Sales Manager – Field Sales

Mid‑senior; ideally

7–10 years

of experience in enterprise or B2B software sales, with at least 3–4 years leading a small sales team. The person should have a proven track record of meeting revenue quotas and building client relationships in HR tech, SaaS, or a related

• Reporting Structure :

Reports directly to the Managing Director or CEO. Oversees a small team of sales executives / associates (3–5 people) and coordinates with the Business Development Director on strategic initiatives.

• Why this role :

A Sales Manager is responsible for leading the sales team to achieve revenue goals, creating sales strategies, monitoring performance, managing client relationships, and providing guidance to team members

• . This is distinct from a sales executive role, which focuses on executing individual

Role & Responsibilities

The Sales Manager should embody both leadership and hands‑on selling :

1. Set revenue targets and sales plans

– Analyse historical performance, market trends and team capacity to set clear, achievable sales goals

2. . Develop quarterly and monthly sales plans and adjust them based on performance metrics and feedback.

3. Lead and mentor the sales team

– Train, coach and motivate sales executives. Provide continuous training to close skill gaps and adapt to evolving customer needs.

4. Generate and qualify leads

– Work with the BD Director to identify target segments, then use on‑ground methods (cold calling, door‑to‑door visits, networking events) to build a high‑quality pipeline

5. Present and negotiate

– Demonstrate the product's value by tailoring pitches and demos to the client's needs.

6. ; handle negotiations and close deals to meet or exceed targets.

7. Monitor performance and report

– Use CRM tools to track the team's progress, maintain client records, and submit regular revenue forecasts and reports to leadership.

8. Recruit and scale the team

– Participate in hiring additional sales associates and ensure they are onboarded effectively

9. Customer relationship management

– Foster strong client relationships, ensuring satisfaction and identifying opportunities for upselling or renewals

10. Collaborate with BD & Product teams

– Provide feedback from clients to guide product development and marketing; align sales execution with broader business development initiatives.

Supporting Roles :

Sales Executives / Field Sales Associates

• Level :

3–5 years of B2B sales experience, with strong communication and relationship‑building skills.

• Responsibilities :

Execute direct sales activities : generate leads through cold calls and networking; present products and demos; collect customer data; follow up with leads; negotiate and close deals; maintain CRM entries; provide after‑sales support

• Goals :

Achieve individual monthly revenue quotas, maintain a healthy pipeline, and ensure high customer satisfaction.

Goals and KPIs

To align with the company's target of ₹36 Cr in 9 months, the Sales Manager's goals should include :

1. Revenue Achievement :

Deliver monthly revenue targets that cumulatively reach ₹36 Cr by the end of the 9‑month period.

2. New Customer Acquisition :

Secure X new enterprise clients per month (set a specific number based on conversion rates and market size) and ensure customer onboarding satisfaction.

3. Team Performance :

Ensure every sales associate meets at least 90 % of their monthly quota; maintain high morale and reduce turnover.

4. Pipeline Health :

Maintain a qualified pipeline that is at least 3× the monthly revenue target.

5. Customer Retention & CSAT :

Achieve customer satisfaction (CSAT) scores above 90 % and low churn through diligent account management and support.

6. Reporting & Forecast Accuracy :

Provide accurate weekly and monthly forecasts, with variance less than 5 % between forecasted and actual revenue.