AVP - Business Development (M&A Closures - EMEA)

About Tracxn

• Tracxn is a Bangalore-based product company providing a research and deal-sourcing platform for Venture Capital, Private Equity, Corporate Development teams & professionals operating across the global startup ecosystem.
• We are a 750+ member team serving clients globally.
• Tracxn is backed by SAIF Partners, Accel, Sequoia, and marquee angels.

Position Overview

• We are looking for a seasoned sales professional with a proven track record to join us as AVP - Business Development for EMEA Market
• This role is a senior management role. You will be responsible for building & managing a high performing sales team which will directly report to you.
• This is a front-end role focused on driving closure of high-value M&A-related subscriptions, working closely with Corporate Development teams, Strategy teams, and M&A Teams.
• The position is based out of Bangalore, where you will work closely with your team and reach out to prospects remotely, over calls, emails and video conferences. Please note the role does not involve traveling to clients location.
• The timings for this position are 12:.00 pm to 9.00 pm.

Key Responsibilities

• Develop a 360 understanding of Tracxns product ,customer categories and competitors

  -Develop a thorough understanding of Tracxns products and offering

- Understand how M&A, Corp Dev, and Strategy teams use Tracxn for sourcing, market mapping, benchmarking, and tracking acquisition opportunities.

- Track global and EMEA-specific M&A trends.

- Monitor competitors activity globally. Stay updated about price points, new products/offerings launched

- Identify new M&A use cases for upsells.

• Implement the M&A Sales Playbook

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• Allocate accounts to your team members

- Prioritise customers on the basis of relevance of their use case, sales conversion ratios, potential market size , engagement with Tracxns marketing initiatives etc

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• Ensure inbound leads are serviced in a timely fashion

- Ensure all leads are reached out in a timely fashion. Plan for contingencies such as Lead owner on leave, more leads assigned to a person than he can handle, multiple owners of a lead etc

- Ensure the team is using the Sales Playbook to reach out to leads in the most optimal way. Train and assist the team to customize the sales pitch according to the prospects and the situation

• Ensure healthy sales pipeline through outbound

- Train and help the team members in generating demos via outbound - sending cold emails to the relevant contacts in the accounts assigned to them. Ensure the Sales Playbook is used by the team

- Ensure regular activity in all the accounts assigned. Re-allocate accounts with no activity from salesperson, new joinees, salesperson leaving the team etc.

Complete Ownership of M&A Closures EMEA

- Completely own a territory and take responsibility of closures

You will be individually assigned accounts as well which you will be required to close

-You will be responsible for the closures of your team as well and ensure that sales closures are happening at their end as well

- Supervise and proactively assist team members where your intervention may be required to close the sale. Brainstorm and customise the sales pitch according to the prospect

- Train and help the team members in preparing for the demos. Review the pre-demos notes filled by the sales team and suggest improvements

- Train and help the team members on how to push for closure once demo is done

Manage Sales Operations - Conduct 1-on-1s with your team on a daily basis.

Solve closure related customer queries. For ex: Missing use case, Pricing issues etc. Help team members in closure if needed

• Review the work done by the team, including new reach-outs done, follow ups made, demos given, sales pipeline created. Provide pointed feedback and improvement areas on the approach, quality and throughput of the work done. Take feedback from top management on decisions taken.

• Build and Manage your team

• Actively involved in hiring and building the team
• Identify training needs of your team members to reach their peak potential. Employ different training and mentoring methods for different team members, as needed
• Responsible for performance management within the team including appraisals, monthly ratings, discipline, etc

• Track conversion funnel and provide strategic input

• Closely monitor the conversion funnel of your team - sales pipeline, leads reached out to, demos set up, post demo follow ups, and closures
• Regular updates for the Leadership Team and the Board on key sales metrics including new customers, renewals, churns, and growth rate etc. Identify the bottlenecks and update management
• Analyse issues raised by customers. Provide feedback to Product, Business and Customer Success teams to improve the customer life cycle and experience

• Improve the Sales Playbook

• Work with the Central Business Team and pick projects to help improve the Sales Playbook. You can work on mailers (reach-out, follow-ups), collaterals, pitch across customer categories
• Evolve Sales Playbook after understanding latest global practices, feedback from the BD team, interaction with the customers, past experience etc.

Here is what we are looking for:

• Experience required in Enterprise/Institutional Sales/Account Management (experience in cross-border Remote Sales / Inside Sales / Concept selling is a plus)
• B2B SaaS Sales experience is a plus
• At least 3 years in sales closures
• Prior team handling experience is preferred
• Flexible, organized and able to handle competing priorities
• Ready to relocate to Bangalore

What can you expect at Tracxn?

• Meritocracy Driven, Candid Culture. No Politics.
• Like Minded Intellectually Curious Colleagues.
• High Paced Learning. Continuous Mentorship to help Achieve Peak Potential
• Learn to Manage Multi-Tier Reporting

Founders

• Neha Singh (ex-Sequoia, BCG | MBA - Stanford GSB)
• Abhishek Goyal (ex-Accel Partners, Amazon | BTech - IIT Kanpur)