Manager - Sales & Business Development

Description : Own the revenue engine for our Bengaluru office, win new enterprise and mid-market clients, grow key accounts, and partner with Delivery to convert demand into hires with speed and quality.

Key Responsibilities :

Acquire new clients in target sectors, product engineering, BFSI, captive GCCs, enterprise IT.

Build and run a predictable sales cycle, prospecting to close, including discovery, solutioning, proposals, commercials, and MSA execution.

Hunt MSP and VMS programs, respond to RFPs and rate cards, drive vendor onboarding and scorecards.

Grow existing accounts, expand into new lines of business, increase requisition share, and secure exclusives.

Partner with Delivery Leads, forecast requisitions, prioritize hot roles, improve submittal to interview to hire ratios.

Negotiate margins, payment terms, and SLAs, protect gross profit and DSO.

Create outreach campaigns with Marketing, events, webinars, and thought leadership.

Maintain CRM hygiene, pipeline accuracy, and weekly forecasts.

Track competition, bill rates, visa mixes, and local supply signals, adjust strategy quickly.

Represent the brand with clients, on calls and in room meetings across India and North America.

Outcomes and KPIs :

New logos per quarter, target set during onboarding.

Booked revenue and gross profit by month and quarter.

Win rate and average sales cycle length.

Requisition share in active accounts, interviews per role, hires per 10 submittals.

Average markup, payment terms, collections within agreed DSO.

CRM accuracy above 95 percent, forecast variance under 10 percent.

Required Experience :

6 to 10 years in IT staffing sales in India, at least 3 years in a hunting and account growth leadership role.

Proven wins with enterprise or MSP and VMS environments, familiar with JobDiva or similar ATS, familiar with US and India markets.

Strong rate card and contract negotiation skills, comfort with legal and compliance basics.

Required Skills :

Prospecting and social selling, executive storytelling, commercial math, objection handling, competitive positioning.

Stakeholder mapping, multi thread deals, meticulous follow through, data driven decision making.

Team leadership, coach recruiters for demand clarity, run standups, and review funnels.

Preferred Tools :

CRM, HubSpot or Zoho or Salesforce.

ATS, JobDiva preferred.

LinkedIn Sales Navigator, Excel or Google Sheets, Slides.

Education :

Bachelor’s degree required, MBA preferred.

Work Hours and Travel :

India business hours, travel within Bengaluru and occasional travel to client sites.

30, 60, 90 Day Plan :

30 days , map target accounts, set territory and outreach calendar, align with Delivery, build a 3x pipeline, submit first proposals.

60 days , close first new logo, expand two existing accounts, secure at least one MSP or VMS entry, reach weekly forecast rhythm.

90 days , deliver repeatable GP, two plus steady requisition channels, tighten DSO with Finance, document a playbook for the BLR team.

Interview Scorecard :

Track record of new logo wins in IT staffing.

Command of MSP and VMS motions and RFP handling.

Commercial fluency, margin math, payment term control.

Executive presence, crisp writing, confident client calls.

Team fit and coaching mindset.