Director - Business Development

Zycus; Mumbai; Hybrid; INR 9,000,000 - 13,000,000; Full time

Benefits offered by this job

Hybrid work

Leadership development

Competitive salary

Healthcare benefits

Job summary

Zycus is seeking a Director of Business Development to build and lead a high-performing SDR/BDR org focused on the US enterprise market. You will own outbound prospecting, inbound lead conversion, and qualification, combining classic playbooks with GenAI tools to create a scalable, predictable pipeline in a fast-growing B2B SaaS environment.

Join a global leader in AI-powered S2P procurement, work with cross-functional teams, and lead a team with strong coaching culture while delivering

Qualifications

• 12–15 years of experience in Inside Sales, SDR, or BD in B2B SaaS/enterprise software.
• At least 5 years leading SDR/BDR teams that support complex enterprise sales cycles.
• Track record of generating high volumes of qualified pipeline for the US market.
• Hands-on experience implementing a modern sales development tech stack.
• Proven success integrating AI-driven tools into BD motions.
• Strong funnel dynamics, KPIs, and Salesforce proficiency.
• Excellent communication, coaching, and leadership skills.

Responsibilities

• Define and execute scalable outbound and inside-sales strategy for the US region.
• Build predictable pipeline using data, forecasting, and reporting.
• Partner with Marketing and Sales on lead scoring and campaign hand-off.
• Lead, mentor, and scale SDRs/BDRs to meet targets.
• Develop playbooks, scripts, and enablement tools for rapid growth.
• Embed MEDDIC, BANT, and SPIN across the team.
• Track KPIs and optimize outreach across channels.
• Present pipeline reports and AI-driven insights to leadership.

Skills

Inside Sales

SDR Leadership

US Market

Salesforce Pro

GenAI tools

Pipeline generation

KPI tracking

Education

Bachelor's degree in Engineering

MBA preferred

Tools

Salesforce

Outreach/Salesloft

LinkedIn Sales Navigator

ZoomInfo

Gong

Job description

Job Description:

Zycus is a global leader in Source-to-Pay (S2P) procurement software, helping large enterprises drive efficiency, compliance, and measurable value across their procurement and finance operations. Trusted by leading Fortune 1000 organizations worldwide, Zycus enables procurement teams to move from cost control to strategic value creation.

At the core of Zycus’ platform is Merlin AI, an advanced AI-powered engine that brings intelligence, automation, and predictive insights across the entire procurement lifecycle—from sourcing and contract management to procurement, invoicing, and supplier management. Merlin AI empowers Chief Procurement Officers and finance leaders to make faster, smarter decisions with real-time visibility and actionable insights.

Zycus is consistently recognized by top industry analysts such as Gartner, Forrester, and IDC for its innovation, depth of functionality, and strong customer outcomes. Known for its enterprise-grade solutions, global delivery model, and customer-first mindset, Zycus partners closely with organizations to modernize procurement and unlock long-term business value.

With a strong global presence across North America, EMEA, and APAC, Zycus continues to invest aggressively in product innovation, AI-led capabilities, and brand leadership—shaping the future of intelligent procurement.

We Are An Equal Opportunity Employer:

Zycus is committed to providing equal opportunities in employment and creating an inclusive work environment. We do not discriminate against applicants on the basis of race, color, religion, gender, sexual orientation, national origin, age, disability, or any other legally protected characteristic. All hiring decisions will be based solely on qualifications, skills, and experience relevant to the job requirements.

Job Description

We are looking for a Director of Business Development to build and lead a high-performing SDR/BDR organization that drives qualified pipeline for our US enterprise business. You will own outbound prospecting, inbound lead conversion, and opportunity qualification. You will combine proven sales development playbooks with modern SDR tooling and GenAI to create predictable, scalable pipeline in a B2B SaaS environment.

About Zycus

Zycus is a global leader in AI-powered Source-to-Pay (S2P) procurement technology. Our platform helps enterprises streamline procurement, ensure compliance, and drive measurable savings across the entire procurement lifecycle. At its core is the Merlin Agentic AI Platform. Its intelligent AI agents do more than automate tasks: they run end-to-end, outcome-driven workflows, from guided request intake to autonomous supplier negotiation.

Key Responsibilities

Strategy & Pipeline

• Define and execute a scalable outbound and inside-sales strategy for the US region.
• Build predictable, repeatable pipeline generation using data-driven insights, forecasting, and reporting.
• Partner with Marketing and Sales leadership on lead scoring, campaign execution, and lead hand-off processes.

Team Leadership

• Build, lead, and mentor a team of SDRs/BDRs to consistently exceed monthly and quarterly qualified-pipeline targets.
• Develop playbooks, onboarding programs, call scripts, and enablement tools that support rapid team scaling.
• Embed proven qualification methodologies such as MEDDIC, BANT, and SPIN across the team.

Performance & KPIs

• Own core metrics, including lead-to-opportunity conversion, activity volumes, meeting‑set rates, and pipeline sourced/influenced.
• Continuously test and optimize outreach across email, cold calling, LinkedIn, and intent-based channels.

Technology & AI Enablement

• Drive adoption of the SDR tech stack, including Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, ZoomInfo, and Gong.
• Use GenAI, sales automation, and intent-data platforms to personalize outreach at scale and improve team productivity and conversion.

Market Insight & Executive Reporting

• Track market trends and competitor activity in procurement technology to sharpen targeting and messaging.
• Present pipeline reports, forecasts, and AI-driven insights to the executive leadership team.

What You Bring

Must-have

• 12–15 years of experience in Inside Sales, SDR, or Business Development in B2B SaaS / enterprise software.
• At least 5 years leading SDR/BDR teams that support complex enterprise sales cycles.
• A track record of generating high volumes of qualified pipeline and building outbound programs for the US market.
• Hands‑on experience implementing and managing a modern sales development tech stack.
• Proven success integrating AI‑driven tools (GenAI, digital agents) into business development motions.
• A strong grasp of funnel dynamics, KPIs, and sales‑marketing alignment, with a data‑driven mindset and deep Salesforce proficiency.
• Excellent communication, coaching, and motivational leadership skills.

Good to have

• Experience managing global regions (EMEA, APAC) in addition to the US.
• Background in procurement technology or the broader S2P / spend‑management space.
• Bachelor's degree in Engineering; MBA preferred.

Who thrives here: entrepreneurial, goal‑oriented leaders who are comfortable building in a fast‑paced, scaling environment.

Why Zycus?

• Join a recognized market leader. Zycus is named a Leader in the 2026 Gartner® Magic Quadrant™ for Source‑to‑Pay Suites. It is also a Leader in the IDC MarketScape for AI‑enabled S2P (2025) and a Gartner Peer Insights™ Customers' Choice (2025).
• Sell what's next in enterprise AI. Represent the Merlin Agentic AI Platform, whose AI agents, such as Merlin Intake and Autonomous Negotiation, are redefining how global enterprises buy.
• Build, don't just inherit. Shape the strategy, team, and playbooks of a US pipeline engine with direct visibility to executive leadership.
• Global impact from Mumbai. Drive revenue growth in the world's largest SaaS market while working with teams across the US, EMEA, and APAC.
• Grow with us. Get leadership development opportunities in the fast‑evolving field of AI‑powered procurement, along with a competitive salary, comprehensive benefits, and hybrid flexibility.

Requirements: