Job Title: Senior Business Development & Sales Manager
Experience: 47 years
Location: Bangalore (Onsite)
Employment Type: Full-Time
The Opportunity
Our client, a trade technology startupbacked by a 40-year-old business house with consolidated revenues of over 20,000 crore, is looking for a driven and commercially sharp Senior Business Development & Sales Manager to own and grow their white collar payroll offloading vertical. This is a new product they are taking to market, and this role is central to building it, you will be responsible for identifying, pitching, and closing large enterprise clients where payroll compliance, HR overhead, and financial flexibility are strategic priorities.
The ideal candidate should have sold payroll, compliance, or HR solutions to Finance or HR heads at large corporates, and understands the regulatory landscape well enough to hold credible conversations about the New Wage Codes, PF, ESI, gratuity structures, and the Principal Employer model.
What You'll Own
- Revenue Ownership: Own and deliver quarterly and annual revenue targets for the client's manpower vertical, across new client acquisition and account expansion.
- Enterprise Sales: Lead the full sales cycle, from prospecting and discovery through to proposal, negotiation, and contract closure, with mid to large enterprises looking to offload payroll compliance and reduce HR overhead.
- Client Prospecting and Qualification: Identify target companies with high compliance risk or payroll inefficiency by reading annual reports, assessing workforce structures, and engaging with HR and Finance decision-makers.
- White Collar Payroll Offloading: Actively pitch and close white collar payroll offloading proposition, positioning it as a cost-effective, low-friction solution for companies looking to reduce compliance burden and HR overhead.
- Partnerships and Channel Development: Build relationships with HR consultants, payroll advisors, CA firms, and industry associations as referral and origination channels.
- Client Engagement: Support and advance ongoing client conversations and strategic initiatives, ensuring continuity, follow-through, and a consistently high standard of relationship management.
- Cross-functional Collaboration: Work closely with ops, tech, and finance teams to ensure seamless onboarding, smooth implementation, and an exceptional client experience post-closure.
- Market Intelligence: Track developments in labour law, wage code implementation, and competitor activity to sharpen their positioning and sales narrative.
- Willingness to Travel: Meet clients, attend industry events, and build relationships across key markets as required.
What You Bring
- 4 to 7 years of B2B sales or business development experience, with a strong track record in payroll outsourcing, HR services, compliance solutions, or a related enterprise services domain.
- A well-established network of senior stakeholders, CHROs, VP HR, CFOs, or Operations heads, at mid to large Indian corporates, with relationships that enable meaningful conversations from day one.
- Sound working knowledge of Indian labour law and compliance: PF, ESI, TDS, gratuity, the New Wage Codes, and the Principal Employer and Contractor model.
- Ability to qualify prospects by assessing workforce and compliance needs, including reading annual reports and identifying structural risk areas that the model can address.
- Strong commercial acumen: ability to build business cases, model ROI for clients, and navigate multi-stakeholder procurement cycles involving HR, Finance, and Legal teams.
- Exceptional communication and executive presence, written, verbal, and in-room.
- Proficiency with CRM tools (Zoho, Salesforce, or similar) and sales intelligence platforms such as Apollo, Lusha, RocketReach, or LinkedIn Sales Navigator.
- Comfort with ambiguity and the pace of a high-growth startup; you create structure rather than wait for it.
- Open to feedback, highly driven, and willing to go above and beyond to achieve outcomes
Bonus Points
- Prior experience selling payroll outsourcing, compliance-as-a-service, or workforce management technology.
- Familiarity with the Employment-Linked Incentive (ELI) scheme and its implications for enterprise clients.
- Experience working with clients in sectors with large salaried workforces, such as retail, FMCG, logistics, or financial services, where payroll compliance and HR overhead are recurring pain points.
- An MBA or equivalent from a reputed institution. (Not very particular on this as long as you bring the right expertise).
What You'll Get
- Competitive fixed compensation with an uncapped performance-linked variable.
- Direct mentorship from leadership.
- Real ownership of a high-growth vertical with tangible commercial impact from day one.
- A high-trust, high-accountability culture where outcomes matter more than hierarchy.
