Job Title: Business Development Manager
Department: Sales & Partnerships
Reports To: CEO / Head of Growth
Locaon: India (Ahmedabad preferred; pan-India travel as needed)
Type: Full-Time
Role Summary
The Business Development Manager will be responsible for acquiring and managing
partnerships, driving offline lead generaon through CA networks, SME ecosystems, expos,
and building a scalable partner acquision pipeline (e.g., Tally resellers, GST centers). The role
requires strategic thinking, field hustle, and relaonship-building skills to posion Accomaon
as the trusted soluon for accounng automaon.
Key Responsibilies
Idenfy, onboard, and manage channel partners like Tally resellers, GST Suvidha
Kendras, and accounng consultants.
Develop a partner enablement program with sales kits, training, and referral tracking.
Ensure partner performance against lead and conversion KPIs.
Liaise with regional ICAI chapters, BNI, IMA, and local CA groups.
Organize workshops, presentaons, and product demos for praccing CAs and
accounng firms.
Onboard firms to the plaorm and ensure their clients join as well.
- Offline Events & Field Outreach
Plan and execute parcipaon in expos, trade fairs, and accounng conclaves.
Represent Accomaon at booths, generate qualified leads, and build brand presence.
Track ROI for each event; ensure lead-to-trial and trial-to-paid conversion.
- Strategic Sales Enablement
Personally meet 1015 CA firms or SME clusters per month to pitch the plaorm.
Use case studies, ROI calculators, and demos to convert them into trial users.
Collect field intelligence (pricing objecons, feature requests, user behavior).
- Referral & Word-of-Mouth Programs
Launch and monitor referral programs for partners and users.
Work with Customer Success to idenfy power users and convert them into brand
advocates.
KPIs / Success Metrics
Channel partners onboarded: Min. 5 per quarter
CA firm demos: 10+ per month
Offline leads generated: 300+ per quarter
Trial to paid conversion rate from offline sources: >15%
Partner-sourced revenue contribuon: 20%+ of total MRR
Event ROI tracking: Cost per lead < 1,200; partner leads closed 5 per quarter
Desired Skills & Experience
48 years experience in business development, preferably in SaaS, ERP, accounng, or
tech soluons for SMEs
Strong connecons with CA communies, tax consultants, or local business networks
Excellent communicaon, pitching, and negoaon skills
Proven experience in handling partnerships and offline lead gen
Willingness to travel and conduct field meengs/demos across cies
Proficient in CRM and sales tracking tools (Zoho CRM, HubSpot, etc.)
Skills: it sales,business development,demos,crm,software sales
