Market Development Manager

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The Market Development Manager at Rubiscape is a senior individual contributor who builds and activates new market segments, geographies, and partner-sourced pipeline channels before handing them to the direct sales team as structured, repeatable motion. You will architect go-to-market entry strategies for verticals or regions where Rubiscape has identified whitespace working across outbound programmes, ecosystem partnerships, industry events, and co-sell motions with cloud and SI partners to create qualified pipeline at scale. This is a high-autonomy, high-visibility role that reports directly to the VP of Sales and influences product positioning, pricing, and partnership strategy.

Key Responsibilities

Define and execute market development strategies for 2-3 priority verticals or geographies, including detailed ICP profiles, channel mix, competitive landscape analysis, and 90-day pipeline targets.

Build and manage a network of channel and referral partners (system integrators, cloud partners, VAR/ISV ecosystem) to generate partner-sourced pipeline, working closely with Rubiscapes Alliance team.

Design high-impact outbound programmes including executive roundtables, CXO briefings, and hosted events in partnership with Marketing to generate qualified enterprise meetings for the sales team.

Develop territory-specific messaging and battle cards that translate Rubiscapes platform capabilities (RubiFlow, RubiSight, RubiAI, RubiStudio) into vertical-specific business outcomes.

Own and report on market development KPIs: accounts entered, partner-sourced opportunities, pipeline contribution (\u20b9 value), and new logo conversion rate.

Act as the primary field intelligence source for the vertical tracking competitor moves, regulatory developments, and buyer sentiment and feeding these into Product and Marketing.

Collaborate with the BDR team to transfer successful market development playbooks into scalable outbound sequences, ensuring new market entry becomes a repeatable motion.

Requirements

5-8 years of B2B enterprise sales or market development experience, with at least 3 years focused on data, analytics, cloud infrastructure, or AI/ML platform products.

Proven track record of opening new markets or verticals from ICP definition and channel selection through to pipeline creation and first-deal closure.

Strong command of account-based go-to-market strategy, including partner co-sell motions, executive engagement programmes, and demand generation collaboration.

Experience managing channel or alliance relationships with SIs, cloud hyperscalers, or technology partners in an enterprise SaaS context.

Exceptional communication and executive presence comfortable presenting to CXO-level audiences and representing Rubiscape at industry forums and analyst briefings.

Bachelors degree required; MBA or equivalent business education strongly preferred.

Nice to Have

Deep domain knowledge in BFSI, manufacturing, or public sector digital transformation in the Indian enterprise market.

Existing network of CDO, CIO, or analytics-leader relationships in target verticals.

Experience working with or alongside a hyperscaler (AWS, Azure, GCP) co-sell programme.

Familiarity with Zoho CRM, intent-data platforms (Bombora, 6sense), and ABM campaign execution.

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