About the role:
We are seeking a high-performing hunter-type Business Development & Customer Success Manager (SaaS) to drive growth, client success, and product adoption across our SaaS portfolio, comprising a HRMS platform and a workforce analytics and insights solution that helps organisations optimise operations, measure performance, and improve reporting efficiency.
This is a hybrid commercial role combining new business acquisition, full-cycle sales ownership, and strategic account management, with strong involvement in customer success and product feedback loops. You will play a key role in shaping go-to-market execution and influencing product direction through real client insights.
What you will do:
Business Development & Go-To-Market Strategy
- Develop and execute Go-To-Market (GTM) strategies for HRMS and workforce insights solutions
- Conduct market research on HR tech trends, HR operations workflows, competitor platforms, and pricing models
- Identify and pursue new business opportunities across SMEs, mid-market, and enterprise segments
- Generate leads via outbound and inbound channels (LinkedIn, email campaigns, partnerships, HR communities, referrals, events)
- Own the full sales cycle from prospecting, discovery, demos, proposal, negotiation, to closure
Sales Execution & Revenue Growth
- Build and manage a robust sales pipeline across HRMS and analytics products
- Achieve and exceed revenue targets through new acquisition and account expansion
- Deliver consultative, solution-based sales pitches aligned to HR pain points (e.g. payroll efficiency, HR automation, workforce analytics)
- Develop scalable sales processes including qualification frameworks, pipeline stages, and forecasting discipline
- Track, analyze, and report sales performance metrics to drive continuous improvement
Customer Success & Account Management
- Lead onboarding of new clients to ensure smooth HRMS implementation and adoption
- Act as a trusted advisor to HR leaders, understanding workforce challenges and recommending best-fit solutions
- Conduct regular business reviews to assess system usage, HR outcomes, and value realization
- Identify upsell, cross-sell, and renewal opportunities across modules (HRMS, analytics, reporting, insights)
- Manage escalations and ensure timely resolution of client issues
- Drive strong customer satisfaction, retention, and long-term platform stickiness
Product Collaboration & Insights Loop
- Serve as the bridge between clients and product/engineering teams
- Translate HR user feedback, operational pain points, and workforce analytics insights into product requirements
- Support beta testing and rollout of new HRMS features and analytics dashboards
- Provide structured feedback on usability, reporting needs, and workflow enhancements
- Collaborate on roadmap prioritisation based on client needs and market trends
- Ensure clients are informed and enabled on new feature releases and system upgrades
Strategic Growth & Operational Excellence
- Continuously refine GTM strategy based on data, customer feedback, and market evolution
- Contribute to pricing, packaging, and commercial strategy for HRMS and insights modules
- Improve sales and onboarding processes to support scalability
- Partner cross-functionally with product, tech, and operations teams to improve customer experience and delivery
The successful candidate should have:
- Bachelor’s degree in Business, HR, Marketing, Data Analytics, or related field
- At least 3 years of experience in SaaS business development, sales, or customer success
- Proven track record in a hunter-type revenue-generating role
- Experience in HR tech, HRMS platforms, workforce analytics, or SaaS products strongly preferred
- Prior experience managing full sales cycles and post-sales client success
- Strong consultative selling and solution-based sales ability
- Good understanding of HR workflows (e.g. payroll, leave, performance, workforce planning) is a strong advantage
- Strong analytical mindset with ability to interpret workforce data and insights
- Excellent communication, presentation, and stakeholder management skills
- Experience with CRM systems (e.g. Salesforce, HubSpot)
Personal Attributes
- High-energy, driven self-starter with strong ownership mindset
- Comfortable in a fast-moving, product-led SaaS environment
- Strong interpersonal skills with ability to engage HR leaders and operational teams
- Structured thinker who can move between strategy and execution
- Collaborative mindset across product, tech, and commercial teams
Success Metrics
- New business revenue generated
- Customer acquisition and conversion rate
- Account expansion (module upsell and cross-sell)
- Customer retention and renewal rate
- Product adoption and usage metrics
- Quality and impact of product feedback contributing to roadmap