Business Development Executive / Sales Executive – EdTech & SaaS

BUSINESS DEVELOPMENT EXECUTIVE / SALES EXECUTIVE – EDTECH & SAAS Department: Sales / Business Development Industry: EdTech / LMS / SaaS / Learning & Development Employment Type: Full-Time Reports To: Sales Manager / Head of Business Development JOB SUMMARY The Business Development Executive / Sales Executive will be responsible for driving B2B sales, generating new business opportunities, and building client relationships across EdTech, Learning Management Systems (LMS), SaaS, and digital learning solutions. The role involves identifying potential clients, qualifying leads, understanding business requirements, conducting product demonstrations, preparing proposals, managing sales opportunities, and coordinating with internal teams to drive conversions and achieve business targets.

KEY RESPONSIBILITIES

1. LEAD GENERATION & PROSPECTING

• Identify and research potential B2B clients across industries and geographical markets.
• Generate and qualify inbound and outbound leads using Apollo and other prospecting tools.
• Execute email outreach campaigns and structured follow-up activities.
• Maintain an organized prospect database and sales pipeline.

2. LEAD QUALIFICATION

• Assess client requirements, business challenges, budgets, timelines, and buying intent.
• Identify key stakeholders and decision-makers within target organizations.
• Qualify leads based on business requirements, solution fit, and purchase readiness.
• Maintain consistent follow-ups with prospects throughout the sales cycle.

3. CLIENT COMMUNICATION & DISCOVERY

• Conduct client calls, discovery meetings, and requirement-gathering sessions.
• Understand customer needs related to LMS, Learning & Development, employee training, and digital learning.
• Recommend suitable products and services based on client requirements.
• Communicate solution capabilities, benefits, and business value effectively.

4. PRODUCT DEMONSTRATIONS

• Conduct online product demonstrations and platform walkthroughs.
• Demonstrate LMS features, including learner and administrator workflows, reporting, assessments, content management, and relevant AI capabilities.
• Customize demonstrations to align with client requirements and business use cases.
• Address client queries, concerns, and objections during demonstrations.

5. PROPOSAL & SOLUTION DEVELOPMENT

• Prepare customized proposals, quotations, presentations, and company capability decks.
• Coordinate with internal teams to develop solutions aligned with client requirements.
• Explain pricing, features, implementation approaches, timelines, and deliverables.
• Support negotiations, commercial discussions, and proposal revisions.

6. SALES FOLLOW-UP & CONVERSION

• Manage sales opportunities from initial contact through deal closure.
• Conduct structured follow-ups through emails, calls, and meetings.
• Address objections and provide relevant information to move opportunities forward.
• Track opportunity status, next steps, and expected closure timelines.
• Work toward assigned monthly and quarterly sales targets.

7. CLIENT RELATIONSHIP MANAGEMENT

• Build and maintain strong relationships with prospective and existing clients.
• Identify evolving customer needs and opportunities for additional products and services.
• Coordinate with implementation and delivery teams to ensure smooth handovers after deal closure.
• Maintain professional and timely communication throughout the customer journey.

8. CROSS-FUNCTIONAL COLLABORATION

• Collaborate with Marketing, Website, Product, LMS, and Delivery teams.
• Share prospect feedback, customer requirements, and market insights with internal stakeholders.
• Support marketing campaigns, lead generation, content development, and outreach initiatives.
• Coordinate with technical teams to address product-related and integration queries.

9. SALES & MARKET RESEARCH

• Research competitors, industry trends, customer requirements, and emerging EdTech and L&D technologies.
• Identify new industries, geographical markets, and customer segments for business expansion.
• Analyze competitor offerings and market positioning.
• Share relevant market insights to support business development strategies.

10. REPORTING & SALES OPERATIONS

• Maintain accurate and up-to-date lead, contact, and opportunity records.
• Prepare regular sales activity reports and pipeline updates.
• Track leads, follow-ups, meetings, demonstrations, proposals, conversions, and lost opportunities.
• Monitor sales funnel progress and maintain visibility of upcoming opportunities.

KEY SKILLS & COMPETENCIES

• B2B Sales & Business Development
• Lead Generation & Lead Qualification
• Consultative Selling & Solution Selling
• Client Relationship Management
• Product Demonstrations & Presentations
• Proposal, Quotation & Presentation Preparation
• Sales Follow-ups & Opportunity Management
• Negotiation & Objection Handling
• Email Outreach & Campaign Management
• Market Research & Competitor Analysis
• CRM & Sales Pipeline Management
• Professional Client Communication
• Cross-functional Team Coordination
• EdTech / LMS / SaaS Solution Selling