Business Development Manager

Brands2be · Greater kolkata area, India

Experience: 4+ years

Industry Experience: B2B SaaS Sales – Mandatory

Employment Type: Full-time

Role Type: Individual Contributor + Team Management

Location: Kolkata

About the Role

We are looking for an experienced and highly driven SaaS Business Development Manager with 4+ years of proven experience in B2B SaaS sales .

The ideal candidate should have hands-on experience selling SaaS products, digital platforms, software solutions, or technology-led products to B2B clients and should be comfortable owning the complete sales cycle independently — from lead qualification and discovery calls to product demonstrations, negotiations, objection handling, and closing.

This is not a purely managerial role. The candidate will be expected to personally handle calls, conduct product demos, generate/qualify opportunities, negotiate with decision-makers, and close deals , while simultaneously managing and driving a business development/sales team toward its targets.

The candidate should also have a strong understanding of digital marketing concepts such as Google Ads, Meta Ads, SEO, lead generation, conversion funnels, and performance marketing , as the SaaS platform being sold is closely connected to digital marketing/business growth.

Key Responsibilities

1. End-to-End B2B SaaS Sales

• Own the complete B2B SaaS sales cycle from lead qualification to closure .
• Conduct discovery calls with prospects to understand their business requirements, challenges, and objectives.
• Personally handle sales calls, product presentations, online meetings, and product demonstrations .
• Clearly communicate the SaaS product's features, benefits, ROI, use cases, and business value.
• Identify decision-makers and build relationships with key stakeholders.
• Handle objections, negotiate commercials, and drive prospects toward closure.
• Follow up consistently with prospects and maintain a healthy sales pipeline.
• Achieve individual monthly, quarterly, and annual revenue targets.

2. SaaS Product Demonstrations

• Conduct compelling and customized SaaS product demos for B2B prospects.
• Understand the prospect's business before every demo and tailor the presentation accordingly.
• Translate technical/product capabilities into clear business benefits.
• Demonstrate how the platform can help clients improve their marketing, lead generation, sales, customer acquisition, or business performance .
• Work closely with product/technical teams when required to address complex client requirements.

3. Lead Conversion & Pipeline Management

• Qualify inbound and outbound leads based on business potential and buying intent.
• Maintain accurate sales pipelines and forecasts.
• Ensure timely follow-ups at every stage of the sales funnel.
• Track lead-to-demo, demo-to-proposal, proposal-to-close and overall conversion ratios.
• Identify bottlenecks in the sales funnel and implement strategies to improve conversions.
• Maintain accurate information in CRM systems.

4. Team Management & Execution

• Manage, mentor, and guide the assigned Business Development/Sales team .
• Set daily, weekly, and monthly activity and revenue targets.
• Monitor individual team performance and sales KPIs.
• Conduct regular pipeline reviews and sales performance meetings.
• Coach team members on prospecting, discovery calls, demos, objection handling, negotiations, and closing techniques .
• Help team members improve conversion rates and achieve targets.
• Lead by example by actively participating in sales calls and closures.
• Build a high-performance, target-oriented sales culture.

5. Digital Marketing Understanding

The candidate must have a practical understanding of digital marketing and should be comfortable discussing the following with B2B prospects:

• Google Ads / Google Search Ads
• Meta Ads / Facebook & Instagram Ads
• SEO
• Lead generation
• Performance marketing
• Conversion funnels
• Landing pages
• Customer acquisition
• Digital campaign performance
• CPL, CPA, ROAS and other basic marketing metrics

The candidate does not necessarily need to be a hands-on digital marketing specialist , but must understand these concepts well enough to confidently sell a SaaS platform associated with digital marketing and business growth.

Mandatory Requirements

• 4+ years of relevant B2B SaaS sales experience.
• Strong experience in selling SaaS products, software platforms, digital products, or technology solutions .
• Proven experience in end-to-end sales and closing deals independently .
• Must have personally handled sales calls and product demos .
• Strong B2B sales and consultative selling experience.
• Experience selling to business owners, CXOs, founders, marketing heads, sales heads, or other senior decision-makers.
• Proven track record of achieving sales/revenue targets.
• Experience managing or mentoring a sales/business development team .
• Strong understanding of sales funnels, pipeline management, forecasting, and CRM.
• Good understanding of Google Ads, Meta Ads, SEO and digital marketing fundamentals .
• Excellent communication, presentation, negotiation, and objection-handling skills.
• Strong commercial acumen and ability to understand client ROI/business requirements.

Preferred Candidate Profile

We are looking for someone who is:

• Sales-driven and target-oriented
• Comfortable making and receiving a high volume of business calls
• Confident conducting SaaS demos independently
• A strong negotiator and closer
• Comfortable speaking with CXOs, founders, and senior management
• Able to understand a client's business problem and map it to a SaaS solution
• Capable of managing both individual sales targets and team targets
• Data-driven and comfortable working with sales KPIs
• Proactive in pipeline generation and follow-ups
• Strong at coaching and developing salespeople
• Comfortable working in a fast-paced SaaS environment

Key Performance Indicators (KPIs)

The selected candidate will be evaluated on:

• Individual revenue achievement
• Team revenue achievement
• Number and quality of qualified opportunities
• Demo-to-proposal conversion
• Proposal-to-closure conversion
• Overall sales conversion rate
• Average deal value
• Sales cycle duration
• New B2B client acquisition
• Pipeline value and accuracy
• Team productivity and target achievement
• Client retention/upsell opportunities where applicable

Education

• Bachelor's degree in Business, Marketing, Management, Technology, or a related field preferred.
• MBA/PGDM in Sales & Marketing will be an added advantage.

Experience That Will Be Highly Relevant

Candidates from the following backgrounds will be preferred:

• B2B SaaS companies
• Marketing SaaS platforms
• MarTech / AdTech companies
• CRM / Sales automation platforms
• Digital marketing SaaS
• Business automation software
• Analytics platforms
• Lead generation platforms
• Marketing technology platforms
• Cloud/software solutions
• Other B2B technology products with a consultative sales process

Candidates whose experience is primarily in traditional FMCG, retail, telecom, insurance, real estate, or non-SaaS sales without meaningful B2B SaaS experience may not be suitable for this position.

What We Are Looking For

A hands-on SaaS sales leader who can sell, demo, negotiate, close, and lead.

The ideal candidate should not only know how to manage a sales team but should be capable of personally taking a prospect from the first conversation → discovery → demo → proposal → negotiation → closure .

If you have a strong track record in B2B SaaS sales, individual deal closures, SaaS demos, digital marketing solutions, and sales team management , we would like to hear from you.