Senior Business Development Executive – Enterprise Accounts
AIM, Bengaluru
About the Company
The company is looking for a Senior Business Development Executive to join their Sales & Business Development department. The role reports to the Business Head / Designated Sales Leader and offers potential career growth to Business Development Manager, subject to performance and readiness review.
About the Role
The role involves owning the enterprise sales cycle from prospect research and outreach through discovery, pitching, negotiation, onboarding and repeat business. The primary focus is on acquiring new enterprise clients, building strategic relationships and generating profitable revenue through disciplined sales execution.
Key Responsibilities
- Identify and prioritise enterprise accounts based on industry, geography, campaign requirements and business potential.
- Research prospects, map decision-makers across marketing, brand, procurement and finance, and generate opportunities through calls, email, LinkedIn, referrals and professional networks.
- Lead discovery meetings, qualify requirements and secure approved first orders.
- Complete client onboarding and ensure a smooth handover to execution teams.
- Develop account-wise sales plans aligned with monthly, quarterly and annual targets.
- Manage the pipeline, convert qualified opportunities and create recovery plans when performance falls short.
- Work with Operations, Design and leadership to validate campaign scope, feasibility, costing and execution requirements.
- Prepare and present proposals, handle objections, negotiate within approved limits and protect margins and payment terms.
- Secure written commercial confirmation and coordinate billing and payment follow-ups with Finance.
- Build long-term enterprise relationships and identify opportunities for repeat campaigns, cross-selling and account expansion.
- Maintain stakeholder relationships, account plans and client requirements in Odoo.
- Participate in progress and closure discussions, gather feedback, resolve commercial escalations and propose additional services, locations or categories based on verified customer needs.
- Reactivate dormant accounts and pursue referrals through approved processes.
- Research target industries, enterprise accounts, campaign activity and market opportunities.
- Identify buying triggers, new business requirements and relevant stakeholders.
- Maintain accurate prospect information and distinguish verified facts from assumptions.
- Maintain accurate Odoo records, discovery notes, proposals, follow-ups, approvals and opportunity stages.
- Track deals from lead generation to order, ensuring clear next steps and timely follow-ups.
- Coordinate with Operations for delivery feasibility and Finance for validated sales, invoicing and collections.
- Obtain internal approvals before committing to pricing, scope, margins or payment exceptions.
- Demonstrate ownership, accountability, consistent performance and the ability to support junior team members when required.
Requirements
- 4–5+ years of experience in advertising, marketing services or a closely related industry.
- Proven track record of acquiring enterprise clients and personally contributing to deal origination and closure.
- Strong understanding of enterprise sales cycles, stakeholder mapping, discovery, pitching and commercial negotiation.
- Ability to generate new business independently rather than relying only on inbound leads.
- Strong communication, presentation, relationship-building and problem-solving skills.
- Commercial awareness, including pricing, profitability, costing and payment terms.
- Experience using CRM systems; familiarity with Odoo is preferred.
- Ability to work cross-functionally with Operations, Design, Finance and leadership.
- Strong planning, follow-up, reporting and pipeline-management discipline.
Performance Measures
Performance will be assessed through new enterprise clients secured with approved orders, self-generated qualified opportunities, sales value, gross profit, win rates, proposal conversion, sales-cycle duration, repeat and expansion revenue, account reactivation, payment follow-up and the quality of CRM records and execution handovers.
Location & Work Mode
The role is based in Bengaluru, with coverage across assigned markets. The work mode is onsite.
