Sales Manager

BDO India · Gurugram, India

About Company

BDO is a global network of professional services firms with a presence in over 166 countries, revenue of over USD 14 billion, and experience of over 60 years. Its a leading service provider for the mid-markets with client service at its heart.

BDO India Services Private Limited (or ‘BDO India’) is the India member firm of BDO International. BDO India offers strategic, operational, accounting and tax, and regulatory advisory & assistance for both domestic and international organizations across a range of industries. BDO India is led by more than 300+ Partners & Directors with a team of over 10,000 professionals operating across 14 cities and 20 offices. We expect to grow sizably in the coming 3-5 years, adding various dimensions to our business and multiplying and increasing the current team size multi-fold.

Role Summary

The Sales Manager owns the end-to-end sales cycle from qualified lead to signed engagement for e-invoicing and tax technology opportunities in an assigned market. The role combines domain credibility (e-invoicing, VAT compliance, digital reporting) with commercial execution: pitching, demonstrating, proposing, negotiating and closing. Sales Managers on the multi-country track additionally develop business cases that extend beyond e-invoicing into the broader tax technology and finance transformation offering.

Key Responsibilities

• Own the complete sales cycle from lead handover to closure for the assigned country or multi-country portfolio.
• Manage all client interactions across the cycle — first pitch, product demonstration, proposal, commercial negotiation and contracting.
• Pitch and demonstrate the solution credibly from both a domain (compliance, VAT, digital reporting) and technology (integration, architecture) perspective, supported by Pre-Sales for deep-dive sessions.
• Build negotiation strategy for large opportunities, including pricing construct, phasing and risk positions, with Director/Partner support.
• Ensure timely and accurate delivery of client requirements during the sales cycle — requirement documents, clarifications, commercial responses.
• For multi-country pursuits: proactively reach out to target accounts and develop the business case for a multi-country solution extending beyond e-invoicing.
• Maintain rigorous pipeline hygiene in CRM — stage discipline, forecast accuracy and loss analysis.
• Target the replacement market (clients on incumbent ASP/e-invoicing providers) alongside net-new mandate-driven demand.
• Coordinate with the local member firm and internal service lines to leverage existing client relationships in the assigned market.

Required Skills & Experience

• 7–12 years of B2B solution sales experience, with direct experience selling e-invoicing, tax technology or adjacent compliance/ERP-linked software in at least one international market.
• Working understanding of e-invoicing and digital reporting frameworks in the assigned geography (e.g. UAE/Oman five-corner Peppol model, Malaysia MyInvois, EU frameworks).
• Proven solution-selling track record with multi-stakeholder enterprise deals (Tax, Finance, IT, Procurement).
• Strong knowledge of enterprise sales process and the decision-making structures of CFO/Tax/IT organisations.
• Confident demo and presentation delivery; able to handle domain and technical objections independently.
• Willingness to be based in, or travel extensively to, the assigned market.