Business Development Manager

Job Title: Business Development Manager

Department: Sales & Partnerships

Reports To: CEO / Head of Growth

Loca?on: India (Ahmedabad preferred; pan-India travel as needed)

Type: Full-Time

Role Summary

The Business Development Manager will be responsible for acquiring and managingpartnerships, driving offline lead genera?on through CA networks, SME ecosystems, expos,and building a scalable partner acquisi?on pipeline (e.g., Tally resellers, GST centers). The rolerequires strategic thinking, field hustle, and rela?onship-building skills to posi?on Accoma?onas the trusted solu?on for accoun?ng automa?on.

Key Responsibili?es

• Partnership Development
  

? Iden?fy, onboard, and manage channel partners like Tally resellers, GST Suvidha
Kendras, and accoun?ng consultants.? Develop a partner enablement program with sales kits, training, and referral tracking.? Ensure partner performance against lead and conversion KPIs.

• CA Network Engagement
  

? Liaise with regional ICAI chapters, BNI, IMA, and local CA groups.
? Organize workshops, presenta?ons, and product demos for prac?cing CAs andaccoun?ng firms.? Onboard firms to the pla?orm and ensure their clients join as well.

• Offline Events & Field Outreach
  

? Plan and execute par?cipa?on in expos, trade fairs, and accoun?ng conclaves.
? Represent Accoma?on at booths, generate qualified leads, and build brand presence.? Track ROI for each event; ensure lead-to-trial and trial-to-paid conversion.

• Strategic Sales Enablement
  

? Personally meet 1015 CA firms or SME clusters per month to pitch the pla?orm.
? Use case studies, ROI calculators, and demos to convert them into trial users.? Collect field intelligence (pricing objec?ons, feature requests, user behavior).

• Referral & Word-of-Mouth Programs
  

? Launch and monitor referral programs for partners and users.? Work with Customer Success to iden?fy power users and convert them into brandadvocates.KPIs / Success Metrics? Channel partners onboarded: Min. 5 per quarter? CA firm demos: 10+ per month? Offline leads generated: 300+ per quarter? Trial to paid conversion rate from offline sources: >15%? Partner-sourced revenue contribu?on: 20%+ of total MRR? Event ROI tracking: Cost per lead < ?1,200; partner leads closed ? 5 per quarter

Desired Skills & Experience

? 48 years experience in business development, preferably in SaaS, ERP, accoun?ng, ortech solu?ons for SMEs? Strong connec?ons with CA communi?es, tax consultants, or local business networks? Excellent communica?on, pitching, and nego?a?on skills? Proven experience in handling partnerships and offline lead gen? Willingness to travel and conduct field mee?ngs/demos across ci?es? Proficient in CRM and sales tracking tools (Zoho CRM, HubSpot, etc.)Skills: business development,accounting software,saas,it sales,crm,channel partners,software marketing,kpi,customer demos,software sales