Business Development Representative - Partnerships

Keka Inc.; Karnataka; Hybrid; INR 1,000,000 - 1,400,000; Full time

Job summary

Zenskar is an AI-native revenue automation platform that streamlines the order-to-cash cycle from contract to cash. The Business Development Representative - Partnerships works with the Head of Partnerships to generate qualified partner meetings and build a scalable outbound program across channels.

Location: Hybrid; 3 days per week in the office. The role emphasizes collaboration, strategic partner outreach, and relentless execution to drive growth and early-stage expansion.

Qualifications

• 1+ year of experience as a business development representative (or related role) at a B2B SaaS company.
• Strong outbound prospecting and multi-channel outreach skills.
• Ability to build and manage a high-quality partner pipeline.

Responsibilities

• Source and qualify partner opportunities through multi-channel outreach.
• Build and maintain partner records, pipelines, and templates in the CRM.
• Collaborate with Head of Partnerships to run outbound partner-sourcing motions.

Skills

Business development

Sales outreach

CRM tools

Lead generation

Tools

CRM systems

Lead databases

Sales engagement tools

ChatGPT

Job description

Business Development Representative - Partnerships

1-2

Head Office

Full-Time

Zenskar is an AI-native revenue automation platform built to handle real-world complexity.

It sits between your CRM and ERP automating everything in between: billing, revenue recognition, collections, usage metering, and analytics. Across any pricing model, any entity structure, any currency.

Our vision: Zero-Touch Finance. Agents execute. Humans supervise. Finance teams set the rules. Zenskar runs them.

Founded by Apurv Bansal and Saurabh Agarwal , second-time founders whose previous startups were acquired by Snapdeal and Gaana. The team brings experience from Google, Deutsche Bank, Elevation Capital, IIT Bombay, IIT Delhi, and Harvard Business School.

We raised $15M in Series A funding in April 2026, led by Susquehanna Venture Capital, Bessemer Venture Partners, Shine Capital, and Rho, with participation from Rocketship, J-Ventures, Future Back Ventures by Bain & Company, and Converge.

The funding is being used to expand our Agents Marketplace and scale operations, not headcount.

See how Zenskar automates the full order-to-cash cycle, from contract to cash,

without spreadsheets, workarounds, or engineering tickets.*

The Problem We're Solving

Finance teams aren't struggling because they lack AI tools. They're struggling because the systems underneath those tools were built for a simpler world. These systems label real-world complexity as edge cases and force teams into costly, error-prone workarounds: revenue leakage, delayed collections, audit risk, and finance teams buried in grunt work.

Bolting AI onto these broken foundations is as good as a Ferrari engine on a horse-drawn carriage. Zenskar is purpose-built from the ground up: the architecture handles complexity natively, so AI actually works.

It combines foundational flexibility + deterministic calculation + purpose-built AI agents to deliver end-to-end automation across the order-to-cash cycle - without workarounds, without engineering tickets.

The B2B billing and revenue automation market is $2B today, projected to reach $10B by 2030.

What Customers Say

"We're saving 200+ hours/quarter on invoicing and receivables by completely automating our recurring billing."

"Zenskar automates revenue recognition accurately for our value-based billing: agents reducing manual hours by 70%."

"Zenskar’s agents automated 90% of our billing, integrated with our CRM, and accelerated revenue collection by a month."

• Ming Lui, VP Finance, Yembo

"Sardine had spent 4 years running billing in-house for high-volume, usage-based pricing. Zenskar took care of it all."

• Sardine team

"We launched our product 4 months faster instead of building an in-house system for our usage-based pricing."

About this role

Where we are today

Zenskar has strong product-market fit and a repeatable sales motion, built by:

• 5 Account Executives
• A 7-member pre-sales and post-sales team

More than 80% of our customer base is in the US, revenue has doubled in the last six months, and we are on track for 4x growth this year. Much of that growth came from high-ACV customers sourced by our outbound BDR team. That team of ten built our tech stack, messaging, and processes from scratch, and it continues to self-manage and iterate on what works.

Why partnerships, and why now

The CFOs and controllers we sell to rely on their advisors. VC/PE firms, fractional CFO networks, and hyperscaler marketplaces sit close to our buyers when they make decisions. As we move through our 1-to-10 journey, Partnerships and Strategic Alliances is our next major GTM motion.

We have already signed a dozen partners and have two dozen more in active pipeline. The foundation is real, but the outbound partner-sourcing engine is still being built. That is where you come in.

Your role

You will work directly with the Head of Partnerships to build and run Zenskar's outbound partner-sourcing motion. Your primary objective is to generate qualified meetings with partners who match our Ideal Partner Profile. You will do this by continuously improving how we find, reach, and engage them across channels, messaging, targeting, and tooling.

If you want a fully built playbook to execute, Zenskar is probably not the right fit right now. If you want to build one, we should talk.

What you'll do

• Source partners: Build targeted partner lists using Sales Navigator and other databases, focusing on our priority categories: Accounting and Advisory Firms, Finance Transformation Firms, US VC/PE firms, fractional CFO networks, and hyperscalers/marketplaces.
• Run multi-channel outreach: Reach partners through a mix of manual and automated outreach across email, LinkedIn, and cold calls to create new partner opportunities.
• Qualify and build trust: Identify which partner types and personas fit best, and start the relationships that turn first conversations into qualified partner opportunities.
• Experiment and iterate: Test titles and personas within partner firms, messaging, personalization depth, sequence length, channels, and collateral. Feed partner responses back into sharper messaging.
• Run custom campaigns: Design targeted plays such as outreach to event and conference attendees, and mining communities, forums, and job postings for partner signals.
• Own the CRM: Create and maintain partner records, pipelines, templates, and automations. Use the CRM fully to nurture partners and deliver timely, relevant content.
• 1+ year of experience working as a business development representative (or other relevant roles) at a B2B SaaS company
• Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup
• Excellent written and oral communication skills
• Experience working with CRM, lead databases, sales engagement tools, ChatGPT, etc
• Familiarity with CRM systems and proficiency in managing leads, pipelines, and automations
• Willingness to get your hands dirty and do the grunt work in the early days
• Strong first principles understanding of business fundamentals; Ability to empathize with the end user, and understand their pain points; Ability to understand the product at a granular level
• Comfortable working late at night to ensure sufficient overlap with US prospects
• Self-driven individual with high ownership and strong work ethic
• Ability to build, manage and motivate a team
• Not taking yourself too seriously :)

Compensation

• OTE (Fixed + Variable): INR 10 - 14 lacs
• We have hit Product market fit, and are seeing strong demand for our product. If you are an ambitious sales person, you can make significant upside in commissions!

Location

• Hybrid - 3 days per week (Tuesday, Wednesday, Friday)

Interview Process

Our interview process is designed to be structured and efficient.

• R0 – Recruiter Screening: Quick conversation to assess basic fit and role expectations.
• R1 – Introductory Call: Discussion on your background, the role, and why Zenskar. We recommend reviewing the job description & **Apurv’s recorded videos ** before this step.
• Take-Home Assignment/Case Study: A short, role-relevant exercise to evaluate your problem-solving approach.
• R2 – Assignment Discussion: A walkthrough of your assignment, focusing on your thinking, trade-offs, and execution.
• Reference Checks: We request contact details of two former direct managers. The hiring manager will connect with them to better understand your working style and alignment with Zenskar’s culture.
• Final Round: A final round-up of all the conversations. This may be virtual or in person based on availability.

The process may vary slightly depending on the role and whether we feel it would be useful for you to connect with additional members of the team.