A quota-carrying hunter role focused on acquiring new logo accounts for our software/IT solutions. The successful candidate will spend the majority of their time prospecting, opening doors at C-level, and closing new business.
Key Responsibilities
1. New Business Acquisition (Primary Focus)
Own and deliver an individual new-logo revenue quota.
Proactively prospect and cold-outreach (calls, email, LinkedIn, events, referrals) to generate self-sourced pipeline; do not rely on inbound or marketing-generated leads.
Identify and qualify opportunities in assigned target markets and industry verticals.
Build and maintain a healthy pipeline at 3–4x quota coverage, with accurate forecasting and disciplined CRM hygiene.
Map stakeholders and navigate complex buying committees to reach economic buyers and decision-makers.
Establish rapport with potential clients, secure first meetings, and advance opportunities systematically through each stage of the sales cycle.
2. Deal Closing & Commercial Management
Close new business by coordinating requirements, structuring commercial terms, negotiating contracts, and handing over cleanly to delivery.
Develop quotations, proposals, and RFP/RFQ responses tailored to client business needs.
Structure pricing and deal terms in line with margin and risk guidelines.
Work with pre-sales and technical teams to build solution-led technical proposals.
3. Market Development
Track industry trends, competitor activity, and regulatory changes to identify new market opportunities.
Develop entry strategies for untapped segments and territories.
4. Account Growth (Secondary)
Following successful onboarding, identify upsell/cross-sell opportunities and build an expansion roadmap for accounts won.
Monitor account health, flag commercial risks early, and coordinate with delivery teams to protect revenue.
5. Administration & Other
Maintain BD documents, reports, and pipeline records related to departmental work.
Other duties as assigned by the supervisor.
Performance Indicators
New logo revenue vs. quota
Number of new accounts closed per quarter
Self-sourced pipeline generated
Meetings/qualified opportunities created per month
Forecast accuracy and win rate
Education and Experience
Bachelor's degree in Business Administration, IT, Computer Science, or a related field.
Minimum 5–7 years in a quota-carrying new business development / sales hunter role, with a proven track record of selling software solutions (SaaS, Enterprise Software, IT Solutions).
Demonstrable history of consistently meeting or exceeding new logo targets — candidates should be prepared to discuss specific deals closed, deal sizes, and sales cycles.
Hands-on experience with consultative/solution selling methodologies (SPIN, MEDDIC, Challenger Sale, or equivalent).
Existing network in target industries (Enterprise, Financial Services, Government, or Conglomerates) is a strong plus.
Skills and Abilities
Fluent in Thai — speaking, listening, reading, and writing (business-level, able to lead client meetings and write proposals in Thai).
Good command of English, both written and spoken.
Strong proposal writing skills — compelling proposals, RFP/RFQ responses, and commercial offers tailored to client needs.
Solid understanding of software/IT solutions and the ability to translate technical capability into business value.
Familiarity with CRM tools (Salesforce, HubSpot, or similar) for pipeline and activity management.
Strong commercial acumen — able to structure deals, pricing, and contract terms.
Excellent communication, presentation, and negotiation skills at C-level.
Proficient in Microsoft Office; able to develop high-quality presentation materials.
Result-oriented, self-driven, resilient, and comfortable with rejection and aggressive targets.
Able to work independently with minimal supervision.
Good interpersonal skills and able to work well with others under pressure.
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