Category Sales Manager - SaaS

Key Responsibility Areas (KRAs) :

1. Revenue Growth & Strategic Partnerships :

i) Drive consistent revenue generation through strategic partnerships and business alliances, with a strong focus on new client acquisition and upselling / cross-selling to existing clients.

ii) Identify and unlock new revenue streams across sectors by targeting corporates and institutional clients (pods).

iii) Strengthen brand presence by increasing the share of wallet and capturing more logos within targeted segments.

2. End-to-End Business Development Ownership :

i) Lead the entire sales cycle : from prospecting, pitching, and solutioning to negotiations, deal closure, and account management.

ii) Develop compelling pitch decks, proposals, and client communications tailored to sector-specific needs.

3. Market Intelligence & Client-Centric Innovation :

i) Track and analyze industry trends, client behaviors, and competitive landscapes to identify evolving opportunities.

ii) Work closely with the data and product teams to co-create customized client solutions.

4. Category Strategy & Market Alignment :

i) Conduct thorough market research to understand trends, opportunities, and challenges within the VC and SaaS landscapes.

ii) Develop and implement GTM strategies for product categories, ensuring alignment with market demands and company goals.

iii) Own the category P&L and ensure profitability metrics are met.

5. Stakeholder Collaboration :

i) Work closely with internal teams, including marketing, sales, and product development, to drive revenue and user growth in targeted categories.

ii) Share market insights and client feedback to refine product positioning and offerings.

6. Client Engagement & Retention :

i) Build strong relationships with key clients and stakeholders in the category.

ii) Act as a trusted advisor, ensuring high retention, satisfaction, and account expansion.

7. Sales Enablement & Training :

i) Support the sales team with category-specific content, pitches, and demos.

ii) Train internal stakeholders on product updates, GTM changes, and competitive positioning.

Qualifications & Experience :

1. Bachelor's degree required; MBA preferred.

2. 5-8 years of experience in SaaS sales, with at least 2 years in a category / solution sales role.

3. Proven track record of exceeding sales targets and building client Strong understanding of SaaS sales lifecycle and consultative selling.

2. Analytical mindset with forecasting and data interpretation capabilities.

3. Excellent communication, negotiation, and stakeholder management CRM platforms (e.g., Salesforce, HubSpot)

2. Sales analytics tools, Presentation tools (Google Slides, PowerPoint)

KPIs (Key Performance Indicators) :

1. Revenue Target Achievement : % of category revenue goal achieved per quarter.

2. Pipeline Coverage : Ratio of pipeline value to target (minimum 3x coverage).

3. Client Retention : Category-specific client retention and renewal rate.

4. Win Rate : Win rate on competitive deals within the category.

5. Sales Cycle Length : Average duration from lead to close.

ref : iimjobs.com)