Business Development Manager (BDM) – SMB & Enterprise Sales

e-Stone Information Technology Private Limited; Mumbai; On-site; INR 1,200,000 - 2,100,000; Full time

Job summary

e-Stone Information Technology Private Limited in Mumbai seeks a results-driven Business Development Manager to lead SMB, Mid-Market, and Enterprise sales and own the end-to-end lifecycle.

You will craft outbound strategies, build a robust pipeline, manage contracts, and expand ARR while forming executive relationships with CXOs and procurement teams.

Ideal candidates have 3–8 years of B2B IT services or SaaS sales, strong negotiation skills, and a track record of hitting revenue targets.

Qualifications

• 3–8 years of experience in B2B sales, preferably in IT services, AI, cloud, SaaS, or managed services.
• Strong consultative selling, negotiation, and relationship management skills.
• Experience selling to both SMB and Enterprise customers.

Responsibilities

• Achieve monthly, quarterly, and annual revenue targets.
• Build and maintain a healthy sales pipeline across SMB and Enterprise segments.
• Generate recurring revenue through managed services and long-term contracts.
• Drive upselling and cross-selling opportunities within existing accounts.
• Identify and acquire new SMB and Enterprise customers.
• Manage the complete B2B sales lifecycle from lead generation to contract closure.
• Conduct discovery meetings, solution demonstrations, and executive presentations.
• Prepare commercial proposals, quotations, and negotiate contracts.
• Build relationships with business owners, founders, CXOs, and procurement teams.

Skills

B2B sales

Account management

CRM

Education

Bachelor’s degree in Business

Tools

CRM (e.g., Salesforce)

Job description

The Business Development Manager (BDM) – SMB & Enterprise Sales is responsible for driving new customer acquisition and revenue growth across Small & Medium Businesses (SMB), Mid-Market, and Enterprise accounts. The role owns the complete sales cycle—from prospecting and lead qualification to proposal development, commercial negotiations, deal closure, and account expansion.

This is a revenue-generating role with clearly defined sales targets and a strong focus on acquiring new customers, increasing annual recurring revenue (ARR), and building long-term client relationships.

Key Responsibilities

Revenue Generation

• Achieve monthly, quarterly, and annual revenue targets.
• Build and maintain a healthy sales pipeline across SMB and Enterprise segments.
• Generate recurring revenue through managed services and long-term contracts.
• Drive upselling and cross-selling opportunities within existing accounts.
• Identify and acquire new SMB and Enterprise customers.
• Manage the complete B2B sales lifecycle from lead generation to contract closure.
• Conduct discovery meetings, solution demonstrations, and executive presentations.
• Prepare commercial proposals, quotations, and negotiate contracts.
• Build relationships with business owners, founders, CXOs, and procurement teams.

Business Development

• Develop outbound sales strategies using email, LinkedIn, cold calling, networking, referrals, and partner channels.
• Generate qualified leads through strategic prospecting.
• Identify new market opportunities and target industries.
• Build strategic partnerships to accelerate revenue growth.

Account Management

• Maintain long-term relationships with customers.
• Identify opportunities for account expansion and renewals.
• Ensure a smooth transition from sales to project delivery.
• Improve customer retention and lifetime value.
• Maintain accurate CRM records and pipeline updates.
• Forecast monthly and quarterly revenue.
• Monitor sales performance and conversion metrics.
• Collaborate with marketing and technical teams to improve win rates.

Key Performance Indicators (KPIs)

• Monthly & Quarterly Revenue Achievement
• New SMB Customers Acquired
• Average Deal Size
• Annual Recurring Revenue (ARR)
• Gross Margin
• Customer Retention Rate
• Upsell & Cross-sell Revenue
• Forecast Accuracy

Required Qualifications

• Bachelor’s degree in Business, Marketing, IT, or a related field.
• 3–8 years of experience in B2B sales, preferably in IT services, AI, cloud, SaaS, or managed services.
• Demonstrated track record of achieving or exceeding sales targets.
• Strong consultative selling, negotiation, and relationship management skills.
• Experience selling to both SMB and Enterprise customers.

Preferred Experience

• AI & Automation Solutions
• Managed IT Services
• Cybersecurity
• Digital Transformation
• Google Workspace & Microsoft 365
• E-commerce & Marketplace Solutions

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