Job Title : Sales lead- (Startup)

Experience : 6+ years

Location: Bangalore

WFO- 5 days

Immediate Joiners Are Preferred

Own net-new revenue across Indias startup ecosystem by acquiring new logos and closing AWS-centric services deals (migration, modernization, data/AI, DevOps, managed services). Lead full-cycle sales, co-sell with AWS, and build a predictable pipeline from Seed to Series C+.

Role Summary:

- Drive new-logo acquisition for startups across Indias hubs, selling cloud migration, app modernization, data platforms/AI, and managed services on AWS.

- Build and convert pipeline through targeted outbound, events, and partner motions; own ARR/gross margin targets with disciplined forecasting.

- Orchestrate co-build, co-market, and co-sell with hyperscaler startup teams; leverage programs, funding, and marketplace transactions where applicable.

Key Responsibilities:

Territory and pipeline

- Define a startup-focused territory plan by stage, vertical, and geography; maintain 34x coverage with rigorous CRM hygiene.

- Execute multi-channel prospecting (founder/CTO outreach, VCs/accelerators, events, communities) and qualify with concise discovery.

Sales execution

- Run full-cycle deals: discovery, value hypothesis, solution shaping with architects, proposals, commercials, negotiation, close.

- Tailor offers to startup stage and runway (POCs, phased modernization, success criteria, funding alignment) to reduce time-to-value.

Alliance motions

- Co-sell with startup-focused cloud teams; align to programs/funding and build joint account plans.

- Engage solutions, technical, and marketing resources to accelerate adoption and de-risk technical decisions.

GTM and enablement

- Package repeatable plays (migration fast-starts, data platform accelerators, GenAI pilots, DevOps managed services) with case-led narratives.

- Run campaigns, founder roundtables, and follow-ups from startup events; publish success stories and references.

Governance

- Hold weekly pipeline reviews, track stage conversions, and run quarterly business reviews; maintain accurate forecasting in CRM.

Required Experience:

- 6-10 years in cloud/services sales with 3+ years selling to startups or SaaS/B2B tech in India, with consistent new-logo acquisition.

- Proven wins in AWS-centric services (migration, modernization, data/AI, DevOps, managed services) and measured quota attainment.

- Hands-on co-sell with hyperscalers and familiarity with partner programs, funding mechanisms, and marketplace motions.

Skills And Competencies:

- Founder/CXO engagement: business cases, ROI and time-to-value framing, and investor-aware narratives.

- Prospecting excellence: account research, persona mapping, personalized outreach, and multi-threading across stakeholders.

- Sales rigor: BANT-light discovery, competitive positioning, commercial modeling, and principled negotiation.

Nice to have:

- AWS Cloud Practitioner certification; exposure to GenAI and data platform deals.

- Experience with startup communities, accelerators, and marketplace-led transactions.

KPIs:

- Net-new ARR/gross margin and bookings; new logos per quarter.

- Pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.

- Co-sell influenced revenue and utilization of partner programs/funding.

- Forecast accuracy and CRM hygiene.

Sample day-to-day:

- Outbound to curated founder/CTO lists; discovery calls aligned to triggers (migration needs, funding rounds, product launches).

- Proposal workshops with solution architects and delivery; weekly syncs on co-sell motions and events.

- Pipeline and forecast reviews; top-pursuit deal strategy; follow-ups from meetups and community sessions.

Reporting:

- Reports to Head of Sales; collaborates closely with Solution Architecture and Delivery.