Business Development Manager

Business Development Manager (Outbound Lead Generation)

Location: Bangalore/Pune/ Navi Mumbai/Noida

Function: New-business pipeline generation for Digital Workplace (DWP / End-User Computing), Managed IT Services, Cybersecurity, and Staffing/Augmentation offerings

Reports to: Head of Sales / Growth Lead

Seniority: Mid-level (individual contributor) with a path to Team Lead

Role Summary

You’ll be the engine of our top-of-funnel growth—researching accounts, building highly targeted prospect lists, and running multi-channel outbound (calls, email, LinkedIn, Apollo) that converts into qualified meetings and sales opportunities with global clients.

What You’ll Do

1) Outbound Lead Generation

• Own a weekly prospect list (ICPs: CIO, IT Director, Head of Infrastructure, CISO, IT Manager, Procurement; for staffing: TA/HR Leads, Delivery Managers).
• Use Apollo (plus LinkedIn/Sales Navigator, company sites, events) to source contacts, verify emails, and enrich data.
• Craft personalized outreach aligned to each service line (DWP, Managed IT, Cybersecurity, Staffing) and buyer pain points (uptime, cost, compliance, skills gaps).

2) Campaign Execution & Cadence

• Run structured multi-step cadences across phone, email, and LinkedIn with clear hypotheses and A/B tests.
• Maintain daily activity targets (see KPIs) and adjust sequences based on reply and meeting rates.
• Leverage trigger events (funding, leadership changes, hiring spikes, tech stack changes, compliance deadlines) to time outreach.

3) Qualification & Handoff

• Qualify using BANT/CHAMP (business pain, authority, need, timing/budget).
• Book discovery meetings for Account Executives or Practice Leads; provide context packs (notes, call recordings, stakeholder map, pain summary).
• Log all interactions cleanly in CRM; create opportunities with accurate stage/next steps.

4) CRM, Reporting & Hygiene

• Keep 100% data cleanliness: contacts, accounts, activities, dispositions, and meeting notes.
• Produce weekly reports: activity, meetings booked, SQLs, pipeline created, conversion funnel, and insights.

5) Market Intelligence & Messaging

• Track competitor moves, pricing, and common objections.
• Collaborate with Marketing on micro-segments (industry, region, company size) and provide message feedback; contribute short case-study blurbs.

6) Compliance & Etiquette

• Follow GDPR/PECR/CAN-SPAM best practices, regional do-not-call lists, and LinkedIn outreach etiquette.
• Use opt-out language and manage suppression lists.

Key Performance Indicators (KPIs)

Weekly activity (guideline):

• 150–200 dials
• 150–200 emails (multi-step sequences; 15–25% personalization)
• 50–80 LinkedIn touchpoints (connects, messages, comments)
• 8–12 first meetings booked (Accepted/Completed)

Monthly outcomes:

• 8–15 SQLs (sales-qualified meetings)
• $200k–$500k qualified pipeline created (services & staffing), depending on segment
• Meeting acceptance rate ≥ 70%; No-show rate ≤ 15%
• Reply rate ≥ 8–12% across sequences; Call connect rate ≥ 5–8%

(Targets may flex by region and service line.)

What You’ll Bring

Must-haves

• 3–6 years in SDR/BDR/Business Development for IT services/MSP, cybersecurity, or staffing.
• Proven success booking meetings with mid-market/enterprise buyers globally.
• Hands-on with Apollo, LinkedIn Sales Navigator, and a modern CRM (HubSpot/Salesforce).
• Excellent cold-calling, copywriting, and objection-handling skills.
• Understanding of Managed IT (MSP/SLA, NOC/SOC), DWP/EUC (Intune/MDM, endpoint mgmt, collaboration suites), Cybersecurity (SOC/MDR, SIEM, ISO 27001/NIST basics).
• Willingness to work shifted hours for EMEA/US outreach blocks.

Nice-to-haves

• Experience selling staff augmentation / contract staffing (rate cards, MSA/SOW basics).
• Familiarity with email deliverability (domain warm-up, DKIM/SPF, list hygiene).
• Exposure to Outreach/Reply/Woodpecker or similar sequencers; Loom for video prospecting.

Tools You’ll Use

• Prospecting: Apollo, LinkedIn Sales Navigator, company websites, events lists
• Engagement: Apollo sequences, email, dialer, LinkedIn
• Enablement: Case studies, one-pagers, ROI calculators, Loom
• Ops: CRM (HubSpot/Salesforce), Calendly/booking links, dashboards

30-60-90 Day Plan

Days 1–30 (Ramp)

• Master ICPs and value props by service line; memorize top 10 objections & rebuttals.
• Build 2–3 core sequences per service line; assemble first 800–1,200 enriched contacts.
• Shadow calls; start calling by week 2; book 6+ meetings in month 1.

Days 31–60 (Productive)

• Establish repeatable cadence and A/B tests (subject lines, first lines, CTAs).
• Deliver 12–20 SQLs and $300k+ pipeline created.
• Present a competitive intel brief and a “what’s working” playbook update.

Days 61–90 (Own the Motion)

• Hit steady-state KPIs; propose micro-segment campaigns (e.g., UK mid-market finance, US healthcare).
• Mentor junior reps; pilot video + gifting or event-follow-up campaigns.

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