Tushar Mande

Doer
DISC Type : sd

Business Development Manager at Keka HR

Pune, Maharashtra, India

Overview

Tushar is a SaaS sales leader and enablement specialist with a background that spans the full revenue lifecycle, from quota-carrying representative to team management. His recent focus is on scaling sales execution by designing frameworks, improving processes, and implementing sales tools. He attended the Maharashtra Institute of Technology.

He shows a keen interest in the evolution of human resources, frequently posting about the impact of AI on HR, the strategic role of HR analytics, and broader topics like employee experience and the future of work. People who have worked with him describe him as consultative.

His career began in a technical role as a Software Engineer before he transitioned into sales and business development.

Personality Overview

Long-term Focused

Fast-paced

Risk-Accepting

They are very professional in their approach and can weigh multiple perspectives together.  Reading between the lines and seeing beyond your words comes naturally to them. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Sales Enablement
Focuses on scaling sales execution by improving discovery frameworks, demo quality, SDR–AE handoffs, and implementing tools like Avoma and GTM Buddy.
HR Technology
His career at Keka HR and sumHR gives him deep industry experience. He actively shares content on AI in HR and the use of HR analytics.
Consultative Selling
Recommendations highlight his value-led, consultative sales approach, emphasizing understanding client needs to provide effective, long-term solutions.

Media Appearances

Tushar has no verified media appearances

Work History

2-2020
Business Development Manager at Keka HR
4-2018 - 5-2019
Executive Business Development at sumHR
6-2011 - 5-2012
Software Engineer at Persistent Systems

Education

2007 - 2011
Education details unavailable from Maharashtra Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 7 Location : Pune, Maharashtra, India Job Level : Middle Designation : Business Development Manager at Keka HR
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Insights For Selling To Tushar

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Don't get into pricing discussions early on, steer conversation towards proven results
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Avoid putting conscious effort into relationship-building

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tushar is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Tushar

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Tushar move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Tushar take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Tushar

Personality Compatibility


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