Senior Business Development Manager

Role Summary

Drive lead generation, pipeline development, new client acquisition, and end-to-end sales closure for our IT services/software solutions in the United States. The role owns the complete sales cycle from outbound prospecting and discovery to proposal, negotiation, deal closure, and handover to the delivery team.

This is a hands-on, revenue-focused role requiring strong communication and consultative selling skills, knowledge of US enterprise buying practices, and the ability to work overlapping hours with US prospects.

Key Responsibilities

• Prospect and qualify new business opportunities in the US market through outbound outreach (email, LinkedIn, phone), market research, referrals, and account-based prospecting.
• Build and maintain a strong pipeline of mid-market and enterprise prospects across assigned verticals such as fintech, healthcare, SaaS, and e-commerce.
• Conduct discovery calls to understand client pain points, business objectives, budget, timelines, technical requirements, and decision-making stakeholders.
• Own the complete sales cycle from lead generation to deal closure, including prospecting, qualification, discovery, proposal, negotiation, and closing.
• Prepare and present tailored proposals, capability presentations, Statements of Work (SOWs), commercial proposals, and value propositions in collaboration with technical/pre-sales teams.
• Coordinate with technical teams to develop solutions, effort estimates, POCs/pilots, and project proposals based on client requirements.
• Lead commercial discussions with prospects, including pricing, scope, payment terms, timelines, contractual terms, and other deal-related negotiations.
• Handle objections and negotiate effectively with decision-makers to drive opportunities toward closure while protecting company margins and business interests.
• Manage multiple stakeholders throughout the sales cycle, including technical teams, procurement, business leaders, and C-level decision-makers.
• Drive opportunities through the sales pipeline and consistently follow up to accelerate decision-making and closure.
• Close new business and achieve monthly/quarterly revenue and booking targets.
• Maintain strong relationships with prospects and customers throughout the sales cycle and identify opportunities for upselling and cross-selling.
• Ensure a smooth handover of closed deals to the delivery/project teams, including scope, commercials, timelines, client expectations, and key commitments.
• Maintain accurate CRM records, including opportunity stage, deal value, next steps, interactions, probability, and closure timelines.
• Produce weekly/monthly pipeline and sales forecasts and provide visibility into revenue projections.
• Collaborate with marketing to refine messaging, digital campaigns, targeted account lists, and ABM initiatives.
• Meet or exceed KPIs related to qualified meetings, pipeline generation, conversion rates, deal closures, revenue, and bookings.

Required Qualifications & Skills

• 9+ years of experience in B2B sales / business development / IT services sales, preferably selling software, IT services, or digital transformation solutions to US-based clients.
• Proven track record of end-to-end sales ownership, from prospecting and lead generation through negotiation and deal closure.
• Demonstrated experience opening and closing deals with US-based decision-makers, including VP, Director, and C-level stakeholders.
• Strong verbal and written English communication skills with US cultural fluency.
• Strong consultative selling, negotiation, objection handling, and closing skills.
• Comfortable working India hours with significant overlap for US Eastern Time; fluctuating start times may be required.
• Familiarity with US enterprise procurement processes, buying cycles, stakeholder mapping, and contract negotiations.
• Experience using CRMs such as Salesforce, HubSpot, or similar, and sales engagement tools such as Salesloft, Outreach, and LinkedIn Sales Navigator.
• Ability to understand client requirements and work closely with technical/pre-sales teams to position the right solution.
• Strong commercial acumen with the ability to discuss pricing, scope, commercials, and contract terms confidently.

Preferred / Nice-to-Have

• Prior experience selling IT services/software to US verticals such as finance, healthcare, SaaS, or retail.
• Understanding of pricing models such as T&M, fixed-bid, subscription, and managed services.
• Experience with POC/Pilot structuring and enterprise deal cycles.
• Experience with ABM or SDR-to-AE handoff models.
• US work experience or long-term exposure to US clients.
• Existing network of US-based decision-makers or enterprise accounts is a plus.