Business Development Executive

Business Development Executive - Mid Market

Remote | Candidate Location: Pune, Mumbai, Ahmedabad, Gujarat

At Keka, being an Account Executive is more than just a sales role it's a unique opportunity to collaborate deeply with HR leaders in ways that go beyond traditional sales engagements. Our team is powered by the belief that transformation in HR begins with authentic understandingand the courage to solve problems, not just sell software.

We dont just listen to HR pain points; we speak their language. Our team is steeped in the realities of payroll deadlines, compliance pressures, and the pursuit of employee engagement. Because of this deep domain expertise, we become trusted advisors who know what keeps HR up at night and, more importantly, how to bring relief.

Every sales conversation at Keka is a blend of proven science and human storytelling. We deploy leading frameworksSPIN to uncover real needs, Challenger to bring new perspectives, and our own Emotion Chart to remain attuned to every nuance in the customer journey. But our strength lies in marrying methodology with intuition, connecting on both the rational and emotional level.

Key Responsibilities

• Lead Generation & Prospecting: Identify, engage, and qualify potential customers through inbound and outbound channels (email, calls, LinkedIn, events, referrals). Own the end-to-end sales cycle from prospecting to closing.
• Discovery & Consultation: Conduct discovery calls to understand customer pain points, business goals, and HR challenges.
• End-to-End Solution Selling: Map Kekas HRMS capabilities to customer workflows, tech stack, integrations, and business priorities with tailored solutions.
• Pipeline Ownership: Build and maintain a strong pipeline through consistent follow-ups and opportunity management.
• Collaboration: Work with Product, Engineering, and Customer Success teams to deliver the best solutions for customers.
• Negotiation & Closure: Manage proposals, pricing discussions, and contract negotiations to close new business.
• Proposal & Tender Management: Respond to RFPs, RFQs, and RFIs while tailoring proposals to customer needs.
• CRM Management: Use CRM and sales tools to manage relationships, track KPIs, and manage opportunities.
• Market Intelligence: Stay updated on industry trends, competitor offerings, and HR tech developments.
• Performance Metrics: Track KPIs such as pipeline growth, conversion rates, and revenue closed.
• Continuous Improvement: Continuously learn, share insights, and improve sales processes.

Required Qualifications

• 37 years of B2B SaaS sales experience with a strong record of achieving targets.
• Experience managing end-to-end sales cycles and consultative selling.
• Excellent communication, presentation, and negotiation skills.
• Familiarity with CRM tools (HubSpot, Salesforce, etc.).
• Self-driven, strategic thinker with strong business acumen.
• Willingness to travel for client meetings when required.

Why Join Keka?

• High-impact role with strong leadership visibility
• Transparent rewards and career growth
• Exposure to cutting-edge HR tech
• Collaborative and growth-focused culture