Business Development Executive - Mid Market

Keka HR; Gurugram District; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

Keka is seeking an Account Executive who will collaborate with HR leaders to understand their needs and craft HRMS-based solutions that truly relieve pain points.

You will own the end-to-end sales cycle—from prospecting and discovery to proposal, negotiation, and closure—while partnering with Product, Engineering and Customer Success to deliver value.

This role requires 5–8 years of B2B SaaS sales experience, exceptional communication, and willingness to travel for client engagements across India.

Qualifications

• 5-8 years of experience in B2B SaaS sales with a proven target track record.
• Strong consultative selling and negotiation skills across end-to-end sales cycles.
• Excellent communication, presentation, and interpersonal skills.
• Proficiency in CRM and sales tools (HubSpot, Salesforce, ZoomInfo, Outreach).
• Strategic thinker with a customer-first mindset.
• Self-motivated and metrics-driven in a fast-paced environment.
• Ability to collaborate across teams while working independently with accountability.
• Willingness to travel for client meetings and business development efforts.
• Strong network of industry contacts in HRMS space is a plus.

Responsibilities

• Lead generation, prospecting, and end-to-end sales cycle ownership.
• Discovery calls to understand pain points and business goals.
• Map HRMS to client workflows, tech stack, and priorities.
• Pipeline ownership and opportunity management.
• Collaborate with Product, Engineering, and Customer Success to deliver solutions.
• Negotiation, proposals, pricing, and contract closure.

Skills

B2B SaaS sales

Consultative selling

Negotiation

Communication

CRM tools proficiency

Cross-functional collaboration

Travel ready

HRMS domain knowledge

Tools

HubSpot

Salesforce

ZoomInfo

Outreach

Job description

At Keka, being an Account Executive is more than just a sales role - it's a unique opportunity to collaborate deeply with HR leaders in ways that go beyond traditional sales engagements. Our team is powered by the belief that transformation in HR begins with authentic understanding—and the courage to solve problems, not just sell software.

We don’t just listen to HR pain points; we speak their language. Our team is steeped in the realities of payroll deadlines, compliance pressures, and the pursuit of employee engagement. Because of this deep domain expertise, we become trusted advisors who know what keeps HR up at night and, more importantly, how to bring relief.

Every sales conversation at Keka is a blend of proven science and human storytelling. We deploy leading frameworks - SPIN to uncover real needs, Challenger to bring new perspectives, and our own Emotion Chart to remain attuned to every nuance in the customer journey. But our strength lies in marrying methodology with intuition, connecting on both the rational and emotional level.

Key Responsibilities

• Lead Generation & Prospecting: Identify, engage, and qualify potential customers through inbound and outbound channels including email, calls, LinkedIn, events, and referrals - Own the end-to-end sales cycle- From identifying and engaging prospective customers to driving revenue through successful closures.
• Discovery & Consultation: Conduct in-depth discovery calls to understand customer pain points, business goals, and HR process challenges.
• End to End Solution Selling: Keka AEs are not just storytellers—they’re solution architects. We get technical, mapping Keka’s HRMS capabilities precisely to the customer’s workflows, tech stack, and business priorities. Our consultative approach means delving deep into existing systems, integration needs, and security requirements, then presenting tailor-made solutions that are as robust as they are intuitive.
• Pipeline Ownership: Build and maintain a healthy sales pipeline through consistent follow-ups and opportunity management.
• Collaboration: Collaborating with Product, Engineering, and Customer Success teams to co-create solutions, deliver commitments, and champion customer outcomes.
• Negotiation & Closure: Manage proposals, pricing discussions, and contract negotiations to successfully close new business.
• Proposal & Tender Management: Respond to Requests for Proposals (RFP), Requests for Quotation (RFQ), and Requests for Information (RFI) as per client specifications. Tailor proposals to meet the specific needs and budgets of customers, while ensuring that the company's offerings are presented in the best possible light.
• CRM Management: Using best-in-class tools-CRM, sales enablement platforms, and solution design software to manage relationships, track KPIs, and ensure nothing falls through the cracks.
• Market Intelligence: Stay informed about industry trends, competitor offerings, and emerging HR tech developments to position Keka effectively.
• Performance Metrics: Track KPIs such as pipeline growth, conversion rates, revenue closed, and customer acquisition cost efficiency.
• Continuous Improvement: Continuously learning, sharing insights, and driving improvements in how we sell, document, and serve.

Required Qualifications

• 5-8 years of experience in B2B SaaS sales experience, with a proven record of meeting or exceeding targets.
• Strong consultative selling and negotiation skills with experience handling end-to-end sales cycles.
• Excellent communication, presentation, and interpersonal skills.
• Proficiency in CRM and sales tools (HubSpot, Salesforce, ZoomInfo, Outreach, etc.).
• Strategic thinker with high business acumen and a customer-first mindset.
• Self-motivated and driven by performance metrics in a fast-paced environment.
• Ability to collaborate across teams while working independently with accountability.
• Willingness to travel as required for client meetings and business development efforts.
• A strong network of industry contacts and an understanding of market dynamics in the HRMS solutions space is a plus.

What’s in it for you at Keka?

At Keka, sales isn’t just a transaction- it's a craft, a journey, and a force for positive change across every organization we touch. Join us to rewrite the story of HR, one relationship at a time.

A high-impact role with visibility across Sales and Leadership teams.

Passionate team players for whom sales is the beginning of a lasting partnership and an opportunity to drive meaningful revenue and shape customer relationships.

Transparent rewards for performance and clear career progression paths.

Exposure to cutting-edge HR technology and continuous learning opportunities.

Growth-focused work culture that values initiative and innovation.