Business Development Manager

SATORI CRAFT PRIVATE LIMITED
Business Development Lead — Darwinbox Practice

Location: India (Bengaluru) — Hybrid
Experience: 3+ years in HR Tech / Enterprise SaaS Sales
Compensation: Competitive base + performance variable tied to quota attainment

ABOUT SATORI CRAFT
Satori Craft is an AI-first HR tech services firm. Practitioner-grade Darwinbox implementations, AMS, and HRMS rollouts — led by people who've personally shipped the work. Quiet expertise that resolves into clarity.

We're building a dedicated Darwinbox HRMS practice for implementations, AMS, and expansion, in close partnership with Darwinbox. We leverage existing client relationships and partner pipelines to deliver integrated HR tech solutions across India and beyond — with a relentless emphasis on ownership, speed, and commercial impact. This remote-hybrid role anchors the practice from the ground up.

ROLE OVERVIEW
We are seeking a commercially driven, hunter-profile Business Development Lead to own Satori's Darwinbox GTM motion end-to-end. You will blend enterprise B2B relationship-building, consultative HR tech evangelism, and disciplined deal-closing across Satori's existing client base, Darwinbox co-sell opportunities, and self-sourced net-new logos.

This is a revenue-owning, quota-carrying role in a founder-backed environment, where you will build a zero-to-one GTM that serves both organisations.

KEY RESPONSIBILITIES

Hunting & Net-New Pipeline Generation

• Proactively identify and target net-new enterprise accounts (1,000–5,000 employees) across Satori's focus verticals through outbound outreach, referrals, partner introductions, and events.
• Mine Satori's existing client base for HR tech expansion opportunities, securing warm CHRO introductions and converting them into qualified pipeline.
• Co-sell on Darwinbox-sourced deals and independently generate self-sourced logos — maintaining a healthy mix of inbound and outbound motion.

Consultative & Solution Selling

• Lead structured discovery sessions to understand client pain points, HR process gaps, and digital transformation goals before positioning Darwinbox solutions.
• Build tailored "why Darwinbox / why Satori" value narratives grounded in product completeness, implementation capability, and ROI — customised per buyer persona (CHRO, HR Ops, IT, CFO).
• Handle pre-sales engagements: product demonstrations, solution scoping, competitive positioning (vs. SAP SuccessFactors, Oracle HCM, Workday, and Darwinbox competitors), and capability presentations.
• Coordinate with Satori's delivery team for pre-sales scoping, effort estimation, and proposal development — ensuring technical credibility through the sales cycle.

Enterprise B2B Sales Motion

• Manage multi-stakeholder, long-cycle enterprise deals (3–9 months) with structured account plans covering champion identification, economic buyer access, and risk mitigation.
• Navigate complex procurement and legal processes including RFPs, security questionnaires, and vendor evaluation frameworks common in mid-market enterprise buying.
• Build executive-level relationships at CHRO, CHRO–1, and CFO levels, engaging business outcomes rather than features.
• Apply enterprise sales methodologies (MEDDIC / MEDDPICC, Challenger, or equivalent) to qualify, progress, and close high-value deals.

Negotiation & Deal Closing

• Lead commercial negotiation on pricing, contract terms, implementation scope, and SLA structures — balancing deal velocity with margin protection.
• Drive mutual close plans with clear milestones, decision timelines, and stakeholder alignment to compress sales cycles.
• Manage legal and commercial redlines in MSAs and SOWs in coordination with Satori leadership, ensuring deals are structured for successful delivery.

Pipeline & CRM Management

• Own end-to-end pipeline hygiene: maintain accurate deal stages, contact data, activity logs, and next steps in Darwinbox's partner CRM and/or Satori's internal CRM.
• Provide weekly pipeline forecasts with confidence-weighted ARR projections, deal risk flags, and coverage ratios against quarterly targets.
• Register and track leads through Darwinbox partner processes; identify and flag AMS / cross-sell / upsell opportunities for existing Darwinbox clients.
• Deliver structured deal reviews and competitive intelligence to inform practice roadmap and enablement priorities.

Enablement & Practice Building

• Participate in Darwinbox and Satori sales enablement sessions to stay current on product releases, partner positioning, and competitive landscape.
• Contribute market intelligence, win/loss insights, and buyer persona learnings to refine the Darwinbox GTM playbook.

SALES KPIS & QUOTA EXPECTATIONS
This is a quota-carrying role. Performance will be measured against the following KPIs (final targets set post-joining):

• Annual Recurring Revenue (ARR) / New Logo Target — primary quota metric
• Quarterly pipeline coverage ratio (target: 3×+ of quarterly quota)
• Number of qualified net-new opportunities created per quarter
• Average sales cycle length and deal conversion rate by stage
• CRM data completeness and forecast accuracy (weekly cadence)
• AMS / expansion revenue from existing Darwinbox client base

REQUIRED QUALIFICATIONS

Mandatory

• 3+ years of B2B enterprise SaaS or HR tech sales experience with a demonstrated track record of quota attainment (>80% of target).
• Proven ability to run full-cycle enterprise deals — from prospecting and discovery through negotiation, legal, and close.
• Deep understanding of HRMS buying cycles, procurement dynamics, and key personas (CHRO, HR Ops, IT, Finance) across the Indian mid-market.
• Hands-on experience with a CRM tool (Salesforce, HubSpot, Zoho, or similar) and disciplined pipeline management habits.
• Demonstrated hunter mindset: comfort with outbound prospecting, cold and warm outreach, and building pipeline from scratch.
• Experience applying structured sales methodologies (MEDDIC, SPIN, Challenger, or equivalent) to enterprise deals.
• Ability to build GTM motion with limited resources — hustle, structured thinking, and full ownership.
• Credibility engaging senior HR and business leaders on strategic HR transformation, not just product features.

Preferred

• Experience in partner / OEM ecosystems (Darwinbox, PeopleStrong, or similar HR tech partner motions).
• Existing CHRO / HR leader network across Indian mid-market verticals (real estate, healthcare, retail, consumer goods).
• Darwinbox product familiarity and light pre-sales skills (scoping, integrations, payroll positioning).
• Knowledge of the Indian HR tech landscape and adjacent services (AMS, integrations, compliance modules).

ROLE EXPECTATIONS & CULTURE FIT
This is not a pure SDR / BDR role (no high-volume cold-call scripts), nor a pure implementation or support role. You own the full commercial motion: pipeline generation, consultative selling, negotiation, and revenue delivery.

You will excel here if you thrive with the structure you create yourself, operate effectively in a remote-hybrid environment, and can balance aggressive sales execution with the thoughtful practice-building this new capability requires.

Satori Craft operates at founder speed. Expect autonomy, direct access to leadership, and a genuine opportunity to shape the commercial DNA of an emerging Darwinbox practice.

HOW TO APPLY
DM on LinkedIn, or email [email protected] with your updated resume. Please include:

• Total years of experience
• Current CTC
• Expected CTC
• Notice period
• Updated Resume