Business Development Manager

Business Development Manager (Outbound Lead Generation)

Location : Bangalore / Pune / Navi Mumbai / Noida

Function : New-business pipeline generation for Digital Workplace (DWP / End-User Computing) , Managed IT Services , Cybersecurity , and Staffing / Augmentation offerings

Reports to : Head of Sales / Growth Lead

Seniority : Mid-level (individual contributor) with a path to Team Lead

Role Summary

You’ll be the engine of our top-of-funnel growth—researching accounts, building highly targeted prospect lists, and running multi-channel outbound (calls, email, LinkedIn, Apollo) that converts into qualified meetings and sales opportunities with global clients.

What You’ll Do

1) Outbound Lead Generation

Own a weekly prospect list (ICPs : CIO, IT Director, Head of Infrastructure, CISO, IT Manager, Procurement; for staffing : TA / HR Leads, Delivery Managers).

Use Apollo (plus LinkedIn / Sales Navigator, company sites, events) to source contacts, verify emails, and enrich data.

Craft personalized outreach aligned to each service line (DWP, Managed IT, Cybersecurity, Staffing) and buyer pain points (uptime, cost, compliance, skills gaps).

2) Campaign Execution & Cadence

Run structured multi-step cadences across phone, email, and LinkedIn with clear hypotheses and A / B tests.

Maintain daily activity targets (see KPIs) and adjust sequences based on reply and meeting rates.

Leverage trigger events (funding, leadership changes, hiring spikes, tech stack changes, compliance deadlines) to time outreach.

3) Qualification & Handoff

Qualify using BANT / CHAMP (business pain, authority, need, timing / budget).

Book discovery meetings for Account Executives or Practice Leads; provide context packs (notes, call recordings, stakeholder map, pain summary).

Log all interactions cleanly in CRM; create opportunities with accurate stage / next steps.

4) CRM, Reporting & Hygiene

Keep 100% data cleanliness : contacts, accounts, activities, dispositions, and meeting notes.

Produce weekly reports : activity, meetings booked, SQLs , pipeline created, conversion funnel, and insights.

5) Market Intelligence & Messaging

Track competitor moves, pricing, and common objections.

Collaborate with Marketing on micro-segments (industry, region, company size) and provide message feedback; contribute short case-study blurbs.

6) Compliance & Etiquette

Follow GDPR / PECR / CAN-SPAM best practices, regional do-not-call lists, and LinkedIn outreach etiquette.

Use opt-out language and manage suppression lists.

Key Performance Indicators (KPIs)

Weekly activity (guideline) :

150–200 dials

150–200 emails (multi-step sequences; 15–25% personalization)

50–80 LinkedIn touchpoints (connects, messages, comments)

8–12 first meetings booked (Accepted / Completed)

Monthly outcomes :

8–15 SQLs (sales-qualified meetings)

$200k–$500k qualified pipeline created (services & staffing), depending on segment

Meeting acceptance rate ≥ 70% ; No-show rate ≤ 15%

Reply rate ≥ 8–12% across sequences; Call connect rate ≥ 5–8%

(Targets may flex by region and service line.)

What You’ll Bring

Must-haves

3–6 years in SDR / BDR / Business Development for IT services / MSP, cybersecurity, or staffing.

Proven success booking meetings with mid-market / enterprise buyers globally.

Hands-on with Apollo , LinkedIn Sales Navigator , and a modern CRM (HubSpot / Salesforce).

Excellent cold-calling, copywriting, and objection-handling skills.

Understanding of Managed IT (MSP / SLA, NOC / SOC), DWP / EUC (Intune / MDM, endpoint mgmt, collaboration suites), Cybersecurity (SOC / MDR, SIEM, ISO 27001 / NIST basics).

Willingness to work shifted hours for EMEA / US outreach blocks.

Nice-to-haves

Experience selling staff augmentation / contract staffing (rate cards, MSA / SOW basics).

Familiarity with email deliverability (domain warm-up, DKIM / SPF, list hygiene).

Exposure to Outreach / Reply / Woodpecker or similar sequencers; Loom for video prospecting.

Tools You’ll Use

Prospecting : Apollo, LinkedIn Sales Navigator, company websites, events lists

Engagement : Apollo sequences, email, dialer, LinkedIn

Enablement : Case studies, one-pagers, ROI calculators, Loom

Ops : CRM (HubSpot / Salesforce), Calendly / booking links, dashboards

30-60-90 Day Plan

Days 1–30 (Ramp)

Master ICPs and value props by service line; memorize top 10 objections & rebuttals.

Build 2–3 core sequences per service line; assemble first 800–1,200 enriched contacts.

Shadow calls; start calling by week 2; book 6+ meetings in month 1.

Days 31–60 (Productive)

Establish repeatable cadence and A / B tests (subject lines, first lines, CTAs).

Deliver 12–20 SQLs and $300k+ pipeline created.

Present a competitive intel brief and a “what’s working” playbook update.

Days 61–90 (Own the Motion)

Hit steady-state KPIs; propose micro-segment campaigns (e.g., UK mid-market finance, US healthcare).

Mentor junior reps; pilot video + gifting or event-follow-up campaigns.

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