Client Acquisition - SMB

About the Opportunity:

Role: Client Acquisition - SMB

Level: Assistant Manager/Deputy Manager

Reporting To: Senior Manager - Corporate Channel

Location: Gurgaon

About the Function:

At MyBiz by MakeMyTrip, we are revolutionizing how small and medium businesses (SMBs) manage their corporate travel needs. MyBiz is a powerful SaaS-based corporate travel management platform that offers a customizable, real-time self-booking system—designed to seamlessly integrate with an organization’s internal structure. It empowers companies to streamline travel bookings, optimize costs, and offer a hassle-free travel experience to their employees. Over the last five years, we have onboarded 50,000+ prominent corporates who now benefit from the convenience, transparency, savings, and choice that our platform delivers.

About the Role:

We are looking for a dynamic and data-driven Inside Sales Manager to lead a high-performing team of approximately 25 remote Business Development Representatives (BDRs) focused on acquiring mid-size companies across India. This role is pivotal in managing the end-to-end customer acquisition journey—from outreach and pitching to deal closure and account stabilization. The ideal candidate will be responsible for driving team performance, optimizing sales processes, and consistently achieving revenue and growth targets.

What you will be doing:

Customer Acquisition & Onboarding:

• Lead the end-to-end acquisition journey for mid-size companies across India, ensuring a seamless 60–90 day sales cycle—from lead generation to account stabilization.
• Enable smooth transitions between acquisition and account management teams to ensure continuity and client satisfaction.
• Partner with internal stakeholders to resolve onboarding challenges and deliver a consistent, high-quality customer experience.

Sales Strategy & Execution:

• Design and execute scalable sales strategies tailored to the mid-size companies across India.
• Collaborate with marketing to optimize lead generation initiatives and improve conversion rates.
• Continuously track and optimize each stage of the funnel to reduce acquisition time and increase efficiency.

Team Leadership & Culture:

• Manage, coach, and develop a team of Inside Sales Executives / BDRs.
• Foster a high-performance sales culture built on ownership, results, and continuous learning.
• Conduct regular coaching sessions, team huddles, and performance reviews to build capabilities and drive accountability.

Performance Metrics & Insights:

• Drive key sales metrics including a lead-to-meeting conversion rate of ≥30%, meeting-to-deal conversion of ≥25%, and sales cycle completion within 60–90 days.
• Revenue Contribution: Achieve monthly team revenue targets of ₹30 Crore.
• Leverage CRM tools and analytics dashboards to monitor progress, surface insights, and steer data-led improvements.

Client Engagement:

• Guide the team in delivering impactful virtual pitches and converting high-quality leads into long-term clients.
• Step in to lead strategic conversations or high-value negotiations when needed.
• Ensure a strong foundation for new client relationships through active involvement during the early onboarding phase.

Training & Development:

• Drive ongoing learning through focused sessions on SaaS selling, objection handling, and consultative sales techniques.
• Keep the team informed about product updates, competitive positioning, and evolving customer needs.

Qualification & Experience:

• MBA with 4 - 6 years of experience in Inside Sales, SaaS Business Development, or B2B Pre-Sales, including a minimum of 3 years in a managerial role.
• Proven track record of managing 60–90 day sales cycles and successfully stabilizing new customer accounts.
• Demonstrated ability to consistently meet or exceed sales and revenue targets.

Key Success factor for the role:

• Inspirational Leadership: Ability to build, lead, and motivate high-performing inside sales teams with a focus on accountability and results.
• Data-Driven Mindset: Strong analytical orientation with hands-on experience using CRM tools like LeadSquared, Salesforce, and Zoho to drive performance and insights.
• Outbound Sales Expertise: Proficiency in outbound communication channels, with demonstrated effectiveness using tools such as LinkedIn Sales Navigator and MS Excel to identify and convert leads.
• Exceptional Communication Skills: Strong verbal and written communication, coupled with sharp negotiation and presentation abilities to influence stakeholders at all levels.
• Execution Under Pressure: Proven ability to thrive in a fast-paced, target-driven environment while consistently delivering business outcomes.