Business Development Lead – Digital & Revenue Operations

Location: Gurgaon
Experience: 7–12 years
Department: Business Development / Revenue Operations
Reporting to: Head of Business / CEO / Revenue Head

Role Overview

We are looking for a commercially driven Business Development Lead who can own digital lead generation, revenue growth, and operational execution across the sales funnel. The role will be responsible for building and managing digital lead pipelines, improving lead conversion, coordinating closely with sales and operations teams, and driving measurable revenue outcomes.

The ideal candidate should be comfortable working across digital acquisition, lead management, business development, sales operations, CRM processes, conversion optimization, and revenue tracking.

Key Responsibilities

• Own the end-to-end digital lead generation and business development pipeline.
• Develop strategies to generate qualified leads through digital channels such as paid campaigns, organic channels, partnerships, referrals, website enquiries, and outbound initiatives.
• Work closely with marketing teams to improve lead quality, campaign performance, and cost per acquisition.
• Manage lead allocation, follow-up processes, and conversion tracking across sales teams.
• Build and monitor sales funnels from lead generation to opportunity creation and final revenue conversion.
• Identify new business opportunities, markets, customer segments, and strategic partnerships.
• Drive revenue targets by improving conversion rates, average deal value, pipeline velocity, and customer acquisition efficiency.
• Monitor daily, weekly, and monthly lead performance and revenue metrics.
• Develop dashboards and management reports covering lead volumes, lead quality, conversion ratios, revenue contribution, funnel leakage, and sales productivity.
• Ensure CRM discipline, accurate lead data, timely follow-ups, and proper opportunity tracking.
• Work with operations teams to streamline processes between marketing, business development, sales, onboarding, and service delivery.
• Identify bottlenecks in the lead-to-revenue journey and implement process improvements.
• Support forecasting, revenue planning, target setting, and business performance reviews.
• Manage and mentor business development or lead-management team members where applicable.
• Coordinate with internal stakeholders to ensure that customer requirements are translated into commercially viable solutions.
• Maintain strong relationships with key prospects, partners, and customers.
• Conduct competitor analysis and market research to identify emerging revenue opportunities.
• Ensure that digital acquisition efforts are aligned with commercial objectives rather than only lead-volume targets.

Key Performance Indicators

The role will be measured on:

• Qualified leads generated
• Lead-to-opportunity conversion rate
• Opportunity-to-sale conversion rate
• Revenue generated
• Monthly/quarterly target achievement
• Pipeline value
• Cost per qualified lead
• Customer acquisition cost
• Lead response time
• Sales cycle duration
• Funnel leakage reduction
• Digital channel ROI
• Repeat or expansion revenue, where applicable

Required Skills & Experience

• 7–15 years of experience in business development, digital sales, lead generation, revenue operations, or a related role.
• Strong understanding of digital lead-generation channels and sales funnels.
• Proven experience in achieving revenue and business growth targets.
• Experience managing high-volume digital leads and improving conversion performance.
• Strong knowledge of CRM systems such as Salesforce, HubSpot, Zoho, LeadSquared, or similar platforms.
• Ability to analyse funnel data and translate insights into revenue actions.
• Strong commercial negotiation and stakeholder-management skills.
• Experience working cross-functionally with marketing, sales, operations, and customer-success teams.
• Strong presentation, communication, and problem-solving skills.
• Comfortable working in a target-driven and fast-paced environment.

Preferred Experience

• Experience in a digitally led business, marketplace, healthcare, education, SaaS, consumer services, real estate, financial services, or similar lead-driven industry.
• Exposure to performance marketing and digital campaign analytics.
• Experience building dashboards and working with Excel, Power BI, Tableau, or CRM reporting tools.
• Experience leading a business development or inside-sales team.

Ideal Candidate Profile

The ideal candidate is not only a traditional business development professional but someone who understands how digital leads become revenue. They should be able to look at the complete funnel—from lead source and lead quality to sales conversion, operations, and final revenue—and take ownership of improving overall commercial performance.