Description:

Senior Manager - Business Development (AIA US)

Experience: 7- 10 Years

Role Summary

The Senior Manager of Business Development will lead the charge in scaling AIA US within the highly competitive American CPA and accounting market. This is a discovery-first, consultative sales leadership role where you are not just selling a tool, but a solution to the "tax season burnout." You will be responsible for the end-to-end sales lifecyclefrom initial workflow discovery to closing complex SaaS contractswhile simultaneously mentoring a team of junior business development professionals. Your success is measured by high-quality conversion rates, CRM integrity, and the ability to articulate the ROI of AI-driven tax automation to discerning professional-services buyers.

Responsibilities

- Execute a high-precision GTM strategy for the US market, focusing on mid-to-large CPA firms and independent tax practices.

- Lead the end-to-end B2B sales cycle, prioritizing deep-dive discovery to identify specific workflow bottlenecks before proposing the AIA solution.

- Oversee a team of 3- 5 Business Development Interns, providing daily coaching on outreach techniques, lead qualification, and consultative communication.

- Translate complex product features into "time-saved" value propositions, effectively selling the ROI of automated tax intake and document collection.

- Maintain rigorous CRM discipline, ensuring every lead, opportunity, and interaction is documented to provide accurate revenue forecasting and pipeline visibility.

- Facilitate the "GTM Feedback Loop" by synthesizing market objections and customer needs into actionable insights for the Product and Marketing teams.

- Design and refine outbound sequences that prioritize quality over quantity, ensuring all communication reflects a high degree of professional-services acumen.

- Conduct live product demonstrations and pilot presentations tailored to the specific tax-prep workflows of US-based clients.

- Manage high-stakes negotiations and contract closures, ensuring a seamless transition from sales to customer success.

Technical Requirements

- Proven track record of 7+ years in B2B SaaS sales, specifically targeting North American clients with a focus on professional services (Accounting, Legal, or Finance).

- Mastery of consultative sales methodologies (e.g., SPIN Selling, Challenger, or NEPQ) with a heavy emphasis on discovery and diagnostic questioning.

- Expert-level proficiency in modern CRM platforms (HubSpot, Salesforce, or Pipedrive) and sales stack tools (Apollo, LinkedIn Sales Navigator, or Outreach.io).

- Deep understanding of AI and Automation software concepts to effectively communicate how "Tax Intake + Prep" logic works.

- Experience in "Workflow Mapping" to visualize a clients current manual process versus the optimized AIA future state.

- Ability to work US Eastern or Central time zones to align with the primary buyer market.

Preferred Skills

- Previous experience selling specifically to CPAs, Tax Preparers, or EAs (Enrolled Agents) in the United States.

- Strong understanding of the US tax season lifecycle and the specific pain points of document "chasing" and tax prep backlogs.

- Demonstrated experience in hiring, training, and scaling a junior sales or SDR team from the ground up.

- Familiarity with the competitive landscape of tax-tech (e.g., Karbon, Canopy, or Lacerte integrations).

- Advanced certification in Sales Management or a degree from a top-tier business school.

- Excellent storytelling and presentation skills, with the ability to simplify complex technical AI capabilities for non-technical buyers.