Job Title

About the RoleThis role is to support the CRO in building out the sales operations and pre-sales support functions of Mitra. This will be a hybrid role of Sales Operations and Pre Sales as we scale the operation. It is envisaged that as we win new business and grow current accounts then we would expand the presales team underneath this position. We are seeking a dynamic and experienced person to join our team. The ideal candidate will be a seasoned professional with 8–10 years of experience who can provide strategic ownership of the sales cycle. This role is critical in supporting our sales organization by providing the reporting, systems and solution design and proposal development for end-to-end pre-sales cycle for software and services. The ideal candidate will combine strong business acumen, technical expertise, and excellent communication skills to deliver both internal execution of the sales cycle and compelling customer documentation.Roles & ResponsibilitiesSales Operations: With the CRO establish the HubSpot architecture, best practices, reporting and dashboards for the organisation from sales and marketing through to finance and ops as required. Maintain and update CRM tools such as HubSpot and Contract Portals with pipeline and proposal information as required. Support the CRO on analysis of the pipeline, conversion and progression ratios and other metrics.Lead market research initiatives to identify with CRO where allocation of resource may be made including analysis of the competitive landscape to assess in which markets and how to position Mitra product sets. Maintain awareness of current technology and industry trends across sectors such as BFSI, Healthcare, Telecom, and Retail. Lead sales forecasting initiatives, analysing historical data to predict future revenue and pipeline trends.Process improvement, streamlining sales workflows and methodologies for better efficiency.Sales Enablement & Tools including managing sales tool tech stacks, supporting onboarding new hires, and training on sales tools. PreSales Management Standardise the proposal development, proposal documentation and pricing tools for the business to enable growth of both the Sales and PreSales teams. Lead mentor and manage the PreSales Executive Team. Conduct thorough market research to understand client profiles and hence needs and where requested build rapport before a formal RFP is even issued.Clearly define and present the /"Mitra/" value proposition, articulating how our specific offerings solve the client's unique challenges.Lead follow-up conversations and technical clarifications to ensure no gaps exist between client needs and our proposal, maintaining a consistent thread of engagement throughout the sales lifecycle.Conduct and lead software demonstrations and solution walkthroughs tailored to customer requirements.Collaborate with the sales team to understand customer needs and deliver product/service presentations that address business challenges.Manage the end-to-end pre-sales lifecycle including deal qualification, proposal preparation, RFP/RFI responses, and bid management.Co-ordinate with delivery and technical teams to design solutions that align with both functional and non-functional requirements, considering feasibility, scalability, and ROI. Create pricing models and licensing recommendations using standard frameworks.Providing Market Research on the leads generated by the Sales team.Collaborate with legal and commercial teams on contract structuring, compliance, and security considerations. Analyse the competitive landscape to position offerings effectively. Guide customers and internal stakeholders through the software development lifecycle (SDLC) from a solutioning and engagement perspective.Lead cross-functional teams during proposal and solution development phases.Build and maintain strong relationships with clients, internal stakeholders, and partners.Provide thought leadership by identifying buyer personas, aligning customer needs to offerings, and communicating long-term value. Required Competencies & SkillsP&L mindset i.e. mindset of meeting aggressive growth targets and understanding of how your efforts contribute to achieving the targets Expertise in building the sales tool, dashboard and reporting necessary for a software product sales execution. Expert knowledge in CRM (HubSpot ideally) design and practice and utilisation to ensure wide adoption of CRM to drive sales rhythm and practice in an organisation.Clear understanding that adoption and simplification in sales tools, CRM and practice is critical at startup phase vs complexity in more mature organisations. Ability to see into the sales funnel for insights to be taken and applied to the business.Knowledge and experience of execution through the sales cycle from lead to close.Strong data analysis & reporting skills with ability to analyse data to identify trends, forecast, and create actionable reports using Excel, SQL, and BI tools like Tableau or PowerBI.Ability to design workflows to streamline sales processes, reduce manual tasks, and improve efficiency.Expertise in navigating the /"front-end/" of a deal, including proactive client discovery and service ecosystem identification.Deep understanding of product and service offerings across software services and product domains Experience in deal qualification, pricing, and licensing Strong proposal writing and RFP response capabilities Building and designing sales collateral using tools like PowerPoint Manage pipeline via CRM and other sales tools Expertise in bid management and complex solution design and ability to model complex commercial structures and engage in strategic pricing conversations Strong negotiation and communication skills Relationship management and customer-facing experience Knowledge of SLDC phases and best practices in software project execution Understanding of legal and compliance requirements in contracting Leadership qualities with experience managing or mentoring pre-sales or solutioning teams Strategic thinking and the ability to work under pressureIdeally deep technical knowledge across software services and product domains, particularly within BFSI, Healthcare, Telecom, and Retail.Required Experience & QualificationsBachelor's Degree in Computing and/or Business Management disciplinesFamiliarity with Agile and project delivery practices Proficiency in CRM administration Preferably 8 - 10 years’ experience in similar roles