Senior Professional - Business Development - Sustainability & ESG Solutions

Division: Sustainability & ESG Solutions (Platform + Advisory)

Experience: 10-15 years

Location: Mumbai

Position Type: Full-time - Onsite

Reporting to: Director - Sales

A. Role Summary

We are looking for a seasoned Senior Sales Manager to accelerate the organisation's growth by driving platform and consulting revenues across sectors and regions. The ideal candidate is a target-crushing enterprise seller with a strong network in the C-suite and board ecosystem, proven ability to run complex consultative sales cycles, and a solid understanding of the ESG landscape, frameworks, and market evolution.

This role owns the full sales journey - prospecting through closure, demos, solutioning, negotiation, onboarding handover, and renewal/expansion - while mentoring junior sellers and helping shape the go-to-market motion.

B. Key Responsibilities

1. Revenue Ownership & Enterprise Sales

- Own and deliver quarterly and annual revenue targets for ESG platform and consulting offerings.

- Execute large, multi-stakeholder B2B sales cycles with deal sizes ranging from mid-market to strategic enterprise.

- Build and maintain a robust, forecastable pipeline aligned to growth goals.

- Drive high-quality opportunity progression through qualification, discovery, demos, proposal, negotiation, closure, and expansion.

2. Sector-Agnostic, Region-Wise Market Expansion

- Develop business across multiple industries (Pharma, BFSI, Manufacturing, Energy, IT/ITES, Consumer, Real Estate, etc.).

- Identify region-specific demand signals and tailor sales plays to regulatory, investor, and customer priorities.

- Open new logos and expand existing accounts through cross-sell/upsell.

3. Consultative Solution Selling

- Lead discovery to understand client ESG maturity, pain points, and stakeholder pressures.

- Position the organisation as a strategic partner by blending platform demonstrations with advisory value.

- Collaborate with pre-sales, product, and consulting teams to craft winning proposals, RFP responses, and business cases.

4. ESG Knowledge & Thought Leadership

- Maintain a strong understanding of ESG frameworks and standards (GRI, SASB/ISSB, TCFD, CDP, SBTi, SEBI BRSR, EU CSRD, etc.).

- Translate ESG trends into compelling customer narratives and ROI-driven sales pitches.

- Participate actively in ESG communities, forums, and industry events to build visibility and pipeline.

5. Stakeholder & Network Management

- Leverage and grow relationships with CXOs, board members, sustainability leaders, compliance heads, investor relations, and strategy teams.

- Build alliances across the ESG ecosystem (industry bodies, consultants, auditors, rating agencies, VC/PE, sustainability networks).

- Represent the organisation credibly in executive-level conversations and negotiations.

6. Sales Team Leadership

- Coach and motivate junior sales managers and SDRs toward target achievement.

- Provide structured feedback on pitch quality, pipeline hygiene, and deal strategy.

- Help institutionalize scalable sales processes, playbooks, and repeatable GTM motions.

Required Qualifications & Experience

- 12-15 years of B2B/enterprise sales experience, preferably in SaaS + consulting/solution sales.

- Proven track record of consistently achieving and exceeding revenue targets.

- Strong experience selling to CXO/board-level stakeholders; capability to manage complex stakeholder maps.

- Expertise in consultative selling, value-based pricing, and multi-year enterprise contracts.

- Cross-industry selling experience (pharma, BFSI, industrials, tech, etc.).

- Comfortable delivering platform demos, executive presentations, and workshops.

- Strong pipeline management, forecasting discipline, and CRM hygiene.

- Excellent communication, negotiation, and storytelling skills.

- MBA from premium institute preferred; certifications in AI, sales and marketing tools are advantageous.

C. Preferred / Added Advantages

- Prior experience selling sustainability / ESG solutions (platforms, audits, advisory, carbon accounting, risk, compliance).

- Existing network in ESG communities and among sustainability leaders.

- Experience selling to global clients or understanding international ESG regulations.

- Exposure to channel/partnership models in the ESG ecosystem.

D. Key Competencies

- Enterprise SaaS Sales

- ESG Advisory / Platform Selling

- Executive Presence & C-suite Influence

- Multi-sector GTM Strategy

- Pipeline & Forecast Management

- Demo Excellence & Solutioning

- Negotiation & Closure

- Team Leadership & Coaching

- High Ownership & Mission Alignment