Position: Sales Manager - Account Based Marketing & SaaS / Virtual CFO Sales
Company: ViTWO
Location: Kolkata, India (HQ) — open to hybrid/remote with travel for key accounts
Department: Sales & Business Development
Reports To: Head of Sales / Business Head
Employment Type: Full time
About ViTWO
ViTWO is a leading provider of Virtual CFO services and finance automation SaaS solutions for startups, MSMEs, and growing enterprises across India. We help businesses with accounting, compliance, MIS, fund management, and intelligent financial analytics and through our ViTWO.ai platform, we are extending that expertise into AI-driven ERP, automation, and HRMS (Claimz) products. We're building a sales organization that can sell both a high-trust advisory service (Virtual CFO) and a scalable product (SaaS) into the same target market of MSMEs and growth-stage companies.
Position Summary
We are looking for a Sales Manager - ABM & SaaS/Virtual CFO Sales to own revenue growth across two connected motions: building and executing Account Based Marketing (ABM) programs to identify and engage high value target accounts, and converting those accounts into customers of ViTWO's SaaS platform and Virtual CFO services. This is a hybrid strategist and closer role equal parts pipeline architect and quota carrying seller, ideal for someone who understands both B2B SaaS sales motions and consultative, relationship led selling of financial advisory services.
Key Responsibilities:
Account-Based Marketing (ABM)
- Define and maintain an Ideal Customer Profile (ICP) for both SaaS and Virtual CFO offerings, segmented by industry, revenue size, and finance maturity.
- Build target account lists and run multi channel ABM campaigns (email, LinkedIn, events, webinars, partner referrals) in coordination with the marketing team.
- Personalize outreach and content for named accounts and buying committees (CXOs, founders, finance heads).
- Track account engagement and partner with marketing to refine messaging, sequencing, and campaign ROI.
- Identify and develop channel/referral partnerships (CAs, consultants, industry bodies) that feed qualified accounts into the pipeline.
Sales - SaaS & Virtual CFO Services
- Own the end-to-end sales cycle for both product lines: prospecting, discovery, solution mapping, proposal, negotiation, and closing.
- Run consultative discovery conversations to diagnose a prospect's finance/operations pain points and recommend the right mix of SaaS tools and/or Virtual CFO engagement.
- Build and deliver tailored pitches/demos and commercial proposals for founders, CFOs, and finance leaders.
- Manage and forecast a healthy pipeline in CRM; report accurately on stage, value, and close probability.
- Negotiate contracts and pricing within approved guidelines; close new business and expand existing accounts (upsell/cross-sell SaaS ↔ Virtual CFO).
- Collaborate with delivery/CFO advisory teams to ensure smooth handoff and onboarding post-sale.
- Stay current on competitor offerings, market trends, and customer needs to inform positioning.
Account & Relationship Management
- Act as the relationship owner for key accounts through the sales cycle and into early post-sale stages.
- Gather customer feedback to inform product and service improvements.
- Represent ViTWO at industry events, webinars, and networking forums to build the brand and generate leads.
What You will Need Required:
- 5 to 8 years of B2B sales experience, with exposure to either SaaS/software sales or professional/financial advisory services sales (both is a strong plus).
- Demonstrated experience running or contributing to ABM campaigns and working closely with a marketing function.
- Strong consultative selling skills - comfortable discussing financial operations, compliance, and business problems with founders and finance leaders.
- Proven track record of meeting/exceeding sales targets and managing a multi-stage pipeline.
- Excellent communication, presentation, and negotiation skills.
- Proficiency with CRM tools (HubSpot, Zoho, Salesforce, or similar) and basic sales analytics.
- Bachelor's degree in Business, Finance, Marketing, or related field (MBA preferred).
- Prior experience selling to MSMEs, startups, or finance/accounting decision makers.
- Familiarity with the Virtual CFO, fintech, or accounting software landscape in India.
- Experience with LinkedIn Sales Navigator and ABM/marketing automation tools (e.g., HubSpot, Apollo, 6sense).
- Existing network among CAs, business consultants, or startup ecosystem players.
Success Metrics (First 12 Months)
- Pipeline generated through ABM sourced target accounts.
- New logo acquisition and revenue closed across SaaS and Virtual CFO lines.
- Conversion rate from target account → qualified opportunity → closed won.
- Account expansion/cross-sell revenue (SaaS clients upgraded to Virtual CFO or vice versa).
- CRM hygiene and forecast accuracy.
What ViTWO Offers
- Opportunity to shape the sales motion for a fast-growing, dual-offering business (SaaS + advisory).
- Direct exposure to founders, CXOs, and finance leaders across India's MSME and startup ecosystem.
- Competitive fixed compensation + performance-linked incentives.
- A collaborative, founder-led culture with room to grow into a senior sales leadership role.
How to Apply
Interested candidates can send their resume and a short note on relevant ABM/SaaS/advisory sales experience to [[email protected]] with the subject line "Sales Manager – ABM & SaaS/Virtual CFO Sales."
Note: Compensation, exact reporting line, and seniority (Manager vs. Senior Manager) can be adjusted based on the candidate pool and internal benchmarking.
Pay: ₹700,000.00 - ₹1,200,000.00 per year
Benefits:
- Cell phone reimbursement
- Health insurance
- Internet reimbursement
- Leave encashment
- Paid sick time
- Paid time off
- Provident Fund
Ability to commute/relocate:
- Kolkata, West Bengal: Reliably commute or planning to relocate before starting work (Required)
Application Question(s):
- Are you currently working- If 'yes' what is your notice period?
- What is your current Fixed CTC? (INR)
- What is your expected fixed CTC? (INR)
Experience:
- B2B sales: 5 years (Required)
Location:
- Kolkata, West Bengal (Required)
Work Location: In person
