GTM SaaS Growth (Supply Chain & Distribution Platforms)_MPIN

Job Description

Role Overview

The Manager - SaaS Growth will:

• Sell SaaS solutions to mid-market logistics and distribution operators
• Drive subscription-based revenue growth
• Run structured demos and ROI-based sales conversations
• Work closely with product teams to refine positioning and integration use cases

This is a revenue-owning role focused on operational efficiency and workflow digitization.

Key Responsibilities

1. Revenue Ownership

• Carry defined SaaS revenue target
• Generate revenue from both:
  • Direct mid-market customers
  • Strategic accounts acting as distribution or integration partners
• Build recurring revenue base

2. New Logo & Cross-Sell

• Identify new mid-market accounts
• Activate cross-sell within existing Bosch enterprise relationships
• Convert pilot deployments into long-term subscriptions

3. ROI-Based Selling

• Run operational efficiency demos
• Build quantified business cases (inventory accuracy, throughput gains, workflow automation savings)
• Address ERP integration resistance

4. Product Collaboration

• Work with product teams to refine feature positioning
• Translate customer feedback into structured enhancement inputs
• Support packaging and pricing refinement

5. Pipeline Discipline

• Maintain structured CRM hygiene
• Ensure 3x pipeline coverage
• Maintain forecast accuracy within defined thresholds

6. Strategic Account & Channel Activation

• Identify large enterprise or anchor accounts that can act as ecosystem multipliers
• Structure reseller, referral, or integration-led partnerships
• Convert enterprise relationships into channel expansion opportunities
• Work with Digital Infrastructure and Vertical Leads to embed SaaS into larger platform deals
• Develop at least one strategic account that contributes multi-site or multi-client rollouts

Target Customer Profile

Primary focus:

• 3PL warehouse operators
• Distribution companies running Tally or similar ERPs
• Mid-sized retail distribution networks
• Logistics operators without enterprise-grade WMS

Qualifications

Required Experience

• 3-6 years in B2B SaaS sales
• Experience selling one or more of the following:
  • Warehouse Management Systems (WMS)
  • Supply chain SaaS
  • Workflow automation platforms
  • ERP add-ons for distributors
• Proven ability to close mid-market subscription deals
• Experience selling to:
  • Operations Heads
  • Warehouse Managers
  • Business Owners
• Comfort handling ERP integration concerns

Education

• Bachelor's degree in Engineering, Technology, Business, or related field
• Exposure to supply chain, logistics, or operations management preferred
• MBA optional

Additional Information

Success Metrics (First 12 Months)

• Achieve assigned SaaS revenue target
• Close minimum 6-8 mid-market SaaS deals
• Convert at least 3 pilot accounts into annual subscriptions
• Activate cross-sell in at least 2 existing enterprise accounts
• Establish repeatable SaaS pipeline rhythm