Business Development Executive
Posted Updated
Role summary
Drive lead generation, pipeline development, and new client acquisition for our IT services/software solutions in the United States. The role focuses on owning outbound prospecting, qualifying opportunities, managing early-stage sales cycles, and converting leads into opportunities. This is a hands-on role requiring strong communication skills, knowledge of US enterprise buying practices, and the ability to work overlapping hours with US prospects.
Key responsibilities
- Prospect and qualify new business opportunities in the US market via outbound outreach (email, LinkedIn, phone), market research, and referrals.
- Build and maintain a pipeline of mid-market and enterprise prospects within assigned verticals (e.g., fintech, healthcare, SaaS, e-commerce), meeting weekly and monthly activity targets.
- Conduct discovery calls to identify pain points, budget, timeline, and decision-making stakeholders; qualify opportunities.
- Prepare and present tailored value propositions, capability briefs, and initial presentations.
- Nurture relationships with prospects and customers through regular follow-ups, cadences, and personalized content.
- Maintain accurate CRM records (opportunity stage, next steps, interactions) and produce weekly pipeline reports.
- Collaborate with marketing to refine messaging, digital campaigns, and targeted account lists for ABM initiatives.
- Meet or exceed KPI targets (monthly qualified meetings, pipeline value, conversion rates, revenue influence).
Required qualifications and skills
- 5+ years of sales or business development experience selling IT services, software, or digital transformation solutions to US-based clients.
- Proven track record of outbound prospecting and opening meetings with US decision-makers (VP/Director/C-level).
- Strong verbal and written English communication skills with a US-friendly accent and cultural fluency.
- Comfortable working India hours with significant overlap for US Eastern time (fluctuating start times may be required).
- Familiarity with US enterprise procurement processes, buying cycles, and stakeholder maps.
- Experience using CRMs (Salesforce, HubSpot, or similar) and sales engagement tools (Salesloft, Outreach, LinkedIn Sales Navigator).
- Excellent consultative selling and discovery skills; able to craft outcome-focused value propositions.
Preferred (nice-to-have)
- Prior experience selling to specific US verticals (finance, healthcare, SaaS, retail).
- Basic understanding of pricing models (T&M, fixed-bid, subscription) and POC/Pilot structuring.
- Experience with account-based marketing (ABM) or SDR—AE handoff setups.
- US work experience or long-term exposure to US clients.
Compensation & benefits:
- Competitive base salary + uncapped commission/variable pay tied to meetings, pipeline, and bookings.