Business Development Executive

Keka Inc.; Delhi; Remote; INR 800,000 - 1,200,000; Full time

Job summary

Keka Inc. is seeking a dynamic Account Manager/Business Development Executive to drive revenue by expanding relationships with existing clients in a remote setup.

You will identify upsell and cross-sell opportunities for HR SaaS modules, understand client needs, and coordinate with Product, Sales, and CSM teams to develop tailored strategies.

The role requires strong communication, relationship-building, and a proactive, target-driven mindset to maximize retention and growth.

Qualifications

• Experience in B2B SaaS sales / account management.
• Proven track record of achieving upsell and cross-sell targets.
• Strong knowledge of HR SaaS products (Payroll, ATS, PMS, LMS).
• Excellent communication and negotiation skills.
• Able to analyze client needs and map to product solutions.
• Proficient with CRM tools (HubSpot, Salesforce).

Responsibilities

• Drive upsell opportunities by identifying additional HR modules for existing clients.
• Understand client usage, needs, and expansion potential.
• Educate clients on value of features, premium plans, or higher-tier services.
• Identify cross-sell opportunities by industry trends and client models.
• Collaborate with Product, Sales, and CSM to craft personalized sales strategies.
• Maintain relationships with key stakeholders and conduct business reviews to align solutions.

Skills

SaaS sales

Upsell targets

CRM tools

Communication

Relationship-building

Client needs analysis

Target-driven

Tools

HubSpot

Salesforce

Job description

Job Title: Business Development Executive

Location: [Remote]

Experience: Experience in B2B Sales / Account Management (preferably in HR Tech / SaaS)

Employment Type: Full-time

Job Overview:

We are looking for a dynamic and results-driven Account Manager to drive revenue growth by managing and expanding relationships with our existing clients. This role is crucial in identifying opportunities for upselling and cross-selling additional HR SaaS modules/products that align with the client’s industry needs.

The ideal candidate will be a proactive relationship builder who understands client pain points, effectively communicates the value of our solutions, and ensures long-term customer success.

Key Responsibilities:

Revenue Growth & Upselling:

• Drive upsell opportunities by identifying additional HR modules that enhance client experience and productivity.
• Develop a deep understanding of the client’s usage patterns, business needs, and expansion potential.
• Proactively engage clients to educate them on the value of additional features, premium plans, or higher-tier services.

Cross-Selling & Business Expansion:

• Identify potential cross-sell opportunities by analysing industry trends and the client’s business model.
• Recommend relevant products/modules that complement their existing setup.
• Collaborate with internal teams (Product, Sales, and CSM) to create personalised sales strategies.

Client Relationship Management:

• Build and maintain strong relationships with key stakeholders within client organizations.
• Conduct regular business reviews with clients to assess their evolving needs and align solutions accordingly.
• Act as a trusted advisor, ensuring client satisfaction and retention while maximising revenue.
• Work closely with the CSM and Sales teams to track customer lifecycle stages and identify expansion opportunities.
• Maintain accurate records of client interactions, upsell/cross-sell efforts, and deal progress in the CRM.
• Share client feedback with internal teams to improve product offerings and service experience.

Key Skills & Qualifications:

• Experience in B2B SaaS sales / account management (preferably in HR Tech).
• Proven track record of achieving upsell and cross-sell targets .
• Strong understanding of HR SaaS products (Payroll, ATS, PMS, LMS, etc.) and how they fit into various industries.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to analyze client needs and match them with the right product solutions.
• Proficiency in using CRM tools (HubSpot, Salesforce, or similar).
• Self-motivated, proactive, and target-driven with a customer-first mindset.

Why Join Us?

• Work with a leading HR Tech SaaS company with a fast-growing customer base.
• Opportunity to make a direct impact by driving revenue growth.
• Collaborative and growth-oriented work culture.