Senior Business Development Manager

1. About White Globe
White Globe is a leading multilingual content and language solutions provider, combining deep human expertise with proprietary AI to help global enterprises communicate accurately in every market they operate in. We work across 350+ languages and 1,000+ language pairs, supported by a network of 125,000+ language, culture and content experts operating from 500+ cities under a 24×7 Follow-the-Sun delivery model.
An in-house team of PMP-certified project managers, localisation engineers, DTP specialists, subject-matter experts, and technologists orchestrates the network, backed by 250+ person-years of management experience. We hold Quintuple ISO certification — ISO 9001, ISO 27001, ISO 13485, ISO 17100 and ISO 18587 — placing White Globe among the elite 1% of language service providers worldwide.
To date, we have translated over one billion words and delivered customised programmes to 2,750+ enterprise clients across 60+ industry verticals, including 50+ Fortune 500 companies. White Globe has been featured in Slator's Language Service Provider Index for six consecutive years — currently ranked #89 globally and #8 in Asia — and in Nimdzi's list of leading LSPs across Asia Pacific and the Middle East, recognised as Best Company of the Year 2025 and Top LSP, Asia Pacific & Middle East 2025.
Lang Tech underpins every engagement: our proprietary AI/ML-based CAT and translation management platform. Lang Tech delivers secure string-level editing, translation memory reuse, linguist performance scoring and full audit trails. It integrates with leading content management systems, learning management systems, authoring tools and CRM platforms — the commercial differentiator you will take to market.
2. Why This Role Exists
We are seeking Business Development Managers who can hold that conversation with a Head of Regulatory Affairs, a General Counsel, a Documentation Head or a CMO — not simply quote a per-word rate. The ideal candidate is a consultative seller with a track record of building pipeline from a standing start, running multi-stakeholder enterprise cycles, and converting them into multi-year programme relationships rather than one-off transactions.
The commercial mandate in one line
Own a territory or vertical, build qualified pipeline, win enterprise logos, and grow them into annual retainers and framework agreements across White Globe’s full solution portfolio.
3. What You Will Sell
White Globe sells six integrated solution lines. You are expected to be conversant across all six and to identify cross-sell opportunities within every account you open. olution Line
What It Covers
Typical Buyer
Language Solutions :
Multilingual Technical Documentation
Multilingual Medical & Life Sciences
Multilingual eLearning
Multilingual Marketing Enablement
Multilingual Multimedia
Visit website: www.whiteglobe.co.in for more deatils
4. Key Responsibilities
a) Pipeline Generation and Market Coverage
• Build and own a territory or vertical plan that expands White Globe’s enterprise customer base and share of wallet.
• Generate qualified pipeline through outbound prospecting, account-based outreach, LinkedIn Sales Navigator, industry events, referrals and partner channels.
• Research target organisations to identify regulatory, product-launch, market-entry and digital-transformation triggers that create language and content demand.
• Map buying committees across Regulatory Affairs, Legal, Procurement, Engineering, L&D, Marketing and IT, and secure access to economic buyers.
• Maintain a rolling pipeline of at least 3× the assigned quarterly quota.
b) Consultative and Solution Selling
• Represent White Globe with a comprehensive command of all six solution lines and the Lang Tech platform.
• Run structured discovery — content volumes, formats, languages, regulatory obligations, current vendors, internal review cycles and cost base — and translate findings into a solution design with Solutions and Delivery colleagues.
• Articulate White Globe’s Human + AI model credibly: where AI creates speed and savings, and where human linguists and SME review remain mandatory for regulated content.
• Position quality, security and compliance credentials — Quintuple ISO certification, GDPR, HIPAA and DPDP alignment, string-level access control and full audit trails — as commercial differentiators, not as footnotes.
• Design and propose pilot projects that let enterprise buyers validate White Globe before committing to a programme.
c) Proposal, Bid and Commercial Management
• Own the end-to-end bid process: RFI, RFP and RFQ responses, security and vendor due-diligence questionnaires, pricing models, technical annexures and orals.
• Build commercially sound pricing with the Pricing and Delivery teams — per-word, per-hour, per-minute, per-module and retainer models — protecting programme margin while remaining competitive.
• Negotiate MSAs, SLAs, NDAs, rate cards and framework agreements in coordination with Legal and Finance, and manage empanelment and vendor-onboarding processes.
d) Account Growth and Relationship Management
• Convert won logos into long-term programme relationships through structured account planning and quarterly business reviews.
• Cross-sell and up-sell across solution lines, geographies and business units within existing accounts.
• Act as the client’s senior commercial point of contact, working with Project Management to ensure delivery performance underwrites renewal and expansion.
e) Forecasting, CRM Discipline and Governance
• Maintain accurate, current and auditable records of all accounts, contacts, opportunities and activity in the CRM — pipeline hygiene is a non-negotiable performance standard.
• Forecast monthly and quarterly revenue with accuracy; track and communicate the quantitative metrics and business trends that shape the territory.
• Execute month-end and year-end sales closure processes, including order booking, documentation and collection support alongside Finance.
• Work fluently with the sales and marketing technology stack — CRM, marketing automation, LinkedIn Sales Navigator and sales intelligence tools.
5. Person Specification
a) Essential Qualifications
• Bachelor's degree in business administration, marketing, communications, engineering or a related discipline.
• MBA in Marketing, Business or International Business preferred.
b) Essential Experience
• 3–8 years of B2B enterprise sales or business development experience in a services industry — language services, eLearning, technical documentation, marketing services, IT/ITeS, SaaS, professional services or consulting.
• Demonstrated ownership of the full sales cycle from prospecting through negotiation to closure, with a verifiable record of meeting or exceeding quota.
• Experience selling to large enterprises with multi-stakeholder buying committees and formal procurement processes.
c) Skills and Competencies
• Consultative selling. Able to diagnose a client’s content and compliance problem before proposing a solution.
• Commercial judgement. Understands margin, pricing levers and the difference between revenue and profitable revenue.
• Executive communication. Credible in writing and in the room with CXO, Legal, Regulatory and Procurement audiences.
• Negotiation.

Work arrangement
No