Role Objective

To drive aggressive new-logo acquisition and revenue growth by identifying, engaging, and closing high-value enterprise clients. This role is responsible for owning the full sales cycle, delivering ROI-led strategic solutions to C-suite buyers, and establishing strong foothold deals that form the foundation for long-term account expansion and product adoption in key industries.

Key Responsibilities (Hunter – New Logo Focus)

Core Responsibility: Hunt & Close

1. New Business Development

• Proactively generate and pursue leads through outbound prospecting, targeted industry networking, events, and leveraging your existing contacts. Build and manage a robust pipeline of qualified enterprise opportunities
• Build, manage, and maintain a robust pipeline of qualified opportunities.

2. Own the Full Sales Cycle

• Lead all stages of the sales process for new logos.
• Conduct in-depth discovery to map business pain points, deliver compelling value based demonstrations, navigate complex procurement, and negotiate & close contracts.

3. Strategic Value-Based Selling

• Sell on value, not features. Develop and articulate strong ROI business cases to C level executives (CFO, COO, Head of Operations) and key economic buyers.

4. Land & Expand Foundation

• Secure initial foothold deals, with clear expansion paths. Develop account plans for new clients to identify and execute early cross-sell opportunities post-launch to drive rapid account growth.
• Work closely with Customer Success & Product teams to ensure client satisfaction and expansion readiness.

5. Market Intelligence

• Gather, analyze, and relay market insights, competitive insights, and customer requirements to help refine product roadmap and go-to-market (GTM) strategy.

Qualifications & Key Competencies

• Bachelor’s degree in business, Marketing, IT, or a related field. A Master’s degree is a plus.
• Proven Track Record & Portfolio: 5+ years in Key Account Management, Enterprise Sales within B2B SaaS.
• A demonstrable history of carrying and exceeding quota with large, complex enterprise accounts is required.
• Existing Network & Hunter- Farmer Profile of contacts, target prospects and potential clients within our target industries (e.g., Wholesale Distribution, Retail FMCG, FMCG, Logistics, or Manufacturing.
• Commercial Acumen: Strong competency in contract negotiation, financial forecasting, and building compelling business cases. Experience managing or closing annual contract values (ACV) above $100k is a strong advantage.
• Executive Presence & Influence: Ability to engage confidently with CxOs and business leaders. Strong internal collaboration skills to mobilize technical and support teams
• Experience working with leading SaaS ERP or business solutions vendors such as SAP, Oracle NetSuite, Microsoft Dynamics, Sage, QuickBooks Online, or similar.
• Startup Fit: Self-driven, resourceful, comfortable working in a fast-paced, evolving environment & capable of building processes or improving existing ones.
• Formal training or practical experience in sales methodologies such as MEDDIC, Challenger Selling, Sandler, or Value Selling.

• Proactively generate and pursue leads through outbound prospecting, targeted industry networking, events, and leveraging your existing contacts. Build and manage a robust pipeline of qualified enterprise opportunities
• Build, manage, and maintain a robust pipeline of qualified opportunities.
• Lead all stages of the sales process for new logos.
• Conduct in-depth discovery to map business pain points, deliver compelling value based demonstrations, navigate complex procurement, and negotiate & close contracts.
• Sell on value, not features. Develop and articulate strong ROI business cases to C level executives (CFO, COO, Head of Operations) and key economic buyers.
• Secure initial foothold deals, with clear expansion paths. Develop account plans for new clients to identify and execute early cross-sell opportunities post-launch to drive rapid account growth.
• Work closely with Customer Success & Product teams to ensure client satisfaction and expansion readiness.
• Gather, analyze, and relay market insights, competitive insights, and customer requirements to help refine product roadmap and go-to-market (GTM) strategy.

• Contract negotiation
• Financial forecasting
• Building compelling business cases
• Executive presence
• Influence
• Internal collaboration
• Working with SaaS ERP or business solutions vendors
• Self-driven
• Resourceful
• Adaptability to fast-paced, evolving environments
• Process building and improvement
• MEDDIC
• Challenger Selling
• Sandler
• Value Selling

• Bachelor’s degree in business, Marketing, IT, or a related field. A Master’s degree is a plus.
• Proven Track Record & Portfolio: 5+ years in Key Account Management, Enterprise Sales within B2B SaaS.
• A demonstrable history of carrying and exceeding quota with large, complex enterprise accounts is required.
• Existing Network & Hunter- Farmer Profile of contacts, target prospects and potential clients within our target industries (e.g., Wholesale Distribution, Retail FMCG, FMCG, Logistics, or Manufacturing.
• Commercial Acumen: Strong competency in contract negotiation, financial forecasting, and building compelling business cases. Experience managing or closing annual contract values (ACV) above $100k is a strong advantage.
• Executive Presence & Influence: Ability to engage confidently with CxOs and business leaders. Strong internal collaboration skills to mobilize technical and support teams
• Experience working with leading SaaS ERP or business solutions vendors such as SAP, Oracle NetSuite, Microsoft Dynamics, Sage, QuickBooks Online, or similar.
• Startup Fit: Self-driven, resourceful, comfortable working in a fast-paced, evolving environment & capable of building processes or improving existing ones.
• Formal training or practical experience in sales methodologies such as MEDDIC, Challenger Selling, Sandler, or Value Selling.