Business Development Manager (Consultative B2B Sales – FinTech)

About Firmway:

Firmway is a fast-growing FinTech company redefining how enterprises automate critical finance functions, including balance confirmations, Reconciliations, MSME Compliance, GST, 26AS matching, and Data Management. Since inception in 2016, we’ve partnered with 650+ leading corporate brands and audit firms—including Mahindra & Mahindra, Tata Group, Asian Paints, United Breweries, and Lupin—to eliminate manual efforts, enhance accuracy, and ensure compliance.

Role Overview:

We are seeking a driven and strategic Business Development Manager with a strong aptitude for consultative selling and building long-term client relationships. This role involves engaging with CFOs, Finance Heads, and other key decision-makers to identify business needs and provide tailored solutions from Firmway’s suite of automation tools.

Key Responsibilities:

• Consultative Sales Approach:

  Understand client pain points through deep discovery conversations and offer Firmway solutions as strategic enablers rather than just products.

• Client Engagement:

  Build trusted advisor relationships with finance decision-makers, including CFOs, Controllers, and Audit Partners.

• Sales Cycle Ownership:

  Manage the entire sales process from lead generation and qualification to demo, negotiation, and closure.

• Relationship Management:

  Ensure continuous engagement post-sale to foster retention, upselling, and referrals.

• Strategic Targeting:

  Prioritize key accounts and industries, leveraging insights to craft customized pitches.

• Collaboration:

  Work closely with the marketing, product, and customer success teams to align on messaging and client feedback.

• Pipeline Management:

  Maintain an accurate CRM with all interactions, opportunities, and progress. Domain education. Understand and explain how our solutions impact audit accuracy, statutory compliance, and finance team efficiency, addressing core business risks and cost-saving potential.

• Client Enablement:

  Guide stakeholders through the implementation journey, addressing concerns around data privacy, ERP integration, and internal change management.

• Influence Buying Committees:

  Navigate multi-level approvals by building internal champions and proactively engaging influencers such as CFOs or departmental heads.

• Presales Team:

  Collaborate closely with the presales team to deliver product demonstrations, resolve all technical queries from clients, and drive the engagement to a successful closure.

Ideal Candidate Profile:

• Proven experience in

  consultative B2B software sales

  , ideally selling to finance departments or within

  SaaS/FinTech domains.

• Strong interpersonal skills with a passion for building long-term relationships.
• Excellent communication and presentation skills to engage confidently at

  the CXO level.

• Capability to deeply understand client processes, objections, and tailor solutions accordingly.
• Self-starter with a proactive attitude and a track record of exceeding targets.
• Familiarity with CRM tools and reporting.

Qualifications:

• Bachelor’s degree in Business, Finance, or related field.
• 3 to 4 years of experience in

  B2B software or enterprise SaaS solution sales.

• Experience in a startup or high-growth environment is a plus.
• Understanding of finance and accounting processes is a strong advantage.