About the role:
You will own enterprise relationships end to end: the first conversation, the diagnostic, the signed deployment, and everything the account becomes after the first metric moves. What we sell is new, AI deployments priced against outcomes, and it needs someone who has actually carried enterprise go-to-market in tech or SaaS before, not someone learning to sell on the job. You will work shoulder to shoulder with FDE pods and strategists so that what is promised in the room is exactly what ships into production, and you will write the GTM playbook this category runs on in India.
What you will do:
- Own a book of enterprise accounts end to end, from first outreach to signed deployment to expansion.
- Open doors at CXO level and hold the room: the buyer is a CEO, CTO or business head, and the conversation is their operation, not our feature list.
- Scope deployments with our strategists and pods, so the commercial promise and the engineering reality are the same document.
- Structure outcome-based commercials and take them through enterprise procurement, legal and security.
- Build the playbook as you go: segments, pricing patterns, references and the stories that shorten the next cycle.
- Feed what the market tells you back into how we package and price deployments.
What we look for:
- Six or more years carrying enterprise quota in tech or SaaS, with numbers you are happy to walk us through.
- You have closed complex, technical, multi-stakeholder deals with long cycles, and you know how to keep one alive for months without going quiet.
- Comfort selling a category that has no template yet, where the first reference customer is the one you are talking to.
- Enough fluency in the AI landscape to be credible with a CTO, and the honesty to not oversell what a system can do.
- Evidence you open new logos, not only farm inherited accounts.
Nice to have:
- Relationships in financial services, NBFC or large Indian enterprise.
- Time doing early-stage GTM, where the playbook did not exist until you wrote it.
- A technical background, or a track record selling deeply technical products.
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