Business Development Manager

Role Overview

We are seeking an accomplished and dynamic Sales Manager based in Mumbai to lead TradeLab's expansion across Western India. This is a high-impact, hunter-focused role tasked with building new client relationships with discount brokers, full-service brokers, banks, and fintech platforms. The role involves minimal account nurturing, with a primary focus on prospecting, pipeline development, and closing high-value deals. The ideal candidate will bring deep industry expertise, an established network in the capital markets, broking, and fintech sectors, and a proven ability to navigate complex sales cycles with senior stakeholders.

Key Responsibilities

New Business Development: Drive aggressive acquisition of new clients across Western India by targeting entities aligned with TradeLab's Ideal Customer Profile (ICP), including discount brokers, full-service brokers, banks, and fintech platforms.

Pipeline Management: Build, manage, and maintain a robust sales pipeline by prospecting, qualifying leads, and advancing opportunities through discovery, demonstrations, proposal creation, negotiation, and deal closure.

End-to-End Sales Ownership: Lead complex, enterprise-grade sales cycles from initial outreach to contract signing, engaging senior stakeholders such as CEOs, CTOs, CIOs, and Heads of Broking.

Solution Positioning: Collaborate closely with solutions architects and product teams to tailor and position TradeLab's modular offerings (ORMS, MetaTrader integrations, PULSE AI, CRM/LPA solutions) to address specific client pain points and objectives.

Regulatory Expertise: Demonstrate a deep understanding of regulatory frameworks (e.g., SEBI guidelines, algo trading controls, T+0 settlement workflows) and articulate their business value to position TradeLab's solutions as compliance-driven and operationally efficient.

Brand Representation: Act as TradeLab's ambassador at industry events, trade shows, webinars, and client meetings to enhance brand visibility and establish thought leadership in the capital markets ecosystem.

Market Feedback: Provide actionable, structured insights from client interactions to influence product roadmaps, go-to-market strategies, and solution enhancements.

CRM Management: Actively maintain and update customer relationship management (CRM) systems to ensure accurate tracking of leads, opportunities, and client interactions, enabling data-driven decision-making and forecasting.

Must-Have Qualifications

Experience: 2-4 years of sales experience in capital markets technology, trading infrastructure, or fintech SaaS, with a minimum of 3 years focused on enterprise or mid-market financial institutions.

Network: Extensive, established connections with decision-makers (CxOs, Tech Heads, Risk Committees) at brokers, banks, and fintech platforms across Western India.

Proven Track Record: Demonstrated success in consistently meeting or exceeding half-yearly and yearly sales targets in a high-pressure, target-driven environment, with a focus on hunting and closing new business.

Stakeholder Engagement: Exceptional ability to engage both business and technical stakeholders, translating complex technical solutions into compelling business value propositions.

CRM Expertise: Hands-on experience in maintaining and leveraging CRM platforms (e.g., Salesforce, HubSpot, or similar) to manage pipelines, track client interactions, and generate accurate sales forecasts.

Communication Skills: Outstanding verbal and written communication, presentation, and negotiation skills, with the ability to tailor messaging to diverse audiences.

Self-Starter Mindset: Ability to thrive as an individual contributor in a fast-paced, high-pressure environment, demonstrating initiative, resilience, and accountability.

High-Pressure Performance: Proven ability to perform effectively in high-stakes, deadline-driven settings, maintaining composure and delivering results under tight timelines.

Good-to-Have Skills

Platform Exposure: Familiarity with broking platforms, Order Management Systems (OMS), Risk Management Systems (RMS), or API-driven fintech products.

Technical Knowledge: Working knowledge of algorithmic trading, risk management systems, and compliance workflows (e.g., SEBI regulations, T+0 processes).

Consultative Selling: Experience with solution-oriented or consultative sales methodologies, focusing on addressing client needs through tailored solutions.