Kapil Shrivastava
Business Development Manager
PUNE
Summary
Results-driven Business Development professional with 10+ years of experience in B2B sales, lead generation, and client relationship building across IT services, consulting, and SaaS-based HR tech. Skilled at planning and executing go-to-market strategies, managing end-to-end sales cycles, and closing high-value deals. Have successfully brought new clients (logos) on board and built strong sales pipelines worth millions. Experienced in leading small sales teams and working with different departments to meet business goals. Worked across industries like Travel, Retail, CPG, and Supply Chain. Known for understanding client needs, offering the right solutions, and building long-term partnerships.
Overview
10
10
years of professional experience
5
5
years of post-secondary education
Work History
Account Manager
Darwinbox Solutions
09.2022 - Current
- Worked closely with regional leaders to shape and execute sales strategies that targeted both large enterprises and growing mid-sized companies.
- Built a strong and healthy sales pipeline worth over $800K, generating 10+ highly qualified opportunities through focused outreach and personalized account-based campaigns.
- Ran tailored product demos and high-impact presentations for HR and IT leaders, helping them see how our solution directly addressed their biggest challenges.
- Shared feedback and on-the-ground learnings with the team to fine-tune sales messaging, improve playbooks, and make outreach more effective.
- Planned and executed industry events and trade shows that brought in quality leads and helped us connect with the right decision-makers.
- Managed a wide range of client accounts, consistently beating sales targets by identifying upsell opportunities and providing exceptional support.
- Successfully closed 15 new clients, bringing in ₹8.2 Cr ($1M+) in annual revenue, far exceeding the set target of ₹2.5 Cr.
Business Development Team Lead
Cybage Software
06.2019 - 08.2022
- Spearheaded business growth in the Travel & Hospitality vertical by offering digital transformation and automation services.
- Generated high-value enterprise deals (ACV $500K+), and consistently generated 8–10 qualified leads monthly.
- Performed client research and identified opportunities for account growth, account penetration and market expansion.
- Cultivated strong relationships with existing clients to ensure customer satisfaction, repeat business, and referral opportunities.
- Collaborated with cross-functional teams to develop comprehensive proposals and deliver customized solutions that addressed unique client needs.
- Nurtured long-lasting relationships with key industry stakeholders, resulting in increased visibility and credibility for the company within the market.
- Managed a 4-member BDR team to build sales pipeline and improve lead qualification processes and support the respective sales Directors.
Business Development Executive
Aptara Corp
10.2017 - 06.2019
- Sold enterprise digital learning solutions to L&D and HR leaders across industries.
- Drove business through targeted outreach, warm referrals, and cold prospecting.
- Presented detailed proposals and worked closely with instructional designers and project teams to align delivery plans.
- Led a team of 2 junior BDEs responsible for outbound research and list building.
- Established a robust sales pipeline by consistently identifying, qualifying, and nurturing leads through various outreach methods.
- Worked with sales team to collaboratively reach targets, consistently meeting or exceeding personal quotas.
Lead Generation Associate
iResearch Services
03.2015 - 10.2017
- Conducted B2B research to build and qualify lead databases for international IT services clients.
- Initiated outreach campaigns via phone and email, supporting client acquisition goals.
- Used HubSpot to track campaign performance and manage sales workflows.
- Coordinated with international sales reps to support meeting scheduling and CRM updates.
Education
MBA - Sales & Marketing
ITM University
01.2013 - 01.2015
Bachelor of Commerce (B.Com) - undefined
Jiwaji University
01.2010 - 01.2013
Skills
- Team Leadership & Mentoring
- Enterprise Sales & GTM Strategy
- Lead Generation & Qualification
- Client Relationship Management
- Consultative Selling & Product Demos
- Sales Forecasting & Pipeline Management
- Account-Based Marketing (ABM)
- Proposal Development & Negotiation
- Market Intelligence & Competitive Analysis
- CRM Tools: HubSpot, Salesforce
Additional Information
Comfortable working with global clients and cross-functional teams across time zones, Strong communication and storytelling skills, confident in C-suite discussions. Flexible to travel across regions for business engagements and client meetings.
Timeline
Account Manager
Darwinbox Solutions
09.2022 - Current
Business Development Team Lead
Cybage Software
06.2019 - 08.2022
Business Development Executive
Aptara Corp
10.2017 - 06.2019
Lead Generation Associate
iResearch Services
03.2015 - 10.2017
MBA - Sales & Marketing
ITM University
01.2013 - 01.2015
Bachelor of Commerce (B.Com) - undefined
Jiwaji University
01.2010 - 01.2013
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