Sales Business Development Manager

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Experience: 3+ yrs

Location: Remote (India), Indore, Madhya Pradesh, India

As an Enterprise Sales Manager, you will own the end-to-end enterprise sales process, from prospecting and discovery to technical evaluation, commercial negotiations, and account expansion. You will work closely with engineering and technology leaders to understand their infrastructure challenges and demonstrate how modern observability solutions can improve system reliability, manage telemetry data, and optimize operational costs.

You will collaborate with Sales Development Representatives (SDRs), Solutions Engineering, Marketing, and partner teams to develop territory strategies, generate qualified pipelines, and progress opportunities through complex buying processes. The role also involves building executive-level relationships, developing compelling business cases, maintaining accurate CRM records, and delivering reliable revenue forecasts. Success requires a consultative approach, strong stakeholder management, and the ability to connect technical capabilities with measurable business outcomes.

Requirements

Key Responsibilities

• Drive Revenue Growth: Meet or exceed quarterly and annual Annual Recurring Revenue (ARR) targets through new enterprise customer acquisition and expansion within existing accounts.
• Develop Territory and Account Strategies: Build and execute strategic territory plans to identify growth opportunities, prioritize target accounts, and accelerate pipeline development.
• Generate and Manage Pipeline: Partner with SDRs, Solutions Engineering, Marketing, and alliance networks to create qualified opportunities and maintain a healthy sales pipeline.
• Engage Executive and Technical Stakeholders: Establish trusted relationships with CTOs, VPs of Infrastructure and Engineering, Directors of Platform Engineering, and Enterprise Site Reliability Engineering (SRE) leaders.
• Manage the Full Sales Cycle: Lead opportunities from initial discovery and qualification through technical evaluations, proof-of-concept (POC) planning, procurement, security reviews, contract negotiations, and closure.
• Deliver Value-Based Presentations: Translate technical capabilities, including telemetry data control, OpenTelemetry-native ingestion, and observability cost optimization, into clear business benefits and measurable return on investment.
• Build Business Cases: Understand customer pain points, infrastructure requirements, and operational priorities to develop compelling proposals aligned with business objectives.
• Navigate Complex Enterprise Buying Processes: Coordinate with technical, security, procurement, finance, and executive stakeholders to address objections and move deals forward.
• Manage Forecasting and CRM Hygiene: Maintain accurate opportunity data, sales activities, deal stages, and forecasts in Salesforce or similar CRM platforms.
• Monitor Sales Performance: Track pipeline health, conversion rates, deal progress, and revenue performance to identify risks and improve execution.
• Expand Strategic Accounts: Identify opportunities for cross-selling, upselling, and broader adoption of observability solutions within target enterprise customers.
• Build Cross-Functional Alignment: Work closely with internal teams to ensure smooth customer evaluations, effective solution positioning, and successful commercial outcomes.

What Makes You a Great Fit

• 3+ years of experience in enterprise sales, B2B technology sales, SaaS sales, or a related consultative sales role.
• Proven ability to manage complex sales cycles, build qualified pipelines, and achieve revenue targets.
• Experience selling technical software solutions to enterprise customers, preferably in observability, cloud infrastructure, DevOps, monitoring, or enterprise SaaS.
• Understanding of observability concepts, telemetry data, OpenTelemetry, cloud-native infrastructure, or Site Reliability Engineering (SRE) is highly desirable.
• Ability to engage senior technical decision-makers and business executives through consultative, value-based selling.
• Strong skills in discovery, qualification, objection handling, business case development, and commercial negotiations.
• Experience coordinating proof-of-concept evaluations, technical demonstrations, security assessments, and procurement processes.
• Familiarity with ARR-based sales targets, pipeline management, forecasting, and CRM tools such as Salesforce.
• Strong analytical skills with the ability to connect technical product capabilities to customer outcomes, operational efficiency, and return on investment.
• Excellent communication, presentation, stakeholder management, and relationship-building skills.
• A self-motivated, target-oriented mindset with the ability to manage multiple opportunities and work effectively with cross-functional teams.
• A proactive approach to identifying market opportunities, expanding strategic accounts, and contributing to sustained business growth.