Channel Partner & Business Development Lead

Role & responsibilities

• Own end-to-end business development: prospect, pitch, and close MSME/SME/ Mid-sized clients directly across sectors.
• Identify and hunt for channel partners CAs, tax/audit firms, business consultants, IT resellers, and industry bodies with strong SME client relationships.
• Pitch and onboard partners: explain the referral/commission model, set expectations, and formalise simple partner agreements.
• Enable and activate partners with pitch material and periodic engagement so they actively refer leads, not stay passive.
• Track partner-sourced pipeline separately from direct pipeline; ensure timely commission payout to drive repeat referrals.
• Manage the pipeline across both channels; report weekly on conversions and partner activity; and represent the company at MSME/CA association events.

Preferred candidate profile

• 2-4 years in B2B sales, business development, or channel/partnership roles in SaaS, fintech, or professional services backgrounds preferred.
• Proven ability to build relationships with intermediaries
• Comfortable with a hunting role: cold outreach, field visits, association networking, and relationship-led selling.
• Strong communication and negotiation skills; able to explain a tech/AI product to non-technical SME owners.

Self-starter who can operate with minimal structure and build the channel-partner playbook largely from scratch

Perks and benefits

Performance incentives based on achievement of targets