Senior Sales Manager – Real Estate & Sustainability SaaS

About the Role

The Senior Sales Manager will be responsible for driving sales growth, building the sales pipeline, closing strategic accounts and developing the sales team and process.

This is a player-coach role - you will personally lead important customer relationships and deals while building a high-performing sales organisation.

You will own the journey from: Target Market → Pipeline → Qualification → Demo → Proposal → Negotiation →Closure → Account Growth

Key Responsibilities

1. Sales Strategy & Revenue
2.  Own sales targets, revenue performance and pipeline.
3.  Develop and execute the sales strategy and go-to-market approach.
4.  Define target customer segments, accounts and priorities.
5.  Establish sales KPIs, forecasting and pipeline reviews.
6.  Build a predictable and scalable sales process.
7. Enterprise & Strategic Sales
8.  Personally lead high-value and strategic opportunities.
9.  Build relationships with developers, builders, architects, consultants and other industry stakeholders.
10.  Develop CXO-level relationships with promoters, CEOs, business heads, sustainability heads and project leaders.
11.  Lead discovery, product demonstrations, proposals, negotiations and closures.

12.  Develop strategic accounts and identify expansion opportunities.

13. Pipeline & Business Development

14.  Build a healthy pipeline through outbound sales, relationships, referrals, partnerships, events and marketing-

15. generated leads.

16.  Identify new market segments and opportunities.

17.  Work closely with Marketing to improve lead quality and conversion.

18.  Build strategic partnerships that can generate qualified opportunities.

19. Sales Team Leadership

20.  Lead, coach and develop the sales team.

21.  Set individual and team targets.

22. Conduct regular pipeline and performance reviews.

23.  Support the team on complex opportunities and negotiations.

24.  Recruit and onboard sales talent as the organisation grows.

25.  Build a culture of accountability, ownership and performance.

26. Sales Process & Systems

27.  Establish a structured sales methodology and CRM discipline.

28.  Improve qualification, opportunity management, forecasting and reporting.

29.  Build repeatable processes for prospecting, discovery, demos, proposals and closure.

30.  Use sales data to identify bottlenecks and improve conversion.

31. Customer & Market Intelligence

32.  Understand customer needs, buying behaviour and objections.

33.  Track competitors, market trends and emerging sustainability requirements.

34.  Bring customer insights into product, marketing and business strategy.

35.  Work closely with leadership, product and sustainability teams.

What We Are Looking For
Experience
6+ years of B2B / enterprise sales experience, preferably in:
 Real estate
 Construction
 Building products / technologies
 PropTech
 SaaS / enterprise technology

Experience selling to real estate developers or construction companies will be strongly preferred.

Core Capabilities

•  Proven track record of achieving sales targets.
•  Strong enterprise and consultative selling skills.
•  Experience managing complex, multi-stakeholder sales cycles.
•  Strong CXO and relationship-building capability.
•  Experience managing and coaching sales teams.
•  Strong pipeline management and forecasting skills.
•  Ability to build sales processes from the ground up.
•  Strong negotiation and commercial skills.
•  Comfortable operating in an entrepreneurial environment.

Industry & Sustainability Understanding
A strong understanding of the built environment and sustainability will be an advantage.
You should be comfortable learning and discussing: Green Buildings | Energy | Water | Sustainable Materials | Carbon | Net Zero | ESG | IGBC | LEED | GRIHA
Deep technical sustainability expertise is not mandatory. What matters is the ability to understand the customer's sustainability challenge and translate it into a commercial business proposition.

The Ideal Candidate

•  Commercially driven — focused on revenue and outcomes.
•  Consultative — sells solutions rather than features.
•  Hands-on — capable of personally closing important deals.
•  A team builder — develops people and creates accountability.
•  Strategic — thinks beyond individual deals to markets and accounts.
•  Data-driven — understands pipeline, conversion and forecasting.
•  Entrepreneurial — comfortable building processes in a growing company.
•  Mission-aligned — genuinely interested in sustainability and climate technology.

First 60 Days
 0–30 Days | Understand & Build
 Learn SD+, customers, existing pipeline, ICP, sales process and market.
 Refine sales strategy, prioritize target accounts, strengthen pipeline and establish sales governance.
 31–60 Days | Own — Take full ownership of the sales pipeline, drive strategic opportunities and establish a predictable sales operating rhythm.

Why Smarter Dharma?
This is an opportunity to build a sales function at the intersection of Real Estate + Technology + Sustainability + Climate.

•  Work directly with founders and senior leadership.
•  Engage with leading real estate organisations.
•  Build a new category of sustainability technology.
•  Shape the companys go-to-market and revenue strategy.

This is not simply a sales management role. It is an opportunity to build the revenue engine of a growing climate technology company.

Education
Bachelors degree in Business, Management, Marketing, Engineering, Architecture, Real Estate, Construction Management or a related discipline preferred. MBA or equivalent qualification is an advantage but not mandatory.

Compensation
CTC: Industry standard + Performance-linked Variable / Sales Incentives. Compensation will be based on experience,capability and role fit.