Business Development Executive

Keka HR; India; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Keka HR in India is seeking a dynamic Business Development Executive (Account Manager) to drive revenue growth by expanding relationships with existing clients in HR SaaS. The role focuses on upselling and cross-selling additional modules aligned with client needs.

The ideal candidate will proactively manage key accounts, conduct regular business reviews, and collaborate with Product, Sales, and CSM teams to develop tailored strategies that maximize retention and expansion.

Qualifications

• Experience in B2B SaaS sales / account management.
• Proven track record of achieving upsell and cross-sell targets.
• Strong understanding of HR SaaS products (Payroll, ATS, PMS, LMS, etc.).
• Excellent communication, negotiation, and relationship-building skills.
• Proficiency in using CRM tools (HubSpot, Salesforce, or similar).
• Self-motivated, proactive, and target-driven with a customer-first mindset.

Responsibilities

• Drive upsell opportunities by identifying additional HR modules that enhance client experience and productivity.
• Develop a deep understanding of client 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.
• 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.
• Build and maintain strong relationships with key stakeholders within client organizations.
• Conduct regular business reviews with clients to assess 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.

Skills

B2B SaaS sales

Account management

CRM tools

Communication

Negotiation

Relationship-building

Upselling

Cross-selling

Client needs analysis

Tools

HubSpot

Salesforce

Job description

Job Title: Business Development Executive

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.