AVP

• 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