The Senior Sales Manager will be responsible for driving sales growth, building the sales pipeline, closing strategic accounts and developing the sales team and process.
This is a player-coach role — you will personally lead important customer relationships and deals while building a high-performing sales organisation.
You will own the journey from: Target Market → Pipeline → Qualification → Demo → Proposal → Negotiation → Closure → Account Growth
Key Responsibilities
1. Sales Strategy & Revenue
· Own sales targets, revenue performance and pipeline.
· Develop and execute the sales strategy and go-to-market approach.
· Define target customer segments, accounts and priorities.
· Establish sales KPIs, forecasting and pipeline reviews.
· Build a predictable and scalable sales process.
2. Enterprise & Strategic Sales
· Personally lead high-value and strategic opportunities.
· Build relationships with developers, builders, architects, consultants and other industry stakeholders.
· Develop CXO-level relationships with promoters, CEOs, business heads, sustainability heads and project leaders.
· Lead discovery, product demonstrations, proposals, negotiations and closures.
· Develop strategic accounts and identify expansion opportunities.
3. Pipeline & Business Development
· Build a healthy pipeline through outbound sales, relationships, referrals, partnerships, events and marketing-generated leads.
· Identify new market segments and opportunities.
· Work closely with Marketing to improve lead quality and conversion.
· Build strategic partnerships that can generate qualified opportunities.
4. Sales Team Leadership
· Lead, coach and develop the sales team.
· Set individual and team targets.
· Conduct regular pipeline and performance reviews.
· Support the team on complex opportunities and negotiations.
· Recruit and onboard sales talent as the organisation grows.
· Build a culture of accountability, ownership and performance.
5. Sales Process & Systems
· Establish a structured sales methodology and CRM discipline.
· Improve qualification, opportunity management, forecasting and reporting.
· Build repeatable processes for prospecting, discovery, demos, proposals and closure.
· Use sales data to identify bottlenecks and improve conversion.
6. Customer & Market Intelligence
· Understand customer needs, buying behaviour and objections.
· Track competitors, market trends and emerging sustainability requirements.
· Bring customer insights into product, marketing and business strategy.
· Work closely with leadership, product and sustainability teams.
What We Are Looking For
Experience
6+ years of B2B / enterprise sales experience, preferably in:
· Real estate
· Construction
· Building products / technologies
· PropTech
· SaaS / enterprise technology
Experience selling to real estate developers or construction companies will be strongly preferred.
Core Capabilities
· Proven track record of achieving sales targets.
· Strong enterprise and consultative selling skills.
· Experience managing complex, multi-stakeholder sales cycles.
· Strong CXO and relationship-building capability.
· Experience managing and coaching sales teams.
· Strong pipeline management and forecasting skills.
· Ability to build sales processes from the ground up.
· Strong negotiation and commercial skills.
· Comfortable operating in an entrepreneurial environment.
Industry & Sustainability Understanding
A strong understanding of the built environment and sustainability will be an advantage.
You should be comfortable learning and discussing: Green Buildings | Energy | Water | Sustainable Materials | Carbon | Net Zero | ESG | IGBC | LEED | GRIHA
Deep technical sustainability expertise is not mandatory. What matters is the ability to understand the customer's sustainability challenge and translate it into a commercial business proposition.
The Ideal Candidate
· Commercially driven — focused on revenue and outcomes.
· Consultative — sells solutions rather than features.
· Hands-on — capable of personally closing important deals.
· A team builder — develops people and creates accountability.
· Strategic — thinks beyond individual deals to markets and accounts.
· Data-driven — understands pipeline, conversion and forecasting.
· Entrepreneurial — comfortable building processes in a growing company.
· Mission-aligned — genuinely interested in sustainability and climate technology.
First 60 Days
· 0–30 Days | Understand & Build
· Learn SD+, customers, existing pipeline, ICP, sales process and market.
· Refine sales strategy, prioritize target accounts, strengthen pipeline and establish sales governance.
· 31–60 Days | Own — Take full ownership of the sales pipeline, drive strategic opportunities and establish a predictable sales operating rhythm.
Why Smarter Dharma?
This is an opportunity to build a sales function at the intersection of Real Estate + Technology + Sustainability + Climate.
· Work directly with founders and senior leadership.
· Engage with leading real estate organisations.
· Build a new category of sustainability technology.
· Shape the company's go-to-market and revenue strategy.
This is not simply a sales management role. It is an opportunity to build the revenue engine of a growing climate technology company.
Education
Bachelor's degree in Business, Management, Marketing, Engineering, Architecture, Real Estate, Construction Management or a related discipline preferred. MBA or equivalent qualification is an advantage but not mandatory.
Compensation
CTC: Industry standard + Performance-linked Variable / Sales Incentives. Compensation will be based on experience, capability and role fit.