal revenue responsibility and team quota, pipeline, and execution accountability. Exact annual targets and incentive structure will be communicated during the selection process.
- Location and schedule: India,with regular US Eastern Time collaboration.
- Target start: As soon as practicalfollowing completion of the selectionprocess and agreednotice period.
- Compensation: Competitive fixed compensation plus performance-based incentive, based on experience, demonstrated capability, and the approved ARDEM compensation structure.

Before You Apply

This role is for an experienced BPO commercial professional who still wants to sell, coach, inspectexecution, build people, and be accountable for results. It is not designed for a delegation-only leader, a reporting administrator, a domestic-market sales manager without meaningful North American buyer experience, or a candidate whose background is primarily SaaS or technology-product selling without comparable outsourced-services experience.

You should apply if you can personally close US outsourcing and services deals, earn a direct conversation with a North American CXO, present a business case and handle the commercial discussion, coach quota-carrying sellers to do the same with consistent follow-through, build a disciplined pipeline and forecast, recruit stronger talent, and create a team that becomes progressively less dependent on executive intervention.

📌 Senior Sales Manager (India)
🏢 Ardem Data Services
📍 India