Sales Manager – B2B Digital, eCommerce & AI Solutions

About the Role

Key Responsibilities

1. New Business & Revenue Growth

• Own the new-business sales pipeline and revenue target for the assigned segment.
• Identify and develop high-quality prospects across India and international markets.
• Build a healthy pipeline through outbound prospecting, referrals, LinkedIn, email, networking, partnerships and other relevant channels.
• Research target companies, understand their business model and identify potential digital, web, eCommerce, AI or automation opportunities.
• Develop relationships with founders, CXOs, CMOs, Heads of Marketing, eCommerce Heads and other decision-makers.
• Drive opportunities from first conversation through qualification, discovery, proposal, negotiation and closure.

2. Consultative Selling

• Conduct structured discovery conversations to understand the client's business objectives, challenges, current technology/digital ecosystem and growth requirements.
• Translate business requirements into appropriate Nethority solutions.
• Work closely with Digital, Web, eCommerce, AI and delivery teams to develop relevant proposals and solution approaches.
• Avoid commodity-based selling and focus on business value, outcomes, ROI and long-term partnership.
• Present proposals and commercial solutions confidently to senior stakeholders.

3. Pipeline & CRM Ownership

• Maintain complete and accurate sales information in the CRM.
• Own every opportunity through defined sales stages with clear next steps and timelines.
• Maintain accurate forecasts and provide regular pipeline and revenue updates to leadership.
• Track conversion rates, lead sources, deal value, sales cycle and lost opportunities.
• Ensure no qualified opportunity remains unattended or without a defined next action.
• Analyse pipeline performance and continuously improve sales conversion.

4. Strategic Account Development

• Identify opportunities for cross-selling and upselling across existing accounts.
• Develop long-term relationships rather than focusing only on one-time project closures.
• Identify additional opportunities across Web, Digital Marketing, eCommerce, AI, Automation and related services.
• Work with Account Management and delivery teams to identify expansion opportunities based on client business requirements.

5. Market & Business Development

• Develop an understanding of the target market, competitor landscape and emerging digital/AI trends.
• Identify high-potential industries, accounts and geographic markets for Nethority.
• Build account lists based on defined Ideal Customer Profiles (ICP).
• Explore strategic partnerships, referral channels and ecosystem relationships that can generate qualified opportunities.
• Provide regular market intelligence and feedback to leadership.

6. Sales Process & Team Leadership

• Establish a structured and measurable sales rhythm for the team.
• Guide and mentor Business Development Executives / SDRs / Sales Executives.
• Set clear activity, pipeline and revenue expectations.

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• Review pipeline quality and sales performance regularly.
• Coach team members on prospecting, discovery, objection handling, negotiation and closing.
• Ensure sales activity is driven by quality and conversion rather than only volume.

7. Cross-Functional Collaboration

• Work closely with Marketing to improve lead quality and account targeting.
• Coordinate with technical and delivery teams for solutioning and proposals.
• Ensure a structured handover from Sales to Project/Account Management after closure.
• Maintain clarity around scope, commercials, timelines and client expectations before closure.
• Escalate potential commercial or client risks early.

What We Are Looking For

• 5–8 years of experience in B2B sales, business development or consultative technology sales.
• Experience selling Digital, Web, eCommerce, SaaS, Technology, IT Services, Data, AI, Automation or similar solutions.
• Proven experience in achieving revenue and/or new-business targets.
• Strong experience in outbound prospecting and pipeline creation.
• Experience selling to founders, CXOs, senior management or business decision-makers.
• Strong understanding of consultative and solution-based selling.
• Strong CRM discipline and ability to work with sales metrics and forecasts.
• Excellent communication, presentation and negotiation skills.
• Strong commercial understanding and ability to discuss pricing, ROI and business value.
• Ability to independently manage a sales cycle from prospecting to closure.
• Strong ownership, follow-through and professional maturity.

Preferred Experience