About the role
Key Responsibilities
- 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.
- 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.
Required Qualifications & Skills
- 8+ 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.
- Strong commercial acumen with the ability to discuss pricing, scope, commercials, and contract terms confidently.