Business Development Manager

This is a fully remote position, open to applicants in India.

📋 Description

• Take charge of the complete enterprise sales cycle, from prospecting and discovery to technical assessment, commercial negotiations, and account growth.

• Collaborate with engineering and technology leaders to grasp infrastructure issues and showcase how observability solutions enhance system reliability, manage telemetry data, and reduce operational costs.

• Partner with SDRs, Solutions Engineering, Marketing, and collaboration teams to create territory strategies and generate qualified sales pipelines.

• Cultivate executive relationships and engage with CTOs, infrastructure and engineering executives, platform engineering directors, and SRE leaders.

• Guide opportunities through the stages of discovery, qualification, proof-of-concept preparation, procurement, security evaluations, contract discussions, and closure.

• Present value-based demonstrations that link technical capabilities to business advantages and measurable ROI.

• Develop business cases and proposals for customers that align with infrastructure needs and business goals.

• Manage technical, security, procurement, finance, and executive stakeholders through intricate enterprise purchasing processes.

• Ensure precise CRM records, opportunity details, sales activities, deal stages, and forecasts are maintained in Salesforce or similar CRM systems.

• Monitor pipeline health, conversion ratios, deal progression, and revenue metrics.

• Recognize cross-selling, upselling, and wider adoption opportunities within strategic accounts.

• Foster cross-functional collaboration to bolster customer evaluations, solution positioning, and commercial results.

⛳️ Requirements

• Over 3 years of experience in enterprise sales, B2B technology sales, SaaS sales, or a similar consultative sales role.

• Demonstrated ability to oversee complex sales cycles, develop qualified pipelines, and meet revenue objectives.

• Experience in selling technical software solutions to enterprise clients, ideally in observability, cloud infrastructure, DevOps, monitoring, or enterprise SaaS.

• A solid understanding of observability concepts, telemetry data, OpenTelemetry, cloud-native infrastructure, or Site Reliability Engineering (SRE) is highly preferred.

• Capability to engage senior technical decision-makers and business executives using consultative, value-oriented selling techniques.

• Proficient in discovery, qualification, objection management, business case creation, and commercial negotiations.

• Experience in coordinating proof-of-concept evaluations, technical demonstrations, security reviews, and procurement processes.

• Familiarity with ARR-based sales targets, pipeline oversight, forecasting, and CRM tools such as Salesforce.

• Strong analytical skills capable of linking technical product features to customer results, operational efficiencies, and ROI.

• Exceptional communication, presentation, stakeholder management, and relationship-building abilities.

• A self-driven, target-focused mindset with the skill to manage multiple opportunities and collaborate effectively with cross-functional teams.

• A proactive approach to identifying market opportunities, broadening strategic accounts, and contributing to ongoing business growth.

🏝️ Benefits

• Competitive salary and comprehensive benefits package.

• Opportunities for professional development and career advancement.

• Flexible working hours and a supportive work environment.

• Access to cutting-edge technology and tools.

• Collaborative and innovative company culture.