Location: Colaba, Mumbai
Employment Type: Full-time | Work from Office
Reporting To: Senior Leadership – Business Development
About the Organization
We are a technology-driven online dispute resolution (ODR) platform enabling fast, cost-effective, and out-of-court resolution of disputes through arbitration and mediation. Our mission is to democratize access to justice by leveraging digital-first solutions and reducing the time, cost, and complexity of traditional dispute resolution processes.
We are building the future of dispute resolution and are looking for passionate professionals who want to take ownership, build from the ground up, and grow alongside the organization.
Role Overview
The AVP – B2B Sales will own new logo acquisition for arbitration and mediation services. This role focuses on expanding into new industries and international markets, beyond traditional lending and BFSI segments.
Key Responsibilities
- Represent the organization at industry events, webinars, and partner forums to drive lead generation
2. Own end-to-end new logo acquisition in assigned sectors and geographies, from prospecting to deal closure
3. Conduct in-depth secondary research on industries, markets, and target accounts to identify dispute-heavy use cases and decision-makers
4. Define and refine Ideal Customer Profiles (ICPs) and buyer personas across multiple industries and regions
5. Lead structured discovery calls to uncover explicit and latent pain points and quantify business impact
6. Translate customer pain points into compelling value propositions and customized ODR use cases
7. Create and iterate personalized outbound emails, LinkedIn messages, and sales collateral by industry and geography
8. Build, manage, and forecast a high-quality pipeline using CRM tools with clear deal progression
9. Collaborate with product, legal, and operations teams on pilots, proposals, pricing, and contracts
10. Track competitors and market trends in legal-tech, ODR, and SaaS; feed insights into GTM strategy
What Success Looks Like
- High-quality discovery, deal qualification, and customized outreach effectiveness
2. High-quality new logo acquisition across target industries and global markets
3. Strong pipeline creation, conversion rates, and predictable forecasting
4. Revenue contribution from new verticals and international accounts
Required Experience
Experience working with international clients and cross-cultural teams
5–8 years of B2B sales or business development experience in SaaS, technology, or tech-enabled services
Proven track record in hunter roles focused on new logo acquisition
Experience selling to mid-market or enterprise clients across industries or geographies
Exposure to legal-tech, fintech, SaaS platforms, or complex stakeholder sales cycles (preferred)
Core Skills & Attributes
- Collaborative working style across product, marketing, and operations teams
2. Strong research and analytical skills to quickly understand new industries and value chains
3. High curiosity, learning agility, and comfort operating in new markets
4. Excellent discovery and consultative selling skills
5. Ability to convert problems into ROI-driven commercial narratives
6. Exceptional written communication for outbound emails, sequences, and LinkedIn messaging
7. Strong presentation and stakeholder management skills with senior leaders
8. Structured, data-driven sales approach with disciplined CRM usage
9. Self-starter mindset with comfort in ambiguity and greenfield environments
Hiring Process
- Compensation aligned with experience and assessment outcomes
2. Resume screening
3. Customized assignment
4. Two interview rounds
