GAUTAM SINGH RATHORE
Sikar
Summary
Results-driven business development professional with extensive experience in sales pipeline management, customer retention strategies, and multi-channel outreach across diverse industries. Demonstrates expertise in CRM tools such as Zoho, HubSpot, Salesforce, and prospecting platforms like LinkedIn Sales Navigator, Lusha, Gong, Apollo.io etc to optimise lead generation and account targeting. Proven track record of exceeding sales quotas, driving revenue growth, and fostering collaborative partnerships to streamline opportunity handoffs. Career focus on leveraging problem, solving skills and innovative approaches to enhance enterprise sales strategies and deliver measurable business outcomes.
Overview
1
1
Language
7
7
years of professional experience
Work History
Senior Business Development Representative
TestGrid.io
Pune
04.2026 - Current
- Owned outbound planning and execution for TestGrid private real-device cloud platform.
- Build and run outbound playbooks (cold calling, email sequencing, LinkedIn and WhatsApp outreach) targeting BFSI, fintech, healthcare, and telecom accounts.
- Own lead qualification by applying ideal customer profile and BANT criteria for handoff.
- Coach and ramp BDR team members on product positioning, objection handling, and CRM hygiene, raising team wide qualified meeting output.
- Owned a target of 4 qualified meetings per month while generating 5 meetings every week through cold calling, email sequencing, LinkedIn, and WhatsApp outreach, meeting the target in nearly every month.
- Generated 140k USD pipeline in eight months through consistent outreach.
Senior Business Development Representative
TestMu AI (formerly LambdaTest)
Noida
03.2025 - 03.2026
- Generated $284K in NAMER enterprise pipeline against a $240K annual target (118% attainment) through outbound cold calling, email sequencing, and LinkedIn.
- Delivered $140K pipeline in Q2 (233% of target) by securing 4 POCs with enterprise accounts, and closed the year with $90K in Q4 (112% of target).
- Booked 13 qualified meetings in Q4 (108% of target), up from 9 in Q3, by refining ICP-based account prioritization and discovery.
- Secured 9+ POCs across the year with QA and Engineering stakeholders, aligning TestMu AI's platform to their testing challenges.
- Prioritized enterprise accounts using ICP and firmographic analysis, and ran discovery engagements to map organizational needs to TestMu AI's solutions.
- Qualified inbound and outbound leads so only high-potential opportunities reached Account Executives; partnered with AEs on handoffs and strategic account alignment.
- Maintained CRM data integrity to support accurate lead tracking, pipeline progression, and forecasting.
- Involved in the POC of Orum and GTM Buddy to evaluate dialer and digital sales room capabilities for the sales team.
- Worked on ABM accounts, running targeted multi-channel outreach to key enterprise accounts.
Senior Sales Development Representative
Test Yantra Global
Bangalore
05.2024 - 02.2025
- Generated 59 SQLs within nine months, contributing to a sales pipeline valued at £170,000.
- Secured one deal contributing £40,000 in revenue through targeted sales outreach.
- Built prospect lists through market research, enabling focused, high-relevance follow-up.
- Established lead generation processes targeting the North American SaaS market.
- Maintained consistent weekly prospect meetings through strategic multi-channel outreach.
- Tracked market and competitor activity to keep outreach and positioning current.
Business Development Manager
Think & Learn Private Limited
Bangalore
06.2022 - 04.2024
- Consistently surpassed sales quotas, driving weekly revenue of ?9-10 lakhs and monthly revenue above ?30 lakhs.
- Improved sales efficiency through data-driven initiatives and process changes.
- Led a team of 6-8 sales reps, coaching them to hit daily targets and building a high-performance culture.
- Generated CRM-based performance reports to support forecasting and sales transparency.
- Set and monitored KPIs and sales targets, adjusting strategy to meet evolving objectives.
Business Development Training Manager
Think & Learn Private Limited
Jaipur
03.2022 - 05.2022
- Trained and mentored BTech and MBA freshers on core sales skills, product knowledge, and call pitching techniques.
- Coached trainees through the full sales process, from initial contact to conversion.
- Achieved a 70-80% conversion rate transitioning trainees into productive employees, well above the company's 40% target.
Business Development Associate
Think & Learn Private Limited
Jaipur
07.2020 - 02.2022
- Managed the full sales cycle independently from prospecting to close, reporting progress and improving closing ratio.
- Owned day-to-day operational duties, including lead flow tracking, CRM database management, and weekly activity reporting.
- Consistently met or exceeded monthly (?1.5L/week), quarterly (?18L), and annual (?75L+) sales quotas, driving 36% annual revenue growth.
- Maintained a customer retention ratio above 90% through consistent post-sales support, boosting recurring and referral business.
- Built a Digital Sales Room using GTM Buddy and ran POCs on dialers including JustDial, Dial Pad, and Orum.
Car Consultant
Girnar Care / CarDekho
Jaipur
01.2020 - 06.2020
- Built a loyal dealer base and increased sales volume through personalized service and tailored car/service recommendations.
- Boosted car bidding prices by 10-30%, increasing dealer participation and onboarding.
- Anchored auction bids strategically, encouraging dealers to surpass target prices through competitive bidding.
Education
B.Tech - Mechanical Engineering
Global Institute of Technology
Jaipur01-2018
Skills
- Sales Pipeline Management
- Prospecting & Lead Generation
- Multi-Channel Outreach (Cold Calls, Cold Email, LinkedIn)
- CRM Tools (Zoho, HubSpot, Salesforce, LeadSquared)
- Prospecting Tools (ZoomInfo, Lusha, Apolloio, LinkedIn Sales Nav, Outreach, GTM Buddy)
- Customer Retention & Post-Sales Support
- Sales Coaching & Team Training
- Performance Tracking & Forecasting
- Cold Calling Techniques
- Deal Qualification
- KPI & Quota Management
- Dialer platforms (Just Call, Orum, Klenty, Aircall)
LANGUAGES
English, Hindi
Timeline
Senior Business Development Representative
TestGrid.io
04.2026 - Current
Senior Business Development Representative
TestMu AI (formerly LambdaTest)
03.2025 - 03.2026
Senior Sales Development Representative
Test Yantra Global
05.2024 - 02.2025
Business Development Manager
Think & Learn Private Limited
06.2022 - 04.2024
Business Development Training Manager
Think & Learn Private Limited
03.2022 - 05.2022
Business Development Associate
Think & Learn Private Limited
07.2020 - 02.2022
Car Consultant
Girnar Care / CarDekho
01.2020 - 06.2020
B.Tech - Mechanical Engineering
Global Institute of Technology