Business Development and Pre-Sales Executive

TheWorkCompany; Delhi; On-site; INR 900,000 - 1,400,000; Full time

Job summary

TheWorkCompany in Delhi is seeking a proactive pre-sales professional to own the end-to-end B2B SaaS sales process, from discovery to pilot and close. You will work with product and engineering teams to tailor solutions and deliver compelling demonstrations that translate technical capabilities into business value.

Ideal candidates bring strong discovery, presentation, and client-facing skills, with a passion for turning conversations into opportunities and revenue.

Qualifications

• Ability to identify customer needs and translate into business value.
• Strong verbal and written communication for client-facing interactions.
• Experience preparing demos, proposals, or RFP responses.

Responsibilities

• Identify potential customers, partners, and market opportunities.
• Generate and qualify B2B leads through outreach, partnerships, events, and inbound opportunities.
• Conduct discovery calls to understand customer needs, workflows, challenges, and priorities.
• Translate customer requirements into clear solution recommendations.
• Prepare and deliver product demonstrations tailored to each prospect.
• Develop proposals, presentations, RFP/RFI responses, solution documents, and pilot plans.
• Support PoCs and pilots with product and engineering teams.
• Maintain a disciplined CRM pipeline and follow opportunities through the sales cycle.
• Ensure smooth handoff from pre-sales into implementation or customer success.
• Bring customer and market insights back to product and leadership.

Skills

Discovery & requirements gathering

Product demonstrations

Proposal development

Pre-sales / solution consulting

Sales cycle management

Technical storytelling

CRM pipeline management

Tools

CRM (e.g., Salesforce)

Job description

This is not a pure sales role and not a pure technical role.

You will work across the sales cycle:

Prospect Discover Solution Demo Proposal Pilot Close

You should be comfortable opening conversations with potential customers, understanding their problems, demonstrating technology, developing proposals, and working with product and engineering teams to shape the right solution.

What You Will Own

• Research and identify potential customers, partners, and market opportunities.
• Generate and qualify B2B leads through outreach, partnerships, events, and inbound opportunities.
• Conduct discovery calls to understand customer needs, workflows, challenges, and buying priorities.
• Translate customer requirements into clear solution recommendations.
• Prepare and deliver compelling product demonstrations tailored to each prospect.
• Develop proposals, presentations, RFP/RFI responses, solution documents, and pilot plans.
• Support proof-of-concepts and pilots with product and engineering teams.
• Explain AI, SaaS, APIs, workflows, and technical capabilities in clear business language.
• Maintain a disciplined CRM pipeline and follow opportunities through the sales cycle.
• Ensure smooth handoff from pre-sales into implementation or customer success.
• Bring customer and competitive insights back to product and leadership.

How Success Will Be Measured

We care about business outcomes, including:

• Qualified opportunities created
• Customer discovery meetings
• Demos and proposals delivered
• Qualified pipeline generated
• Pilot/PoC conversion
• Proposal-to-close conversion
• Sales-cycle progression
• New customers and partnerships
• Quality of customer and market insights

Who We Are Looking For

Ideally, you bring:

• 36 years of experience in B2B SaaS, technology sales, pre-sales, solution consulting, or business development
• Strong discovery, presentation, and client-facing skills
• Ability to understand technology and translate it into business value
• Experience preparing demos, proposals, presentations, or RFP responses
• Strong written and verbal communication
• Commercial curiosity and comfort with prospecting and follow-up
• Familiarity with AI, SaaS products, APIs, integrations, automation, or enterprise technology
• Strong organization and ownership of multiple opportunities simultaneously
• Comfort working closely with founders, product teams, and engineers

You do not need to be a software engineer, but you should be technically curious enough to understand how products work and confidently discuss them with customers.

You Will Thrive Here If

You naturally ask:

What problem is the customer actually trying to solve?
Why does it matter?
Can our technology solve it?
How do we demonstrate that quickly?
And what needs to happen to move this opportunity forward?

We are looking for someone who can create opportunities, understand customers, demonstrate solutions, and help turn conversations into business.