About Exotel

Exotel is the leading customer engagement platform and virtual telecom operator in emerging markets. Since 2011, Exotel has enabled over 50 million daily interactions through its cloud-based suite of communication tools spanning voice, video, and messaging channels. Trusted by 6,000+ companies across 60+ countries, Exotel empowers unified customer engagement in markets such as India, Southeast Asia, the Middle East, and Africa.

Some of the fastest-growing companies, including Ola, Swiggy, Flipkart, Byju’s, Urban Company, HDFC Bank, and Zomato, rely on Exotel for their customer communication needs. With a robust ecosystem combining Exotel’s communication APIs, Ameyo’s omnichannel contact center, and Cogno AI’s conversational platform, Exotel is now a $100 million Series D-funded company with an ARR of $60 million.

Role Overview

We are seeking a Sales Manager to drive growth in the BPO sector by selling Exotel’s Contact Center Technology. This role demands a strong understanding of the BPO industry, excellent relationship-building skills with CXO-level stakeholders, and a proven ability to position Exotel’s solutions as the best fit for client needs.

Key Responsibilities

1. Industry Expertise:

• Develop a deep understanding of the BPO landscape, including industry trends, challenges, and key growth drivers.

• Identify business functions within BPOs, focusing on their customer engagement and operational needs.

• Stay updated on industry changes and establish connections with key influencers and decision-makers.

2. Solution Selling:

• Conduct in-depth discovery sessions with BPO clients to identify pain points and align Exotel’s offerings with their needs.

• Showcase a strong understanding of SaaS-based communication technologies, omnichannel customer engagement, and AI-driven solutions.

• Deliver impactful product demonstrations and articulate how Exotel’s solutions integrate with the client’s existing infrastructure.

3. Account Management:

• Leverage prospecting skills to identify and qualify leads in the BPO sector.

• Build and maintain long-term relationships with client organizations, including CXOs and decision-makers.

• Collaborate with the Customer Success team to ensure seamless onboarding, implementation, and post-sale engagement.

4. Business Growth:

• Drive revenue generation and meet defined sales KPIs, including lead conversion, account expansion, and order bookings.

• Structure and negotiate complex deals to achieve mutually beneficial outcomes.

• Utilize data-driven insights and strategic instincts to address client concerns and close high-value deals.

5. Stakeholder Management:

• Act as a trusted advisor to clients, ensuring their long-term success with Exotel’s solutions.

• Work closely with internal teams (Product, Marketing, Customer Success) to align business objectives and enhance client satisfaction.

• Represent Exotel at industry events and forums to enhance visibility and establish thought leadership.

Key Performance Indicators (KPIs):

• Revenue growth from BPO accounts.

• Number of qualified leads and successful conversions.

• Client satisfaction and retention scores.

• Effectiveness of solution alignment with client needs.

Qualifications and Skills:

• Bachelor’s degree in Engineering and an MBA (preferred).

• 8-12 years of experience in sales, account management, or business development, preferably in SaaS/Contact Center solutions.

• Proven track record of managing large BPO clients and engaging with CXO-level stakeholders.

• Expertise in solution selling and a consultative sales approach.

• Strong communication and negotiation skills with the ability to structure large, complex deals.

• Comfortable working in fast-paced environments with cross-functional collaboration.

• Proficiency in CRM tools and data-driven decision-making.

• Familiarity with BPO processes and their technology needs is a strong advantage.

What We’re Looking For:

1. Large Account Management: Experience in navigating complex, large accounts with established relationships across different levels of client organizations, particularly at the CXO level.

2. Domain Expertise: Solid understanding of the BPO industry, including key KPIs, operational workflows, and technology requirements.

3. Technology Acumen: Strong grasp of communication technologies with the ability to:

• Link business challenges to technical solutions.

• Explain Exotel’s value proposition to technical stakeholders.

• Conduct product demos effectively.

4. Business Acumen: Ability to structure large deals with commercial and legal understanding to create win-win scenarios for both Exotel and clients.

5. Personality Traits: Gravitas, excellent communication skills, adaptability to different stakeholder personas, and resilience under pressure.