Senior Manager Business Development- Cybersecurity

About Gruve Gruve is an innovative software services startup dedicated to transforming enterprises to AI powerhouses. We specialize in cybersecurity, customer experience, cloud infrastructure, and advanced technologies such as Large Language Models (LLMs). Our mission is to assist our customers in their business strategies utilizing their data to make more intelligent decisions. As a well-funded early-stage startup, Gruve offers a dynamic environment with strong customer and partner networks. Position Summary We are hiring a Senior Business Development Manager — Cybersecurity for Gruve’s AI Security practice. This is a pure hunter role focused on net new logo acquisition across India’s enterprise and GCC ecosystem, driving outbound pipeline, engaging C-suite stakeholders, and closing complex deals. You will sell Gruve’s end-to-end AI Cybersecurity services. The role requires a self-driven individual with strong executive access and enterprise cybersecurity sales experience.

Key Responsibilities

Pipeline & Prospecting Build and own pipeline entirely through outbound channels (cold outreach, networking, events, referrals, partner ecosystem) Identify and prioritise target accounts across India enterprise and GCCs (BFSI, tech, pharma, manufacturing) Map buying committees and engage key stakeholders such as CISOs, CTOs, and VP Security Sales Execution Own full sales cycle from first contact to deal closure independently Lead discovery, solutioning, proposal development, negotiation, and executive alignment Sell AI security services and business outcomes (not products) Position Gruve’s integrated AI Security portfolio as a strategic advantage Respond to RFPs and build customized, value-driven proposals Market & Account Intelligence Develop strong understanding of India enterprise & GCC cybersecurity landscape Track regulatory frameworks (DPDP, RBI, SEBI, CERT-In) and leverage insights in sales conversations Feed market insights to internal teams for solution and positioning improvement CRM & Forecasting Maintain accurate pipeline tracking and hygiene in Salesforce Provide weekly forecasts and detailed deal updates to leadership Collaboration Work closely with pre-sales and delivery teams for solution scoping Collaborate selectively with marketing on campaigns, events, and thought leadership (without dependency for leads) Basic Qualifications 9–12 years of B2B sales experience Minimum 5 years selling cybersecurity or technology services (not products) Proven track record of net new logo acquisition at enterprise scale Strong relationships or proven ability to engage CISOs, CTOs, or VP Security Experience managing complex, multi-stakeholder sales cycles (6+ months) Ability to sell services and business outcomes vs features/licenses Expertise in enterprise sales methodologies (MEDDIC, Challenger, etc.) Hands-on experience with Salesforce and outbound prospecting tools (LinkedIn Sales Navigator, ZoomInfo, etc.)

Preferred Qualifications

Experience selling into GCCs with understanding of procurement and governance models Familiarity with Indian cybersecurity regulations (DPDP, RBI, SEBI, CERT-In) Working knowledge of AI security concepts (AI SOC, agentic AI risk, MCP security, AI-driven threat detection) Experience selling managed security services (MSSP, SOC-as-a-service, BOT models) MBA or master’s degree in business, Technology, or related field Why Gruve At Gruve, we foster a culture of innovation, collaboration, and continuous learning. We are committed to building a diverse and inclusive workplace where everyone can thrive and contribute their best work. If you’re passionate about technology and eager to make an impact, we’d love to hear from you. Gruve is an equal opportunity employer. We welcome applicants from all backgrounds and thank all who apply; however, only those selected for an interview will be contacted.