Business Development Lead

About Company

Objective

Key Responsibilities

• Growth & GTM Strategy (Ownership)
• Define ICPs, target industries, buyer personas, and priority geographies
• Design outbound, inbound, ABM, partnerships, and referral strategies
• Own sales budget allocation (tools, events, partners)
• Establish pricing, discounting, and deal governance
• Pipeline & Revenue Ownership
• Build and maintain a qualified pipeline with clear stage definitions
• Own forecasting, closures, collections, and revenue predictability
• Drive enterprise and mid-market deals end-to-end
• Sales Engine & Process
• Define CRM architecture, KPIs, dashboards, and governance
• Standardize proposals, pitch decks, case studies, and RFP responses
• Align sales with marketing and delivery for seamless execution
• Conversion & Onboarding
• Lead solutioning and negotiation for complex deals
• Ensure clean handover from sales to delivery
• Own client expectations during the first 90 days post-signing
  

Candidate Profile

• 10–15 years in IT services / consulting / digital transformation sales
• Proven experience building GTM from scratch
• Strong consultative selling and enterprise deal closure skills
• Hands-on leader who can sell personally
• Experience working closely with founders/CXOs
  

KPIs

• Qualified pipeline value (monthly/quarterly)
• Revenue closed & collected
• Sales cycle duration
• Conversion ratios by stage
• Average deal size