Remote
SaaS
himalayas
About this role
Job DescriptionSmartDev is looking for a Business Development Manager - an individual contributor with excellent solution selling skills who can create solid and AI competence sales funnels and drive sustainable, predictable growth in the APAC region. We need a BDM as a hybrid player who can translate complex AI capabilities into tangible business outcomes.
You will identify, prospect, and close enterprise deals for custom AI solutions. Unlike a standard SaaS BDM, you must be comfortable discussing data pipelines, model accuracy, and ethical AI with CTOs while building a value-based ROI case for CMOs and CDOs. Strategic Business Development (70%) Identify and target high-potential enterprise accounts across Media, Fintech, and Logistics.
Build a 12-month pipeline in AI solution opportunities. Lead consultative discovery: Map client pain points (e.g., manual data entry, churn prediction, document processing) to AI solution blueprints. Structure and negotiate complex contracts (POCs, pilot-to-production, managed services). Develop strategic partnerships with SI partners, cloud providers (AWS, Azure, GCP), and tech vendors.
Solution & Technical Acumen (20%) Collaborate with Solution Architects to scope technical feasibility and effort estimates. Translate technical differentiators (e.g., fine-tuned vs. RAG-based LLM) into competitive business advantages. Educate prospects on AI risks (hallucinations, data privacy, bias) and our mitigation strategies.
Internal Collaboration (10%) Act as the voice of the customer to influence product roadmaps. Work with Marketing to create AI-specific sales collateral (case studies, ROI calculators). Provide feedback on pricing models (consumption-based, outcome-based, subscription). Key Performance Indicators (KPIs): Pipeline generation; Won deals; Pilot-to-production conversion rate; Average deal cycle.
Must-Have:
5+ years in B2B solution sales or business development, with at least 2 years selling AI, ML, or data sc
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Sales Rep
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
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Template questionSales leadership roles require balancing individual contributor revenue with team performance management.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
This remote-friendly role based in MY provides geographic flexibility while maintaining access to a SaaS market.
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