AVP (Business Development - New Business B2B Sales)

Location: Colaba, Mumbai

Employment type: Full-time | Work from office

Reports to: VP - Business Development

Role Overview

The AVP - B2B Sales will own new logo acquisition for an online dispute resolution platform offering arbitration and mediation services. The role focuses on identifying and closing opportunities in new industries and international markets beyond lending.

Key Responsibilities

- Own end-to-end new logo acquisition in defined sectors and countries, from prospecting to closure.

- Conduct deep secondary research on industries, markets, and target accounts to identify high dispute use cases and decision-makers.

- Define and refine ideal customer profiles (ICPs) and buyer personas across multiple industries and geographies.

- Run structured discovery with prospects: ask probing questions, uncover explicit and latent pain points, and quantify impact.

- Translate customer pain points into sharp value propositions and tailored ODR use cases for each ICP and vertical.

- Draft and iterate high-quality outbound emails, LinkedIn messages, and sales collateral customized by industry, role, and geography.

- Build, manage, and report on a qualified pipeline using CRM, with clear next steps and timelines for each opportunity.

- Collaborate with product, operations, and legal teams to shape pilots, proposals, pricing, and contracts.

- Track competitive landscape and market trends in ODR, legal-tech, and adjacent SaaS offerings; feed insights back into GTM strategy.

- Represent the company at industry events, webinars, and partner meetings to generate leads and build brand awareness.

What You'll Be Measured On

- Number and quality of new logos acquired in target industries and markets.

- Pipeline creation and progression metrics (meetings set, opportunities created, win rates, cycle times).

- Revenue from new industries and international accounts.

- Quality of discovery, deal qualification, and accuracy of forecasting.

- Quality and effectiveness of customized outreach and messaging.

Required Experience

- 5-8 years of B2B sales / business development experience in SaaS, technology, or tech enabled services.

- Demonstrated success in hunting roles focused on new logo acquisition (not only account management).

- Experience selling into mid-market or enterprise clients, ideally across multiple industries or geographies.

- Prior exposure to legal-tech, fintech, SaaS platforms, or service businesses with complex stakeholder buying cycles is a plus.

- Experience working with international clients and comfort with different business cultures and time zones.

Core Skills and Attributes

- Strong secondary research skills: ability to quickly understand a new industry, map its value chain, and spot ODR-relevant pain points.

- High curiosity and learning agility; enjoys exploring new markets and use cases.

- Excellent discovery skills: listens well, asks incisive questions, and can structure conversations to uncover root-cause problems.

- Ability to convert problems into compelling commercial narratives and ROI-driven pitches.

- Exceptional written communication: can write clear, concise, and persuasive emails,

sequences, and LinkedIn messages tailored to different ICPs.

- Strong verbal communication and presentation skills with senior stakeholders (legal, risk, operations, CXOs).

- Structured, process-driven approach to sales with disciplined use of CRM and data.

- Self-starter mindset, comfortable with ambiguity and building in relatively greenfield markets.

- Collaborative working style with product, marketing, and operations teams.

Location and Reporting

- Location: Mumbai - In office full-time

- Reports to: SVP - Business Development

Recruitment Process

o After screening, suitable candidates will be required to complete a customized assignment.

o Shortlisted candidates will be contacted for two rounds of interviews.

o Your compensation will be decided based on your skill, experience and final assessment.