Business Development Executive - SMB Market

Lead Generation & Prospecting: Identify, engage, and qualify potential customers through inbound and outbound channels including email, calls, LinkedIn, events, and referrals – Own the end-to-end sales cycle—from identifying and engaging prospective customers to driving revenue through successful closures.

Discovery & Consultation: Conduct in-depth discovery calls to understand customer pain points, business goals, and HR process challenges.

End to End Solution Selling: Keka AEs are not just storytellers—they’re solution architects. We get technical, mapping Keka’s HRMS capabilities precisely to the customer’s workflows, tech stack, and business priorities. Our consultative approach means delving deep into existing systems, integration needs, and security requirements, then presenting tailor-made solutions that are as robust as they are intuitive.

Pipeline Ownership: Build and maintain a healthy sales pipeline through consistent follow-ups and opportunity management.

Collaboration: Collaborating with Product, Engineering, and Customer Success teams to co-create solutions, deliver commitments, and champion customer outcomes.

Negotiation & Closure: Manage proposals, pricing discussions, and contract negotiations to successfully close new business.

Proposal & Tender Management: Respond to RFP, RFQ, and RFI as per client specifications. Tailor proposals to meet the specific needs and budgets of customers, while ensuring that the company's offerings are presented in the best possible light.

CRM Management: Using best-in-class tools—CRM, sales enablement platforms, and solution design software—to manage relationships, track KPIs, and ensure nothing falls through the cracks.

Market Intelligence: Stay informed about industry trends, competitor offerings, and emerging HR tech developments to position Keka effectively.

Performance Metrics: Track KPIs such as pipeline growth, conversion rates, revenue closed, and customer acquisition cost efficiency.

Continuous Improvement: Continuously learning, sharing insights, and driving improvements in how we sell, document, and serve.

Required Qualifications: 2-4 years of experience in B2B SaaS sales experience, with a proven record of meeting or exceeding targets. Strong consultative selling and negotiation skills with experience handling end-to-end sales cycles. Excellent communication, presentation, and interpersonal skills. Proficiency in CRM and sales tools (HubSpot, Salesforce, ZoomInfo, Outreach, etc.). Strategic thinker with high business acumen and a customer-first mindset. Self-motivated and driven by performance metrics in a fast-paced environment. Ability to collaborate across teams while working independently with accountability. Willingness to travel as required for client meetings and business development efforts. A strong network of industry contacts and an understanding of market dynamics in the HRMS solutions space is a plus.

What’s in it for you at Keka?: A high-impact role with visibility across Sales and Leadership teams. Passionate team players for whom sales is the beginning of a lasting partnership and an opportunity to drive meaningful revenue and shape customer relationships. Transparent rewards for performance and clear career progression paths. Exposure to cutting-edge HR technology and continuous learning opportunities. A collaborative, open, and growth-focused work culture that values initiative and innovation.