Role Overview :

We are hiring a Senior Business Development Manager to lead B2B customer acquisition for our vehicle leasing business across 2-wheelers, 3-wheelers, and 4-wheeler light commercial vehicles (both cargo and passenger). The primary mandate is to build and convert a high-quality pipeline of logistics and employee transport customers, structure commercially sound lease deals, and own the customer portfolio post-signing - from onboarding through renewals.

This is a senior, individual-contributor-plus-team role. You will close marquee accounts yourself in the first 6-12 months while hiring and scaling a small BD team underneath you. Success looks like a predictable book of leased assets, strong unit economics on every deal, and a customer base that renews and expands.

Key Responsibilities :

1. B2B Customer Acquisition (Primary Mandate) :

- Identify, prospect, and close logistics customers (3PL, e-commerce, quick commerce, last-mile delivery, intra-city cargo) requiring 2W, 3W, and 4W LCV cargo fleets.

- Identify, prospect, and close employee transport customers (large enterprises, IT/ITES, BPOs, manufacturing, GCCs, transport aggregators) requiring 4W passenger LCV fleets.

- Own the full sales cycle - lead generation, discovery, solutioning, commercial proposal, negotiation, and closure.

- Build and maintain a qualified pipeline with clear stage hygiene, conversion benchmarks, and forecast accuracy.

- Develop sector-specific playbooks for logistics vs. employee transport - the two segments have different buyers, decision cycles, and economics.

2. Deal Structuring & Contract Negotiation :

- Structure lease deals across tenure, mileage, pricing, residual value, services bundling (maintenance, insurance, driver, telematics), and exit terms.

- Negotiate commercial and legal terms with procurement, finance, and admin teams of customer organizations.

- Build and stress-test deal-level financial models - IRR, NPV, payback, residual value sensitivity, utilization assumptions - to ensure every deal meets internal return thresholds.

- Customize lease constructs (operating lease, finance lease, dry lease, wet lease, sale-and-leaseback) based on customer need and our portfolio mix.

- Partner with internal finance, legal, and ops teams to convert agreed commercial terms into watertight contracts.

3. Portfolio Management & Customer Success :

- Own the post-signing customer relationship - onboarding, ongoing engagement, issue resolution, and quarterly business reviews.

- Track active contracts for renewals, extensions, mid-term expansions, and early closures; protect and grow revenue per account.

- Monitor portfolio health metrics - utilization, collections, defaults, churn, NPS - and intervene proactively.

- Coordinate vehicle buy-back, redeployment, or resale at end of lease in conjunction with the asset/ops team.

4. Team Building & Leadership :

- Hire, onboard, and mentor a BD team across logistics and employee transport verticals.

- Define territory/account allocation, set quotas, build incentive structures, and run a disciplined sales operating cadence.

- Coach team on discovery, financial selling, objection handling, and senior-level account management.

- Build the BD function from a small team to a scalable engine - hiring profile, ramp plans, tools, CRM hygiene, and reporting.

5. Cross-Functional & Market Inputs :

- Feed structured market intelligence back to product, finance, and asset teams - pricing benchmarks, competitive moves, emerging customer needs, vehicle-mix demand signals.

- Partner with the asset/procurement team on fleet mix planning so vehicle supply matches what the pipeline is asking for.

- Work with marketing on positioning, case studies, and demand generation for both verticals.

Key Requirements :

Must-Have :

- 8-12 years of B2B sales / business development experience, with a minimum of 4-6 years in vehicle leasing, commercial vehicle sales, CV financing, or fleet-as-a-service.

- Demonstrable track record of acquiring and managing enterprise logistics and/or employee transport customers - references to specific accounts closed and book size built.

- Strong working knowledge of commercial vehicle segment economics - 2W, 3W, and 4W LCVs (cargo and passenger), TCO drivers, residual values, OEM landscape, ICE vs. EV trade-offs.

- Solid grasp of leasing financial modeling - IRR, NPV, payback, residual value, depreciation, lease vs. buy economics, and deal-level P&L.

- Strong negotiation skills with proven ability to close large, multi-year contracts.

- Experience hiring and managing a BD or sales team.

Good-to-Have :

- Existing relationships in 3PL, e-commerce / quick commerce, last-mile logistics, or large enterprise admin/HR/transport functions.

- Exposure to EV leasing, charging infrastructure economics, or telematics-led fleet products.

- Experience working at an early-/growth-stage company - comfort with ambiguity, building from scratch, and operating without heavy support functions.

- MBA from a Tier-1 institute (preferred, not mandatory if track record is strong).

What We're Looking For (Mindset) :

- Hunter-first: comfortable carrying a number and closing deals personally, not only managing a team.

- Commercially sharp: thinks in IRR and unit economics, not just topline.

- Builder mentality: excited by the prospect of designing the BD function rather than inheriting one.

- High ownership and follow-through; comfortable in a small, fast-moving founding team.