Sales Director

Job Title : Sales Director – B2B International Sales

Experience : 10 to 18 Years

Location : Pune

Work Mode : Work from Office – 5 Days a Week

Open Positions : 1

Variable : Up to 30% of CTC

Shift : 05:30 PM – 02:30 AM IST

Role Overview :

We are looking for an experienced Sales Director – B2B International Sales to lead revenue growth, new business acquisition, and strategic sales initiatives across international markets.

The ideal candidate should have a strong track record in B2B sales, international business development, IT Services, B2B SaaS, Demand Generation, or Marketing Services, with proven experience selling to CXO, VP, and enterprise-level stakeholders.

This is a hands-on, quota-carrying leadership role requiring a combination of individual sales ownership, new-logo acquisition, pipeline generation, client relationship management, and team leadership.

Mandatory Skills : B2B Sales, International Sales (US/UK/MENA), IT Services/B2B SaaS Sales, New Business Acquisition, Enterprise Sales, CXO-Level Selling, Pipeline Generation, CRM, LinkedIn Sales Navigator, Apollo/ZoomInfo, Quota & Revenue Ownership, Team Leadership.

Key Responsibilities :

• Own the end-to-end B2B sales cycle, from prospecting and qualification to negotiation and closure.
• Drive new-logo acquisition and independently generate qualified sales opportunities.
• Build pipeline through cold email, LinkedIn, cold calling, Account-Based Marketing (ABM), referrals, and other outbound channels.
• Identify and target enterprise prospects across US, UK, MENA, and other international markets.
• Sell IT Services, B2B SaaS, Demand Generation, and Marketing Services to enterprise customers.
• Develop and maintain strong relationships with CXO, CIO, CTO, CMO, VP, and other senior decision-makers.
• Own monthly, quarterly, and annual revenue and sales targets.
• Manage the complete sales funnel and ensure consistent pipeline coverage.
• Maintain accurate sales activities, opportunities, forecasting, and customer information within the CRM.
• Leverage tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo, HubSpot, and Salesforce for prospecting and sales execution.
• Conduct discovery meetings, solution presentations, commercial discussions, negotiations, and deal closures.
• Build strategic relationships with key accounts and identify opportunities for upselling and cross-selling.
• Lead, mentor, coach, and develop the sales team to improve productivity and revenue performance.
• Establish sales processes, metrics, and best practices to improve conversion and sales velocity.
• Prepare regular pipeline, forecast, revenue, and performance reports for senior management.

Must-Have Requirements :

• 10+ years of overall B2B Sales / Business Development experience.
• Minimum 5 years of recent experience in one or more of the following :
• IT Services
• B2B SaaS
• Demand Generation
• Marketing Services
• Technology Solutions
• Strong experience in US, UK, and/or MENA international sales.
• Proven track record of new-business acquisition and self-sourced pipeline generation.
• Demonstrated experience selling to CXO / CIO / CTO / CMO / VP-level stakeholders.

Strong hands-on experience with :

• LinkedIn Sales Navigator
• Apollo / ZoomInfo
• HubSpot / Salesforce
• Experience managing both individual sales quotas and team revenue targets.
• Proven ability to consistently achieve or exceed revenue and sales targets.
• Strong experience in enterprise sales, consultative selling, negotiation, and deal closure.
• Experience in leading, mentoring, and managing sales professionals.
• Strong understanding of outbound sales, ABM, pipeline development, forecasting, and sales metrics.
• Strong communication, presentation, negotiation, and stakeholder-management skills.
• Candidates should demonstrate stable tenure, preferably 2+ years with each organisation.
• Willingness to work from the Pune office, 5 days a week.
• Willingness to work in the 05:30 PM – 02:30 AM IST shift.

Are you someone who loves building relationships, owning the sales cycle, and turning opportunities into successful partnerships?

We’re looking for a driven, hands-on Sales Manager to join our growing team and take ownership of the sales journey — from identifying the right prospects to closing high-value deals.

🔍 What We’re Looking For?

• 3+ years of experience in B2B sales
• Strong track record in lead generation, client engagement, product demos, and deal closures
• Ability to independently manage the entire sales funnel
• Experience working with BFSI, FinTech, SaaS, or enterprise clients is preferred
• Strong understanding of consultative and solution-led selling
• Excellent communication, negotiation, and relationship-building skills
• A strong ownership mindset with a focus on revenue and outcomes

🎯 What You’ll Own?

• Own the complete sales cycle — prospecting → discovery → demos → negotiations → closure
• Identify and engage with key decision-makers across target accounts
• Understand customer challenges and position the right solution to address their business needs
• Build, manage, and consistently grow a healthy sales pipeline
• Drive meaningful conversations with CXOs and senior stakeholders
• Work closely with Pre-Sales, Product, and Customer Success teams to convert opportunities
• Maintain strong relationships with prospects and customers throughout the sales journey
• Take ownership of revenue targets and contribute directly to the company's growth

🌟 Why Join Us?

If you're someone who thrives in a fast-paced environment, enjoys solving customer problems, and gets excited by closing deals and creating real business impact, we'd love to hear from you. Come join us and be a part of a team that's building innovative solutions for the BFSI and lending ecosystem and transforming the way credit decisions are made.

JOB PURPOSE

To lead and drive the overall Domestic B2C Sales business with complete ownership of revenue generation, sales strategy, team performance, and business growth. The role involves managing multiple levels of the sales hierarchy, improving lead conversion, driving sales productivity, and ensuring consistent achievement of revenue targets.

KEY ROLES & RESPONSIBILITIES

• Take complete ownership of domestic B2C revenue targets and ensure achievement of monthly, quarterly, and annual business objectives.
• Lead, mentor, and manage Inside Sales Representatives, Assistant Managers, Deputy Managers, and Managers.
• Develop and implement effective sales strategies to drive revenue growth and improve conversion rates.
• Define individual and team-wise sales targets, KPIs, and performance benchmarks.
• Monitor daily sales metrics, including calls, demos booked, follow-ups, conversions, and revenue generation.
• Conduct regular sales reviews, performance meetings, and strategic discussions to ensure accountability across all levels.
• Ensure effective implementation and utilization of CRM tools (such as Zoho) for lead management, sales tracking, and reporting.
• Analyze sales performance, identify conversion gaps, and implement corrective action plans.
• Conduct regular training and coaching sessions to improve product knowledge, counselling skills, objection handling, and sales effectiveness.
• Present sales performance reports, revenue forecasts, and business improvement plans to senior management.

KEY RESULT AREAS (KRAS) & KEY PERFORMANCE INDICATORS (KPIS) KEY RESULT AREA KEY PERFORMANCE INDICATORS

• Revenue Generation- Achievement of monthly, quarterly, and annual revenue targets.
• Sales Conversion- Month-on-month revenue growth and business expansion.
• Sales Performance -Team target achievement, conversion ratios, and average revenue per sale.
• Team Productivity -Productivity and target achievement across Managers, Team Leaders, and Executives.
• Lead Management -Lead utilization, quality, follow-up efficiency, and conversion rates.
• Process & CRM Management -CRM compliance, sales reporting, and process adherence.
• People Development -Team retention, training effectiveness, and leadership development.

EDUCATIONAL QUALIFICATIONS

 Graduation in any discipline from a recognized university is mandatory.

 Post-Graduation / MBA in Sales, Marketing, Business Administration, or a relevant discipline will be preferred

EXPERIENCE REQUIREMENTS

 10–12 years of overall experience in Sales and Business Development.

 Significant experience in Domestic B2C / Inside Sales operations.

 Proven experience in managing large sales teams through multiple levels of management.

 Demonstrated track record of achieving revenue targets and driving business growth.

 Experience in CRM-driven sales environments and performance management. 

REQUIRED SKILLS & COMPETENCIES

 Strong leadership, team management, strategic planning, and business development skills.

 Excellent revenue management and business development skills.

 Strong understanding of B2C sales processes, lead funnels, and conversion management.

 Excellent analytical, communication, negotiation, and decision-making skills.

 Expertise in CRM management, sales reporting, and performance monitoring.

 High ownership, accountability, and result-oriented approach.

OVERALL ACCOUNTABILITY: Complete ownership of Domestic B2C revenue, sales team performance, lead conversion, and sustainable business growth.

About Us 

Cubic Logics, through its Apps 365 portfolio, is a Microsoft-focused SaaS company building secure, AI-native business applications within the Microsoft 365 ecosystem. As a Microsoft Solutions Partner, our products extend Microsoft 365, SharePoint, Teams, Power Platform, and Azure to support business functions across HR, IT, Legal, Finance, and Operations. 

Apps 365 has achieved 12,100+ deployments across 172 countries, serving customers from growing businesses to global enterprises. All solutions are Microsoft Certified, available through Azure Marketplace/AppSource, and aligned with the Microsoft Co-Sell ecosystem. 

Cubic Logics is also recognized as a Great Place to Work, with a culture focused on ownership, collaboration, learning, innovation, and recognition. 

About the Role 

We are looking for high-performing Sr. Sales Managers – Enterprise to drive B2B SaaS revenue across the USA and India markets. 

You will own the complete enterprise sales cycle—from prospecting and discovery to solution positioning, demos, commercial negotiations, procurement, and closure. 

You will engage with CXOs, CIOs, CTOs, CHROs, General Counsels, IT Heads, Legal Leaders, HR Leaders, Procurement teams, and Business Heads. 

This role requires a strong hunter mindset, consultative selling capability, commercial acumen, and experience managing complex enterprise buying processes. 

Candidates managing the USA territory should be comfortable engaging customers during relevant US business hours. 

What You’ll Own 

• Own the full enterprise SaaS sales cycle from prospecting to closure. 
• Drive new-logo acquisition and revenue growth across assigned USA or India territories. 
• Build and maintain a healthy pipeline of mid-market and enterprise opportunities. 
• Develop relationships with CXOs and senior stakeholders across IT, HR, Legal, Finance, Procurement, and Operations. 
• Conduct discovery to understand customer challenges, systems, budgets, timelines, and decision criteria. 
• Position Apps 365 solutions through consultative and value-based selling. 
• Lead product demonstrations, business cases, proposals, commercial discussions, and negotiations. 
• Manage RFPs, RFIs, security evaluations, vendor onboarding, procurement, and enterprise contracts. 
• Position Apps 365's Microsoft 365-native architecture, including SharePoint, Teams, Azure, and Power Platform. 
• Leverage Microsoft Marketplace, Co-Sell, partner, and ecosystem opportunities where relevant. 
• Work closely with Product, Presales, Marketing, Engineering, Customer Success, and Leadership. 
• Monitor competitors, customer trends, and market opportunities. 
• Maintain accurate forecasting, CRM hygiene, opportunity notes, and next steps. 
• Identify cross-sell, upsell, and strategic account growth opportunities. 

What You Bring 

Must-Haves 

• 5+ years of B2B SaaS, enterprise software, cloud, or technology sales experience. 
• Proven track record of achieving or exceeding enterprise sales targets. 
• Experience selling to mid-market and enterprise customers. 
• Exposure to the USA and/or India enterprise market. 
• Strong understanding of prospecting, discovery, demos, negotiation, procurement, and closure. 
• Experience acquiring new logos and managing complex sales cycles. 
• Confidence engaging with CXOs and senior decision-makers. 
• Strong consultative selling, negotiation, presentation, and objection-handling skills. 
• Ability to manage multiple stakeholders and long sales cycles. 
• Strong commercial acumen and ability to articulate business value and ROI. 
• Experience with HubSpot, Salesforce, Zoho, Dynamics 365, or similar CRM platforms. 
• Strong ownership, accountability, resilience, and execution discipline. 
•  

Who Will Thrive Here 

You are someone who: 

• Has a strong hunter mentality and enjoys opening new enterprise accounts. 
• Understands enterprise SaaS and focuses on solving business problems. 
• Is confident engaging CXOs and senior business leaders. 
• Can manage complex, multi-stakeholder sales cycles. 
• Can clearly communicate both business and technology value. 
• Understands pipeline management, forecasting, and sales discipline. 
• Takes ownership of opportunities and drives next steps proactively. 
• Works well across Product, Marketing, Presales, Customer Success, and Leadership. 
• Is comfortable selling in a fast-moving, high-growth SaaS environment. 

Why Join Cubic Logics / Apps 365? 

• Sell products built around Microsoft 365, SharePoint, Teams, Azure, and Power Platform. 
• Work with a business backed by 12,100+ deployments across 172 countries. 
• Gain exposure to Azure Marketplace, AppSource, Microsoft Co-Sell, and partner-led selling. 
• Sell solutions across Legal, IT, HR, Finance, and Business Operations rather than a single product. 
• Represent solutions designed with enterprise security, compliance, privacy, and customer data control in mind. 
• Work closely with Product, Presales, Marketing, Customer Success, and senior leadership. 
• Successful performers can grow into larger territories, strategic accounts, vertical leadership, or sales leadership roles. 
• Join an organization recognized as a Great Place to Work, with employee benefits, learning opportunities, recognition programs, flexibility as per company policy, and team engagement initiatives. 
• This is not a passive account-management role. 

We are looking for professionals who enjoy: 

New Accounts → Discovery → Demo → Business Case → Stakeholder Alignment → Proposal → Negotiation → Closure → Growth 

You will receive support from Product, Presales, Marketing, Customer Success, and Leadership, but you will be expected to own your opportunities and your number. 

If you enjoy building enterprise relationships, solving complex customer problems, competing in the SaaS market, and closing high-value business, we would like to hear from you. 

Business Development Head

Location: Ahmedabad preferred

Experience: 8–10+ years

Employment Type: Full-Time

Role Level: Senior Leadership

About the Role

• We are looking for an experienced and highly driven Business Development Head to take ownership of our business growth and revenue function.
• The ideal candidate should have strong experience in B2B sales and service selling, with a proven track record of bringing enterprise-level clients. The person should have a business-oriented and entrepreneurial mindset and be capable of independently driving growth.
• This is a high-ownership role for someone who can think strategically, operate independently, and build the business development function with an entrepreneurial mindset.

Key Responsibilities

• Own and drive the overall business development and revenue growth strategy.
• Identify, approach, and acquire new B2B and enterprise clients.
• Build strong relationships with CXOs, Founders, HR Heads, CHROs, Procurement Heads, and other key decision-makers.
• Develop and manage a strong sales pipeline and consistently achieve revenue targets.
• Identify new industries, markets, partnerships, and business opportunities.
• Lead high-value commercial negotiations and prepare business proposals and presentations.
• Develop long-term relationships with key clients and identify opportunities for upselling and cross-selling.
• Build and strengthen the company's BD and Sales team and processes.
• Mentor and guide the sales team to improve performance and conversions.
• Track key business metrics including revenue, pipeline, conversion, client acquisition, and retention.
• Work closely with the leadership, operations, and client service teams to ensure smooth delivery and customer satisfaction.
• Represent the company at industry events, networking forums, conferences, and client meetings.
• Provide regular market insights and business growth strategies to the leadership team.

What We’re Looking For

• 8–10+ years of experience in Business Development, B2B Sales, Enterprise Sales, or Service Sales.
• Proven track record of selling B2B services and acquiring enterprise clients.
• Strong understanding of consultative and solution-based selling.
• Experience in service-based businesses, BGV, Tech, Risk & Compliance, Due Diligence, SaaS, or related industries will be an advantage.
• Strong network and ability to build relationships with senior business decision-makers.
• Excellent negotiation, communication, presentation, and relationship-management skills.
• Strong commercial and business understanding with a revenue-first mindset.
• Ability to independently identify opportunities and convert them into business.
• Entrepreneurial mindset with the ability to build, scale, and lead the BD function.
• Strong ownership, accountability, and decision-making skills.
• Ahmedabad-based candidates are preferred.

What This Role Offers

• High level of ownership and autonomy.
• Opportunity to directly influence the company's revenue and business growth.
• Leadership opportunity to build and scale the BD function.
• Direct interaction with senior leadership and enterprise clients.
• Performance-driven growth and incentives.

This is a high-ownership, founder-facing GTM role.

You will be responsible for identifying, engaging and converting enterprise accounts and building a predictable pipeline for Pingbix.

You will work closely with the Founder, Product, Engineering and Customer Success teams to understand customer problems, create business cases, run POCs and convert them into long-term enterprise relationships.

This is not a role for someone who only wants to manage inbound leads.

We are looking for someone who can hunt, sell, build relationships and close.

What You'll Do

Enterprise Sales & New Business

• Identify and acquire enterprise customers across BFSI, fintech, D2C, consumer internet and other high-volume communication businesses.
• Build and manage your own enterprise pipeline.
• Prospect CXOs, founders, CTOs, CIOs, CMO/Head of Growth, Customer Experience and Digital leaders.
• Conduct discovery meetings and understand customer communication challenges.
• Position Pingbix across SMS, WhatsApp, RCS, Voice and AI-powered communication.
• Build business cases and ROI-led proposals.
• Drive POCs from discovery → solution → implementation → commercial closure.
• Own the sales cycle from first conversation to signed contract.
• Build long-term relationships with strategic accounts.

GTM & Market Development

• Identify new ICPs, industries and use cases for Pingbix.
• Develop account-based sales strategies for high-value prospects.
• Research competitors and understand the CPaaS, MarTech and AI communication landscape.
• Work with the Founder to develop new GTM plays.
• Build partnerships and channel opportunities where relevant.
• Help develop repeatable sales processes as the company scales.

Cross-functional Ownership

Work closely with:

• Founder & CEO
• Product
• Engineering
• Solutions / Pre-sales
• Customer Success
• Marketing

to ensure customer requirements are translated into successful deployments.

1. Position Overview

NIT DATA is looking for a senior, revenue-owning enterprise sales professional with a strong track record in IT staffing and technology services sales. The role will focus on acquiring and expanding relationships with premium enterprise organizations, GCCs, technology companies and global organizations looking to build or scale India-based technology teams.

This is an end-to-end hunting and client acquisition role—not a pure SDR, lead-generation or appointment-setting position. The successful candidate will own the commercial journey from ICP/account identification and relationship building through meetings, presentations, solution positioning, proposals, negotiations, client onboarding and revenue generation.

2. What the Candidate Will Sell

·      IT Contract Staffing and Staff Augmentation

·      Contract-to-Hire (C2H)

·      Permanent / FTE Hiring

·      Project-Based Hiring and Technology Teams

·      Remote / Offshore Technology Resources

·      RPO and Recruitment Solutions

·      Dedicated Technology PODs

·      ODC / Offshore Development Models

·      GCC Talent and Team Build-Out

·      BOT (Build-Operate-Transfer) engagements

·      Managed staffing / workforce solutions

3. Core Responsibilities

Enterprise Client Acquisition & New Logo Hunting

·      Identify and target premium enterprise organizations within NIT DATA’s Ideal Customer Profile (ICP).

·      Build and execute account-entry strategies for strategic target accounts.

·      Identify organizations with technology hiring, transformation, GCC expansion, project or workforce requirements.

·      Develop relationships with CXOs, CHROs, CIOs, CTOs, Heads of Engineering, TA Heads, GCC leaders and Procurement stakeholders.

·      Map multiple stakeholders within strategic accounts and build multi-threaded relationships.

·      Generate qualified opportunities through outbound prospecting, referrals, networking, events, LinkedIn and account-based selling.

Staffing & Technology Services Sales

·      Sell contract staffing, C2H, permanent hiring, project-based hiring, staff augmentation, dedicated teams and remote technology resources.

·      Understand staffing commercials including bill rate, pay rate, markup, margin, conversion fees, contract duration, replacement terms and payment terms.

·      Understand MSA, SOW, rate-card and procurement/vendor-onboarding processes.

·      Identify opportunities to move from individual-resource hiring into larger team, POD, project, ODC or managed-service engagements.

GCC / ODC / BOT Business Development

·      Identify organizations setting up, expanding or transforming GCCs in India.

·      Engage GCC Heads, Site Leaders, CIO/CTO organizations, Global TA leadership and Procurement.

·      Position staffing, dedicated teams, ODC, POD and BOT models based on client requirements.

·      Identify GCC build-out opportunities involving leadership hiring, engineering teams, niche technology talent and scale-up requirements.

·      Understand the commercial and stakeholder complexity of offshore / India delivery models.

Global Client & Remote Resource Acquisition

·      Acquire global clients seeking India-based or remote technology resources.

·      Experience selling to US, UK, Europe, Middle East, APAC or other international organizations is preferred.

·      Understand global procurement, vendor onboarding, commercial negotiation and stakeholder-management processes.

·      Build long-term relationships with global organizations that can generate recurring India-based hiring or project opportunities.

Project-Based Hiring & Solution Selling

·      Generate business where clients require teams rather than only individual resources.

·      Identify opportunities across AI/ML, Data, Cloud/DevOps, SAP, Salesforce, ServiceNow, Product Engineering, QA, Cybersecurity and other technology domains.

·      Work with solution/delivery teams to shape the right engagement model.

·      Translate client business and workforce problems into staffing, POD, ODC, BOT or project-based solutions.

End-to-End Sales Ownership

Own the complete commercial lifecycle:

Prospecting → Account Mapping → Relationship Building → Discovery → Meeting → Presentation → Solution → Proposal → Negotiation → MSA/SOW → Onboarding → First Requirement → Fulfilment → Revenue → Account Expansion

·      Conduct client meetings, presentations, workshops and executive discussions.

·      Prepare and present proposals, commercials and solution presentations.

·      Lead negotiations and coordinate internal stakeholders through contract closure.

·      Drive client onboarding and ensure the first requirement is generated quickly.

·      Build repeat business and expand wallet share across accounts.

4. Client Meetings & Travel

·      Comfortable with face-to-face enterprise selling and frequent business travel.

·      Conduct CXO and senior stakeholder meetings.

·      Represent NIT DATA at industry conferences, GCC forums, networking events and client workshops.

·      Travel across major Indian technology markets including Hyderabad, Bengaluru, Chennai, Pune, Mumbai and Delhi NCR as required.

5. New-Age Sales Tools & Technology

The candidate must be comfortable with technology-enabled selling and should have hands-on experience using modern sales intelligence, engagement, CRM and AI productivity tools.

Category

Examples

Prospecting & Account Intelligence

LinkedIn Sales Navigator, Apollo, ZoomInfo, Lusha, Crunchbase, Clay, RocketReach, 6sense or similar

Sales Engagement

Outreach, Salesloft, Apollo Sequences, HubSpot, Salesforce, Zoho, Freshsales

AI & Productivity

ChatGPT, Microsoft Copilot, Gemini, Claude, AI account research, AI email personalization, AI meeting preparation

CRM & Pipeline

Salesforce, HubSpot, Zoho or equivalent CRM; pipeline, forecasting and activity tracking

6. Revenue Ownership

This is a quota-carrying / revenue-generating position. The candidate must be able to demonstrate measurable commercial results from previous roles.

·      New client acquisition

·      New revenue generation

·      Gross margin contribution

·      Strategic account growth

·      Project / team-based revenue

·      GCC / ODC / BOT opportunity creation

·      Pipeline development and forecasting

7. Ideal Candidate Profile

·      8–15 years of B2B sales / business development experience.

·      Strong IT staffing / recruitment / IT services sales background.

·      Proven enterprise client acquisition and new-logo hunting experience.

·      Experience owning the complete sales cycle from prospecting to closure and onboarding.

·      Demonstrated success with contract staffing and project-based hiring.

·      Exposure to GCC, ODC, BOT, offshore delivery or dedicated team models.

·      Experience selling India-based or remote technology resources to global organizations.

·      Strong CXO, HR, TA, Procurement and business stakeholder engagement skills.

·      Excellent presentation, negotiation, consultative selling and relationship-management skills.

·      Willingness to travel extensively for client acquisition and relationship development.

·      Strong adoption of modern sales tools, CRM, sales intelligence and AI-enabled GTM tools.

8. Preferred Industry Background

·      IT Staffing / Workforce Solutions

·      Technology Recruitment

·      IT Services / Digital Engineering

·      Managed Services

·      Offshore Development / ODC

·      GCC advisory / setup ecosystem

·      RPO / Recruitment Solutions

·      Engineering Services

·      Technology Consulting

9. Key Stakeholders the Candidate Should Have Sold To

·      CIO / CTO / CDO

·      CHRO / Chief People Officer

·      VP / Director – Engineering or Technology

·      Head of Talent Acquisition / Recruitment

·      Head of GCC / GCC Site Leader

·      Global TA / Workforce Planning Leaders

·      Procurement / Strategic Sourcing

·      Vendor Management / MSP

·      Business Unit and Delivery Leaders

10. KPIs / Success Metrics

KPI

Measurement

New Enterprise Accounts

Monthly / Quarterly

Qualified Enterprise Meetings

Monthly

New Client Onboarding

Quarterly

New Revenue

Monthly / Quarterly

Gross Margin

Monthly / Quarterly

Sales Pipeline Value

Target coverage / forecast

Project-Based Opportunities

Quarterly

GCC / ODC / BOT Opportunities

Quarterly

Account Expansion

Quarterly

Proposal Conversion

%

Client Retention / Repeat Business

%

11. Interview Evaluation Framework

A. Sales Track Record

1.      What was your annual sales target and achievement percentage?

2.      How many new enterprise clients did you acquire personally?

3.      What was the largest staffing / services client you acquired?

4.      What was the annual revenue and margin attributable to your business?

5.      Describe one client you acquired from zero relationship to active revenue.

B. 90-Day Enterprise Hunting Exercise

Give the candidate 50 premium enterprise/GCC accounts with no existing NIT DATA relationship. Ask for a 90-day account-entry strategy covering ICP prioritization, stakeholder mapping, sales tools, outreach, meetings, presentations, relationship development, proposals and expected pipeline.

C. GCC / BOT / Project Sales Role Play

Scenario: A global company wants to build a 100-member engineering organization in India. Ask the candidate to determine whether staffing, POD, ODC, GCC or BOT is appropriate and conduct a simulated discovery meeting with the GCC Head/CTO.

D. Sales Technology Assessment

·      Ask the candidate to demonstrate how they would use Sales Navigator + Apollo/other intelligence tools to build a target account list.

·      Ask how they identify buying signals and trigger events.

·      Ask how they use AI for account research, personalization, meeting preparation and follow-up.

·      Ask them to show how they manage pipeline and forecasting in CRM.

12. Candidate Success Profile

The ideal candidate should be able to say: “I know which companies to target, I know who the decision makers are, I can get the meeting, conduct the conversation, present the solution, negotiate the commercials, onboard the client and generate revenue.”

Benchmark Profiles / Sourcing References

The following are public professional profiles/pages surfaced during research. They are provided as sourcing benchmarks because their public information overlaps with important parts of the target profile. They are not endorsements or recommendations, and their current availability or interest in a role has not been established

Minimum 2 years of proven experience in B2B or Enterprise sales (preferably in SaaS, IT, or cybersecurity).

● Key Account & Post-Sales Management

● Data Management & Cross-Functional Collaboration

● Sales Campaigns & Client Engagement

● End-to-End Sales Management

Strong B2B SaaS / ERP Sales Profile with outbound and field sales exposure

2

Mandatory (Experience 1): Must have 5+ years in outbound and field sales, with the recent 3+ years in selling ERP solutions/B2B SaaS products

3

Mandatory (Experience 2): Must have independently managed deal sizes around INR 50L ARR

4

Mandatory (Experience 3): Must have experience in lead generation, coordinating demos/POCs with pre-sales, proposal preparation, commercial negotiation, closure, and payment collection

5

Mandatory (Skill 1): Must have owned the full sales cycle: lead generation, coordinating demos/POCs with pre-sales, proposal preparation, commercial negotiation, closure, contracting, and payment collection

6

Mandatory (Skill 2): Must have strong communication and the ability to sell to and interact with CXO profiles

7

Mandatory (Skill 3): Must be proficient with CRM tools and data analysis to drive sales performance, and able to work independently

8

Mandatory (Note 1): This is an IC role

9

Mandatory (Note 2): Must be willing to perform field-intensive work involving frequent client visits

10

Mandatory (Note 3): This is for Tirupur location, but the opportunity is remote as they do not own an office there

11

Preferred (Domain): Must have experience selling to garment or retail industry

Strong B2B SaaS / ERP Sales Profile with outbound and field sales exposure

2

Mandatory (Experience 1): Must have 5+ years in outbound and field sales, with the recent 3+ years in selling ERP solutions/B2B SaaS products

3

Mandatory (Experience 3): Must have independently managed deal sizes around INR 50L ARR

4

Mandatory (Skill 1): Must have owned the full sales cycle: lead generation, coordinating demos/POCs with pre-sales, proposal preparation, commercial negotiation, closure, contracting, and payment collection

5

Mandatory (Skill 2): Must have strong communication and the ability to sell to and interact with CXO profiles

6

Mandatory (Skill 3): Must be proficient with CRM tools and data analysis to drive sales performance, and able to work independently

7

Mandatory (Note): This is an IC role

8

Preferred (Domain): Must have experience selling to garment or retail industry