Principal Consultant - Salesforce Business Development Manager (Contract)

Nagarro is a Digital Product Engineering company that is scaling rapidly and is seeking a high-energy Salesforce Business Development Representative to drive pipeline creation and new business growth. The role involves identifying and qualifying prospects for Salesforce-led digital transformation initiatives and collaborating with various teams to convert target accounts into qualified opportunities.

Responsibilities:

• Identify and target net-new enterprise and mid-market accounts
• Build prospect lists using tools like LinkedIn Sales Navigator, ZoomInfo, Salesforce
• Execute multi-channel outreach (email, calls, LinkedIn)
• Engage prospects with industry-specific messaging:
• Revenue optimization
• AI/Agentforce adoption
• Salesforce modernization
• Position Nagarro as a co-creator of digital products, not just an SI
• Qualify opportunities using BANT / MEDDICC-lite
• Understand:
• Business pain points
• Buying intent
• Stakeholders and decision process
• Ensure only high-quality leads are passed to sales
• Schedule discovery calls and workshops for Account Executives
• Set clear meeting agendas and expectations
• Drive Sales Qualified Leads (SQLs)
• Work on named account lists (50–100 accounts)
• Multi-thread across:
• CIOs
• Business leaders
• Operations heads
• Personalize outreach based on industry and triggers
• Align with Salesforce AEs and Partner teams
• Support co-sell motions and opportunity development
• Contribute to PRM deal registration pipeline
• Maintain accurate records in Salesforce CRM
• Track:
• Activities
• Lead status
• Pipeline contribution
• Capture insights on:
• Customer challenges
• Competitive landscape
• Messaging effectiveness
• Feed insights back to sales and marketing teams

Requirements:

• 2–6 years of experience in: BDR / SDR / Inside Sales (preferably in Salesforce, SaaS, or consulting)
• Strong understanding of Salesforce ecosystem (Sales Cloud, Service Cloud, etc.)
• Experience with outbound prospecting and cold outreach
• Familiarity with tools: LinkedIn Sales Navigator, ZoomInfo, Outreach/Salesloft
• Excellent communication and storytelling skills
• Ability to engage C-level and VP-level stakeholders
• Experience selling or supporting: Salesforce services / implementations
• CRM, ERP, or digital transformation programs
• Exposure to industries: Energy & Utilities, Manufacturing, Non-Profit, Hi-Tech
• Understanding of: Revenue Cloud, Data Cloud, AI/Agentforce