We are seeking a full-cycle Business Development Manager to generate and close Darwinbox opportunities across Satori's mid-market territory. You will own your number end-to-end: building pipeline through outbound prospecting and CXO engagement, running discovery and demos, and closing — while also expanding wallet share inside Satori's existing client base. You will have commercial cover from the BD Lead on complex negotiations, and considerable latitude everywhere else. We care more about how you sell than what you have sold. If you have carried a quota in enterprise technology and can hold a serious conversation with a CXO, the HR domain is learnable and we will invest in teaching it.
KEY RESPONSIBILITIES
Pipeline Generation
- Build and maintain a qualified enterprise pipeline through outbound prospecting, referrals, LinkedIn Sales Navigator, partner introductions, and events.
- Identify and target net-new accounts (1,000–3,000 employees) across Satori's focus verticals, working a researched account map rather than a generic list.
- Register and progress Darwinbox partner-sourced leads through the co-sell process, maintaining a healthy mix of inbound and self-sourced opportunity.
- Hold consistent daily prospecting activity against agreed volume and quality standards
Consultative & Solution Selling
- Run structured discovery to surface HR process gaps, compliance load, and transformation goals before positioning Darwinbox.
- Engage CXOs and functional leaders — CHRO, HR Operations, IT, Finance — on business outcomes rather than feature lists.
- Deliver product demonstrations tailored to the persona in the room, and build tailored "why Darwinbox / why Satori" value narratives.
- Position Darwinbox against the competitive set — SAP SuccessFactors, Oracle HCM, Workday, PeopleStrong — using the practice's battlecards and positioning. Collaborate with pre-sales and delivery on solution scoping, effort estimation, and proposal development to keep proposals technically credible.
Account Expansion & Retention
- Grow wallet share within existing Satori and Darwinbox accounts through structured upsell and cross-sell into AMS, additional modules, and integration work.
- Secure warm CHRO introductions from Satori's existing client relationships and convert them into qualified pipeline.
- Own post-sale commercial continuity alongside delivery — renewals, expansion conversations, and reference building
Deal Progression & Close
- Manage multi-stakeholder deals with 3–6 month cycles, working account plans that cover champion identification, economic buyer access, and risk mitigation.
- Navigate procurement including RFPs, security questionnaires, and vendor evaluation frameworks common in mid-market buying.
- Lead commercial discussion within approved pricing guardrails, escalating non-standard terms, discounting, and contractual redlines to the BD Lead.
- Drive mutual close plans with clear milestones and stakeholder alignment to compress cycle time.
Pipeline & CRM Discipline
- Maintain accurate deal stages, contact data, activity logs, and next steps in Darwinbox's partner CRM and Satori's internal CRM.
- Submit weekly forecasts with confidence-weighted projections, risk flags, and coverage against quarterly targets — and be able to defend every number.
- Contribute win/loss insights, objection patterns, and competitive intelligence back into the practice's GTM playbook.
Pay: ₹14,057.92 - ₹58,313.86 per month
Work Location: Hybrid remote in Bengaluru, Karnataka
