B2B Lead Generation & Sales Development Manager Software Products
BASSETTI India · Not specified · onsite · Posted 67d ago
About a minute. You'll make an account on the way through.
About this role
We are looking for an experienced B2B Lead Generation & Sales Development professional who can independently identify target accounts, map key decision-makers, execute outbound campaigns, qualify prospects, generate qualified meetings, and build a consistent sales pipeline for our enterprise software products.
This is not a database-building or data collection role. The ideal candidate should be capable of managing the complete prospecting cycle:
Target Account Identification → Decision-Maker Mapping → Outreach → Qualification → Meeting Generation → Opportunity Handover → Pipeline Tracking
The role will work closely with the Sales, Marketing, Product, and Management teams to develop qualified business opportunities across India and international markets.
Key Responsibilities1. Lead Generation & Account Research- Identify target companies based on industry, geography, company size, business requirements, and product fit.
- Research accounts and identify relevant decision-makers, influencers, and stakeholders.
- Build and continuously maintain a high-quality prospect database.
- Conduct account mapping across strategic target organizations.
- Validate prospect information and maintain accurate CRM records.
- Execute structured multi-channel prospecting through:
- LinkedIn / LinkedIn Sales Navigator
- Personalized email campaigns
- Cold calling
- Webinars and industry campaigns
- Digital prospecting platforms
- Develop personalized messaging based on industry, persona, and business requirements.
- Manage systematic follow-up sequences to improve response and meeting-conversion rates.
- Execute targeted email and LinkedIn campaigns with appropriate segmentation and personalization.
- Qualify prospects based on business need, product fit, decision-making authority, potential budget, and timeline.
- Conduct initial conversations to understand prospect requirements and business challenges.
- Generate qualified meetings for the Sales / Business Development team.
- Ensure complete and structured handover of qualified opportunities, including prospect background and interaction history.
- Follow up with prospects after initial meetings where required to maintain sales momentum.
- Record and manage all prospecting and lead-generation activities in the CRM.
- Track leads through different stages of the prospecting funnel.
- Monitor:
- Target accounts identified
- Decision-makers identified
- Outreach activity
- Qualified leads
- Meetings booked
- Opportunities generated
- Conversion ratios
- Campaign performance
- Maintain accurate CRM data and ensure disciplined follow-up.
- Support targeted campaigns across specific industries, products, and geographies.
- Plan and execute webinars, LinkedIn campaigns, email campaigns, and account-based outreach initiatives.
- Work with Marketing to develop relevant messaging and target audiences.
- Research new markets, competitors, industries, and customer segments.
- Analyze campaign performance and continuously improve prospecting strategies.
- 5+ years of experience in B2B Lead Generation, Sales Development, Inside Sales, Business Development, or Account-Based Prospecting.
- Strong experience in IT Products, Software Products, SaaS, or Enterprise Software environments.
- Proven track record of generating qualified leads and business meetings, not merely contact databases.
- Strong understanding of B2B enterprise sales cycles and decision-maker identification.
- Experience engaging senior stakeholders such as CXOs, CIOs, CTOs, IT Heads, Digital Transformation Heads, R&D Heads, Quality Heads, Plant / Manufacturing Heads, and Procurement leaders.
- Hands-on experience with prospecting platforms such as:
- LinkedIn / LinkedIn Sales Navigator
- Apollo.io
- Crunchbase
- Clutch
- Upwork or similar B2B platforms
- Experience with CRM platforms such as HubSpot, Salesforce, Zoho CRM, or equivalent.
- Strong experience in cold email, LinkedIn outreach, cold calling, follow-ups, and meeting generation.
- Ability to independently conduct company research, account mapping, contact discovery, and lead qualification.
- Strong written and verbal English communication skills.
- Target-driven approach with the ability to work against measurable monthly and quarterly KPIs.
Candidates with experience in enterprise solutions in any of the following areas will be strongly preferred:
LIMS | MES | QMS | PLM | ERP | SaaS | Manufacturing Software | Industry 4.0 | Digital Transformation | Engineering Software | Enterprise IT Solutions
LIMS experience is preferred but not mandatory. Strong enterprise software prospecting experience will also be considered.
Preferred Experience- European, UK, US, or APAC markets.
- Manufacturing, pharmaceutical, chemical, automotive, aerospace, engineering, or industrial organizations.
- Account-Based Marketing (ABM).
- Email automation and sequencing platforms.
- GDPR-compliant B2B prospecting practices.
- Enterprise software sales involving longer sales cycles and high-value deals.
Performance will be measured on:
- Relevant target accounts identified
- Qualified decision-makers identified
- Outreach activity and response rate
- Qualified leads generated
- Qualified meetings booked
- Lead-to-meeting conversion rate
- Meeting-to-opportunity conversion rate
- Pipeline value influenced / generated
- CRM data quality
- Follow-up discipline
Quality of leads and opportunities will be prioritized over simply generating high volumes of contacts.
Educational Qualification- Bachelor's degree in Business, Marketing, Engineering, IT, or a related discipline.
- MBA / PGDM in Marketing, Sales, or Business Management will be preferred.
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