Job highlights

- 4-5 years B2B/enterprise sales experience with SaaS or procurement software expertise and practical AI tool usage
- Drive new enterprise client acquisition across West India, manage full sales cycle, engage senior stakeholders, and use AI for sales productivity
- Fixed compensation with performance-linked variable pay

Senior Business

Development Executive IQ/0275 MUMBAI

Enterprise SaaS Sales | Procurement Solutions

LOCATION

Mumbai, Ahmedabad

REPORTING TO

Sales Director

ROLE

Individual Contributor

EXPERIENCE

4-5 years in B2B / enterprise sales

Travel: Client meetings across the West region and other assigned locations.

Role Objective

Drive revenue growth by acquiring new enterprise clients primarily across West India and managing the complete sales lifecyclefrom prospecting to closure. This is a hands-on sales role requiring strong relationship-building skills, ownership of targets and practical use of AI tools to improve sales productivity.

Core focus: new-client acquisition • complete sales-cycle ownership • practical AI usage

Key Skills & Competencies

- Strong prospecting, networking and relationship-building skills.
- Excellent verbal and written English communication, presentation and negotiation skills.
- Ability to engage senior stakeholders and manage multiple decision-makers.
- Strong ownership, disciplined follow-up and a results-oriented approach.
- Ability to understand business problems and explain relevant solutions.
- Working familiarity with CRM systems and practical application of AI tools.
- Willingness to learn and independently manage an assigned sales territory.

Key Responsibilities

1. Lead Generation & Prospecting

- Generate new business opportunities through outbound outreach, networking, referrals and industry events.
- Research target accounts and map relevant decision-makers.
- Build and maintain a qualified pipeline with clear next steps and expected closure dates.
- Use digital and AI tools for account research,



stakeholder mapping and personalised outreach.

1. Client Engagement & Relationship Building

- Engage CPOs, Procurement Heads, CIOs, CFOs and other business stakeholders.
- Understand client processes, challenges and buying requirements.
- Position VENDX solutions around measurable business benefits, including efficiency, visibility and cost

savings.
- Build relationships with multiple stakeholders involved in purchase decisions.

1. Solution Selling & Demonstrations

- Conduct initial discovery discussions and qualify opportunities based on business need, budget,

decision-making process and timelines.
- Work with Pre-Sales to deliver relevant demonstrations and presentations.
- Explain the solutions value and business impact in clear, practical terms.

1. Deal Management & Closure

- Own the sales cycle from first interaction through proposal, negotiation and closure.
- Lead commercial discussions and contract coordination within approved pricing and commercial guidelines.
- Follow up consistently, address objections and coordinate internal support to move opportunities forward.
- Ensure a clear handover of customer requirements and commitments to the implementation team.

1. Collaboration, Reporting & AI Usage

- Collaborate with Marketing, Pre-Sales, Product and Implementation teams.
- Maintain accurate CRM records covering stakeholders, deal stage, value, next actions and expected closure

dates.
- Provide regular pipeline updates and realistic sales forecasts.
- Use AI tools for meeting preparation, outreach, proposals and follow-ups, while validating outputs and

protecting confidential information. KPIs & Target Structure

1.



Sales Targets & New-Client Acquisition

- Achievement of assigned quarterly and annual sales targets.
- Number and value of new enterprise clients acquired.
- Target basis and measurement criteria to be communicated as part of the sales plan.

1. Pipeline Management

- Maintain qualified pipeline coverage of 3-5 times the assigned sales target for the corresponding period.
- Meet agreed monthly goals for qualified chance creation.
- Track opportunity progression, conversion rates and stalled deals.

1. CRM & Forecasting

- Timely and accurate CRM updates.
- Reliability of sales forecasts and expected closure dates.
- Consistent follow-through on agreed client actions.

1. Learning & Productivity

- Develop knowledge of procurement processes, enterprise buying and VENDX solutions.
- Demonstrate practical use of AI to improve research, outreach quality and sales productivity.

Experience Required
- 4-5 years of B2B or enterprise sales experience, preferably in enterprise software or SaaS.
- Experience acquiring and managing enterprise customers in the Indian market, with exposure to Mumbai

and the West region.
- Experience selling to mid-sized and large enterprises.
- Demonstrated achievement against sales targets, with examples of new clients acquired and deals

personally managed through closure.
- Experience selling SaaS, ERP, procurement, supply-chain, finance automation or other enterprise software

solutions is preferred.
- Exposure to Manufacturing, Cement, Chemicals or related industries is an added advantage.
- Procurement domain knowledge is an added advantage.

What We Offer
- Fixed compensation with performance-linked variable pay.
- Exposure to enterprise customers and AI-enabled procurement solutions.
- Close collaboration with leadership and cross-functional teams.
- Opportunities to develop enterprise solution-selling and domain expertise.
- A culture of ownership, learning and continuous improvement.

📌 Senior Business Development Executive (Mumbai)
🏢 iQuest Management Consultants
📍 Mumbai