Sales Manager

About the Role

We are looking for an experienced and highly driven Hunter Sales professional with 10+ years of experience in Test & Automation, Software Testing, Quality Engineering, or Engineering Services to drive new customer acquisition and business growth.

The ideal candidate will have a strong track record of hunting and winning new logos, building relationships with CXO-level stakeholders, creating sales pipelines, and converting opportunities into high-value engagements.

The role requires a strong understanding of Test Automation, Quality Engineering, Digital Assurance, and software/product testing services, along with the ability to articulate business value to customers.

Key Responsibilities

New Business Development / Hunting

• Identify, target, and acquire new customers / logos across North America, Europe, APAC, or assigned markets.
• Build and maintain a strong sales pipeline through account mapping, prospecting, networking, referrals, events, and strategic outreach.
• Develop and execute territory/account-specific hunting strategies to achieve revenue and booking targets.
• Own the complete sales cycle from lead generation and qualification through proposal, negotiation, closure, and account handover.
• Conduct effective C-level and senior stakeholder outreach to establish new relationships.

Test & Automation Sales

• Sell Test & Automation / Quality Engineering services and solutions across enterprise customers.
• Understand customer pain points and position appropriate technical solutions in collaboration with pre-sales and engineering teams.
• Develop proposals, presentations, SOWs, commercial proposals, and solution offerings.

Customer & Stakeholder Management

• Establish relationships with CIO, CTO, VP Engineering, QA Heads, Delivery Heads, Product Heads, and Procurement stakeholders.
• Conduct discovery meetings to understand customer business challenges, technology landscape, testing maturity, and transformation priorities.
• Lead commercial negotiations and successfully close complex, multi-stakeholder deals.
• Build long-term strategic relationships that create opportunities for account expansion.

Pipeline & Revenue Management

• Own monthly, quarterly, and annual sales/revenue targets.
• Maintain accurate sales forecasts and pipeline data in CRM.
• Monitor opportunity stages, conversion ratios, sales velocity, and deal closure probability.
• Build a healthy pipeline with adequate coverage against assigned targets.
• Track competitive intelligence, market trends, customer priorities, and emerging opportunities.

Collaboration

• Work closely with Pre-Sales, Delivery, Engineering, Solution Architects, Marketing, and Leadership teams.
• Translate customer requirements into commercially viable solutions.
• Participate in customer presentations, workshops, RFP/RFI responses, and solution discussions.
• Ensure smooth transition of won opportunities to delivery/account management teams.

Must-Have Skills

• 10+ years of proven experience in B2B Technology Sales / Business Development.
• Strong experience in Test & Automation / Software Testing / Quality Engineering / IT Services.
• Demonstrated success in new-logo acquisition and hunting.
• Strong consultative selling and solution-selling skills.
• Experience managing large enterprise accounts and complex sales cycles.
• Strong CXO-level communication and relationship-building skills.
• Proven experience in achieving and exceeding revenue targets.
• Strong understanding of technology services and software engineering environments.
• Excellent negotiation, presentation, communication, and influencing skills.
• Willingness to travel internationally/domestically as required.

Preferred Experience

• Experience selling Engineering Services / Digital Engineering / Product Engineering / IT Services.
• Existing network among enterprise technology, product, automotive, BFSI, healthcare, telecom, or other relevant industry customers.
• Experience selling managed testing services, QA transformation, or automation-led engagements.
• Experience with RFP/RFI processes and large enterprise deals.
• Exposure to AI/ML-based Test Automation and GenAI-enabled Quality Engineering will be an advantage.

Success Metrics / KPIs

• New logos acquired
• New revenue / bookings generated
• Qualified pipeline generated
• Pipeline coverage
• Deal conversion rate
• Average deal size
• Sales cycle
• Quarterly/annual target achievement
• CXO-level relationships established
• Strategic accounts developed