Business Development Manager

About Role:

We are looking for an experienced Business Development Manager / Senior Manager who can drive new business for accounting services in the U.S. and Canadian markets.

This is a hands-on revenue role. The person will be expected to personally own leads and opportunities—from prospecting and first conversations through discovery, presentations, follow-ups, pipeline progression, and closure.

The ideal candidate understands how to sell professional services through education, credibility, relationships, and consistent follow-up rather than relying only on transactional sales techniques.

What Success Looks Like:

You will be successful in this role if you can:

• Build and maintain a healthy pipeline of qualified opportunities.
• Confidently conduct sales and discovery calls with U.S. and Canadian decision-makers.
• Take complete ownership of leads and ensure disciplined follow-up.
• Understand a prospect's business problems and position accounting services around their needs.
• Develop target accounts using an account-based sales approach.
• Convert inbound and outbound opportunities into meaningful sales conversations.
• Consistently move opportunities through the CRM and sales funnel.
• Use data, technology, and AI to improve sales productivity and conversion.

Key Responsibilities

End-to-End Sales

Own the complete sales cycle, including prospect identification, outreach, qualification, discovery, presentations, follow-ups, objection handling, proposal coordination, negotiation, and closure.

Lead Ownership

• Take direct ownership of assigned inbound and outbound leads. Conduct timely follow-up calls and maintain consistent communication until there is a clear outcome.
• U.S. & Canadian Client Conversations
• Confidently interact with business owners, accounting firm leaders, partners, CFOs, controllers, and other senior stakeholders.

Enterprise & Account-Based Sales

• Identify high-value target accounts, understand their business structure and potential needs, map relevant decision-makers, and develop account-specific engagement strategies.
• Multi-Channel Prospecting

Develop coordinated outreach using:

• Phone and cold calling
• Email
• LinkedIn
• Account-based outreach
• Educational content
• Events/webinars
• Inbound inquiries and other lead sources

Educational & Consultative Selling

Use insights, educational conversations, case studies, industry knowledge, and relevant content to build credibility and create opportunities rather than relying solely on direct sales pitches.

Sales Messaging & Content

• Work with internal teams to develop effective sales emails, LinkedIn messaging, presentations, case studies, proposals, talking points, and other sales assets.
• Pipeline & CRM Management
• Maintain strong CRM discipline, including opportunity stages, notes, next actions, follow-up dates, probability, and pipeline visibility.

Sales KPIs

• Understand the metrics behind a successful sales engine, including outreach activity, conversations, meetings, qualified opportunities, pipeline value, conversion rates, sales cycle, and revenue.
• Where required, contribute to defining KPIs and responsibilities for other members of the business development team.

Required Experience & Capabilities:

We are looking for someone with demonstrated experience in:

• B2B business development and sales.
• Selling to customers in the United States and/or Canada.
• Personally conducting client-facing sales and discovery calls.
• End-to-end ownership of opportunities.
• Enterprise or consultative selling.
• Account-based targeting and prospecting.
• Cold calling and outbound sales.
• Inbound lead qualification and conversion.
• LinkedIn prospecting and social selling.
• Email outreach and nurturing.
• Sales presentations and objection handling.
• CRM and pipeline management.
• Creating or effectively using sales collateral.
• Strong written and verbal business communication.
• Commercial thinking and good overall business acumen.

Most importantly, we need someone who is comfortable picking up the phone, getting on a prospect call, understanding the opportunity, and taking responsibility for moving it forward.

Preferred Background:

Experience selling any of the following into the U.S. or Canadian market would be highly valuable:

• Accounting services
• Bookkeeping
• Tax services
• Finance & accounting outsourcing
• Offshore accounting services
• CPA/accounting firm services
• Professional services
• B2B SaaS or technology serving accounting/finance firms

Direct experience selling to CPA and accounting firms in the United States would be a significant advantage.

Sales & Technology Expectations:

The candidate should be comfortable working with modern sales technology and understand how technology can improve—not replace—strong sales fundamentals.

This includes:

• CRM platforms
• LinkedIn and prospecting tools
• Email outreach platforms
• Sales intelligence and research tools
• AI tools for account research, personalization, sales messaging, meeting preparation, follow-ups, and productivity

We are particularly interested in candidates who know how to use AI practically to become more effective at selling.

Location & Working Model:

• This is an in-office position based in Ahmedabad, Gujarat.
• Because the role involves regular interaction with U.S. and Canadian prospects, candidates should be comfortable working hours that provide sufficient overlap with North American business hours.