Senior Business Development Manager – Strategic Closures

About Pulp Strategy

strategy

Senior Business Development Manager

Role Objective

convert them

Key Responsibilities

Pipeline Ownership & Conversion

• Own Pre + post-pitch and proposal-stage leads
• Drive qualified prospects to commercial decision in 2–3 weeks
• Track lead health and maintain pipeline movement in CRM

Strategic Follow-Up Execution

• Build insight-driven follow-up flows (value drops, use cases, competitor risk)
• Build and maintain automation discipline in pipe nurturing
• Leverage case studies, ROI narratives, and proposal teasers
• Pre-align budget and stakeholder expectations before final closure call

Stakeholder Navigation

• Engage with CMOs, Marketing Heads, Product Leads, and Brand Teams
• Identify blockers, objections, and authority gaps early
• Know when to escalate, when to nudge, and when to close

Closure Confidence

• Work closely with the Founder for final-stage conversions
• Own conversion outcomes: not just follow-ups, but revenue movement
• Maintain momentum post-proposal; never let high-quality leads drift

Candidate Profile

• 6–9 years in BD, consultative sales, or inside sales for digital/creative/tech services
• Proven record closing projects/retainers worth ₹20L–₹90L+
• Excellent written and verbal communication; strong commercial framing
• Comfortable managing multi-stakeholder enterprise conversations
• Operates with urgency and ownership, not just effort
• Structured with follow-ups, CRM, and reporting
• Not afraid to pick up the phone, challenge objections, or ask for the decision

Performance Metrics

• Pipeline-to-close ratio (target: 10–15%)
• Average closure time per proposal (target: ≤ 21 days)
• Revenue influenced and owned per quarter
• Quality and velocity of lead movement in CRM

Compensation Structure

Component Value

Fixed CTC

Incentive

Bonus

Support

This Is NOT a Fit If:

• You wait for leads to respond, instead of driving decisions
• You rely on others to push the sale forward
• You’ve never closed a strategic deal from proposal to contract
• You need daily supervision or only work inside fixed systems