Location : Mumbai (Juhu)

Experience : 3-8 Years

Position Summary

The Business Development Manager (BDM) – SMB & Enterprise Sales is responsible for driving new customer acquisition and revenue growth across Small & Medium Businesses (SMB), Mid-Market, and Enterprise accounts. The role owns the complete sales cycle—from prospecting and lead qualification to proposal development, commercial negotiations, deal closure, and account expansion.

This is a revenue-generating role with clearly defined sales targets and a strong focus on acquiring new customers, increasing annual recurring revenue (ARR), and building long-term client relationships.

Key Responsibilities

Revenue Generation

– Achieve monthly, quarterly, and annual revenue targets.

– Build and maintain a healthy sales pipeline across SMB and Enterprise segments.

– Generate recurring revenue through managed services and long-term contracts.

– Drive upselling and cross-selling opportunities within existing accounts.

SMB & Enterprise Sales

– Identify and acquire new SMB and Enterprise customers.

– Manage the complete B2B sales lifecycle from lead generation to contract closure.

– Conduct discovery meetings, solution demonstrations, and executive presentations.

– Prepare commercial proposals, quotations, and negotiate contracts.

– Build relationships with business owners, founders, CXOs, and procurement teams.

Business Development

– Develop outbound sales strategies using email, LinkedIn, cold calling, networking, referrals, and partner channels.

– Generate qualified leads through strategic prospecting.

– Identify new market opportunities and target industries.

– Build strategic partnerships to accelerate revenue growth.

Account Management

– Maintain long-term relationships with customers.

– Identify opportunities for account expansion and renewals.

– Ensure a smooth transition from sales to project delivery.

– Improve customer retention and lifetime value.

Sales Operations

– Maintain accurate CRM records and pipeline updates.

– Forecast monthly and quarterly revenue.

– Monitor sales performance and conversion metrics.

– Collaborate with marketing and technical teams to improve win rates.

Key Performance Indicators (KPIs)

– Monthly & Quarterly Revenue Achievement

– New SMB Customers Acquired

– New Enterprise Customers Acquired

– Qualified Sales Pipeline Value

– Sales Conversion Rate

– Average Deal Size

– Annual Recurring Revenue (ARR)

– Gross Margin

– Customer Retention Rate

– Upsell & Cross-sell Revenue

– Forecast Accuracy

Required Qualifications

– Bachelor’s degree in Business, Marketing, IT, or a related field.

– 3–8 years of experience in B2B sales, preferably in IT services, AI, cloud, SaaS, or managed services.

– Demonstrated track record of achieving or exceeding sales targets.

– Strong consultative selling, negotiation, and relationship management skills.

– Experience selling to both SMB and Enterprise customers.

Preferred Experience

– AI & Automation Solutions

– Cloud & Infrastructure Services

– Managed IT Services

– Cybersecurity

– Digital Transformation

– Google Workspace & Microsoft 365

– E-commerce & Marketplace Solutions

Reporting To

Associate Vice President – SMB & Enterprise Sales / Chief Executive Officer

Kindly share your updated resume

ruchita.parsekar@e-stonetech.com