Role Overview The Manager – SaaS Growth will: - Sell SaaS solutions to mid-market logistics and distribution operators - Drive subscription-based revenue growth - Run structured demos and ROI-based sales conversations - Work closely with product teams to refine positioning and integration use cases This is a revenue-owning role focused on operational efficiency and workflow digitization. Key Responsibilities 1. Revenue Ownership - Carry defined SaaS revenue target - Generate revenue from both:- Direct mid-market customers - Strategic accounts acting as distribution or integration partners - Build recurring revenue base 2. New Logo & Cross-Sell - Identify new mid-market accounts - Activate cross-sell within existing Bosch enterprise relationships - Convert pilot deployments into long-term subscriptions 3. ROI-Based Selling - Run operational efficiency demos - Build quantified business cases (inventory accuracy, throughput gains, workflow automation savings) - Address ERP integration resistance 4. Product Collaboration - Work with product teams to refine feature positioning - Translate customer feedback into structured enhancement inputs - Support packaging and pricing refinement 5. Pipeline Discipline - Maintain structured CRM hygiene - Ensure 3x pipeline coverage - Maintain forecast accuracy within defined thresholds 6. Strategic Account & Channel Activation - Identify large enterprise or anchor accounts that can act as ecosystem multipliers - Structure reseller, referral, or integration-led partnerships - Convert enterprise relationships into channel expansion opportunities - Work with Digital Infrastructure and Vertical Leads to embed SaaS into larger platform deals - Develop at least one strategic account that contributes multi-site or multi-client rollouts Target Customer Profile Primary focus: - 3PL warehouse operators - Distribution companies running Tally or similar ERPs - Mid-sized retail distribution networks - Logistics operators without enterprise-grade WMS ## Qualifications Required Experience - 3–6 years in B2B SaaS sales - Experience selling one or more of the following:- Warehouse Management Systems (WMS) - Supply chain SaaS - Workflow automation platforms - ERP add-ons for distributors - Proven ability to close mid-market subscription deals - Experience selling to:- Operations Heads - Warehouse Managers - Business Owners - Comfort handling ERP integration concerns Education - Bachelor’s degree in Engineering, Technology, Business, or related field - Exposure to supply chain, logistics, or operations management preferred - MBA optional ## Additional Information Success Metrics (First 12 Months) - Achieve assigned SaaS revenue target - Close minimum 6–8 mid-market SaaS deals - Convert at least 3 pilot accounts into annual subscriptions - Activate cross-sell in at least 2 existing enterprise accounts - Establish repeatable SaaS pipeline rhythm Ideal Background Companies HR should map candidates from: - Unicommerce - Vinculum - EasyEcom - Browntape - Ginesys - Supply chain SaaS startups - WMS solution providers - ERP add-on solution firms What This Role Is NOT - Not a pure inside sales role - Not an ERP replacement consultant - Not a hardware sales position - Not an enterprise SAP transformation seller