Sales Manager Direct SaaS B2B Sales

Groniva Corporation; Chhatrapati Sambhajinagar District; On-site; INR 2,500,000 - 4,500,000; Full time

Benefits offered by this job

Provident fund

Job summary

Groniva Corporation is seeking an experienced Enterprise Sales professional to own the Pune and Chhatrapati Sambhajinagar territory. You will drive self-sourced and marketing-led pipelines, conduct discovery calls with CHROs/MDs, and deliver tailored HRMS/Payroll demos.

You will manage the full deal cycle, maintain a 3X target CRM pipeline, coach a BDE team, ensure payment within 30 days, and pursue upsell opportunities to grow ARR.

Qualifications

• 4–8 years of B2B SaaS / HR Tech / Enterprise Software sales experience.
• Proven track record: minimum 2 Crore closed ARR in a prior role.
• SaaS metrics fluency: MRR, ARR, ACV, churn rate, pipeline coverage, NRR.
• Domain knowledge: Payroll, HRMS, Attendance, PF/ESIC/TDS compliance.
• CRM proficiency: HubSpot / Zoho / Salesforce pipeline forecasting.

Responsibilities

• Own complete sales territory for Pune and Chhatrapati Sambhajinagar; maintain CRM pipeline at 3X target.
• Generate self-sourced leads plus marketing leads; target 100+ employee orgs.
• Run discovery calls with CHROs/MDs; deliver tailored HRMS/Payroll demos.
• Own deal cycle: proposals, ROI, negotiations, contracts, PO collection.
• Update CRM daily; provide weekly pipeline reports to manager.
• Manage 24 BDEs; conduct daily check-ins and weekly reviews.
• Confirm client payment within 30 days; handoff to implementation.
• Identify upsell opportunities within 90 days; grow ARR.

Skills

B2B SaaS

Lead generation

Deal closure

CRM proficiency

Team management

Negotiation

Tools

HubSpot CRM

Zoho CRM

Salesforce

Job description

Role & responsibilities

• Territory & Pipeline Ownership: Own the complete sales territory for Pune and Chhatrapati Sambhajinagar. Maintain a qualified CRM pipeline of 3X (9 Crore) the annual revenue target at all times, segmented by stage and probability.
• Lead Generation: Generate self-sourced leads through cold calling, LinkedIn outreach, referrals, and industry events alongside marketing-sourced leads. Target 100+ employee organizations in Manufacturing, BFSI, Healthcare, and FMCG and other sectors.
• Consultative Sales & Demos: Run discovery calls with CHROs, HR Heads, and MD/CEOs to map pain points (payroll errors, compliance gaps, biometric issues) to Groniva's product suite. Deliver tailored product demos of HRMS, Payroll, CLMS, and Biometric modules.
• Deal Closure: Own the full deal cycle proposal creation, ROI business case, commercial negotiation, contract signing, and Purchase Order collection. Maintain an average ticket size of 10 Lakhs ACV.

• CRM & Reporting: Update CRM (HubSpot / Zoho / Salesforce) daily with deal stage, next action, close probability, and stakeholder mapping. Provide weekly pipeline reports to the reporting manager.
• BDE Team Management: Manage, coach, and performance-review 24 BDEs. Conduct daily check-ins, weekly pipeline reviews, and bi-weekly 1:1 coaching sessions. Own team's combined pipeline health and productivity.
• Payment & Implementation Handoff: Confirm client payment within 30 days of invoice. Coordinate smooth handoff to the implementation team. Remain commercially accountable through Go-Live + 30 days.
• Upsell & Cross-sell: Identify expansion opportunities within first 90 days of onboarding additional modules such as LMS, Performance Management, and SEMS. Protect and grow ARR from existing accounts

Skills & Experience Required

• 4-8 years of B2B SaaS / HR Tech / Enterprise Software sales experience
• Proven track record: minimum 2 Crore closed ARR in a prior role
• SaaS metrics fluency: MRR, ARR, ACV, churn rate, pipeline coverage, NRR
• Domain knowledge: Payroll, HRMS, Attendance, PF/ESIC/TDS compliance
• CRM proficiency: HubSpot / Zoho CRM / Salesforce pipeline and forecasting
• Strong consultative selling and commercial negotiation skills
• Experience managing junior BDEs or SDRs is preferred
• Candidates from Keka, GreytHR, Darwinbox, Zoho People, ADP, Tally backgrounds preferred

Perks and benefits

• Provident fund