Senior Enterprise Sales Director - West & East India (Individual Contributor)

Department: Sales & Business Development

Location: Mumbai, India (West & East India territory)

Work Model: Field-based with regular client travel across West & East India

Employment Type: Full-Time Employee (FTE)

Experience: 10- 15 years enterprise B2B technology sales BFSI, Media & Entertainment, and/or Retail

Seniority Level: Senior Director

Reports To: SVP Sales - APAC & MEA, Robosoft Technologies

Date: 05 August 2026

The Opportunity:

Company is looking for a Senior Enterprise Sales Director based in Mumbai to own revenue growth across West and East India our most commercially significant territory. This is a dual-mandate role: managing and expanding a portfolio of strategic accounts in BFSI (Mutual Funds, Insurance, Wealth Management, NBFCs), Media & Entertainment (OTT, Broadcast, Digital Media), and Retail (D2C, FMCG, Omnichannel Commerce), while simultaneously hunting new enterprise logos in these verticals. You will leverage strong CXO-level relationships CMOs, CTOs, CDOs, and Heads of Digital Transformation to position Robosoft's AI-powered digital engineering capabilities, including our ARIA platform and ADLC (AI-Driven Lifecycle), as the enabling layer for our clients' next phase of digital and AI transformation. The West & East India territory carries one of Robosoft's largest revenue targets ~$ 4.5M USD and this hire is central to the business delivering on its FY26-27 plan.

Leadership Expectations:

- Own the full West & East India existing account retention and growth, and new logo acquisition against a confirmed annual target

- Maintain and deepen C-suite relationships across BFSI (AMC heads, CIOs, CTOs), Media (CDOs, VPs Digital, Platform heads), and Retail (CMOs, CDOs, Heads of E-Commerce) relationships, not just contacts

- Build a predictable pipeline engine structured outbound, referral networks, and event-led prospecting; not reactive account management

- Champion ARIA AI and ADLC as the primary commercial narrative across all three verticals every client conversation must include an AI angle

- Represent Robosoft at BFSI, Media, and Retail industry forums in Mumbai NASSCOM, CII Digital, FICCI FRAMES, India Retail Forum, and sector AMC/insurance events

What You Will Do:

- Manage and grow existing accounts across West & East India deepen engagement, identify expansion opportunities, and ensure retention of Robosoft's contracted base

- Hunt new enterprise logos across BFSI (Mutual Funds, Insurance companies, NBFCs, Neo-banks), Media & Entertainment (OTT platforms, broadcast networks, digital-first media), and Retail (D2C brands, FMCG digital, omnichannel retailers)

- Position ARIA AI capabilities run AI Opportunity Assessment conversations with CTOs and CDOs to identify deployment-ready use-cases: AI-powered Virtual RM, Intelligent Content Recommendation, Agentic AI for operations, Predictive Analytics, and LLM-based customer engagement

- Lead commercial negotiations fixed-price bids, AMS (Application Managed Services) retainers, and milestone-based delivery contracts; protect margins and avoid T&M-only positioning

- Develop account plans for top 10 accounts annual revenue target, expansion opportunities, AI use-case pipeline, and C-suite engagement calendar

- Manage the full sales cycle from prospecting and discovery through solution design (with pre-sales support), commercial proposal, negotiation, and contract closure

- Maintain Salesforce CRM pipeline hygiene accurate deal stages, monthly revenue forecast, and weekly opportunity reviews with the SVP

- Collaborate with India delivery leads, bid managers, and pre-sales to ensure that every proposal is technically sound and commercially competitive

- Lead AMS Managed Services GTM in the territory Robosoft's AMS model provides predictable retainer-based revenue; first new AMS deal in the territory is a FY26-27 priority

Who You Are:

- A trusted advisor at the CXO level CMOs, CTOs, CIOs, CDOs, and Heads of Digital across BFSI, Media, and Retail call you when they have a strategic problem, not just when they have a budget

- Commercially rigorous you protect margin, structure deals intelligently, and know when to walk away from a deal that will damage the business

- Genuinely AI-curious you understand enough about Generative AI, Agentic AI, and LLM-based solutions to have a credible first conversation with a CTO; you do not need to rely entirely on a pre-sales person for every opening meeting

- A hunter-manager hybrid equally comfortable renewing a $500K existing engagement and cold-opening a new enterprise account from scratch; you do not delegate new business entirely to marketing

- Resilient and data-driven you track your own pipeline, know your conversion metrics, and adjust proactively rather than waiting for the monthly review to surface problems

- Deeply embedded in Mumbai's enterprise community active in industry forums, investor circles, and digital transformation networks where BFSI and Media decisions get made

What You Bring:

- 10 - 15 years of enterprise B2B technology sales professional services, digital product engineering, or AI/analytics platforms preferred

- Demonstrated CXO relationships in at least two of the three target verticals (BFSI, Media, Retail) reference-able, active relationships, not historical contacts

- Track record of quota attainment above 80% for at least 3 consecutive years in an enterprise technology sales role

- Experience selling fixed-price digital transformation programmes and managed services not just T&M staffing or IT outsourcing

- Hands-on understanding of AI, Generative AI, and Agentic AI use-cases in BFSI (virtual RM, KYC, fraud detection), Media (content intelligence, replatforming), and Retail (personalization, inventory AI) conversational fluency required

- Strong command of commercial negotiation contract structuring, margin defence, and milestone-based billing in large enterprises

- Master in Business Administration, Bachelor's degree in Engineering, Business, or related field

AI Angle What You Will Sell:

Every client conversation in this territory must include an AI dimension. Robosoft's ARIA AI Platform and ADLC (AI-Driven Lifecycle) are the commercial differentiation levers across all three verticals:

- BFSI: AI-powered Virtual RM and Wealth Advisory (AMCs, Wealth Platforms), Agentic AI for KYC and onboarding automation, Intelligent Document Processing for insurance claims, Predictive Analytics for AUM retention, LLM-based customer engagement platforms

- Media & Entertainment: AI-first content platform replatforming, Personalisation and recommendation engines (OTT), Agentic AI for editorial and content operations, ARIA-powered newsroom automation, AI-driven audience analytics and monetisation

- Retail: AI-powered omnichannel personalisation, Intelligent inventory and demand forecasting, Conversational commerce and AI-driven customer support, ADLC for D2C digital platform builds, Loyalty and CLV optimisation through predictive AI

You will run ARIA AI Opportunity Assessments as a structured entry motion for new logos a 24 week paid engagement that identifies AI deployment opportunities and converts to a larger programme. This is Robosoft's primary new logo acquisition tool in FY26-27.

Core Skills:

- Enterprise B2B Sales full cycle from outbound prospecting to signed contract; BFSI, Media, and/or Retail verticals

- CXO Relationship Management CMO, CTO, CIO, CDO, and Head of Digital engagement at India's top 500 enterprises

- ARIA AI Platform Positioning articulate AI use-cases across BFSI, Media, and Retail; run AI Opportunity Assessment conversations

- AMS / Managed Services GTM position fixed-cost AMS retainers as an alternative to T&M; commercial structuring of managed services contracts

- Commercial Structuring fixed bids, milestone billing, AMS retainers, and complex contract governance with India's enterprise procurement teams

- Salesforce CRM pipeline management, forecast accuracy, and deal velocity in a structured review cadence

- Mumbai Enterprise Network active presence in BFSI (AMC, Insurance, NBFC), Media (OTT, Broadcast), and Retail (D2C, Fashion, FMCG) decision-making circles

Preferred / Good to Have:

- Existing senior relationships at AMCs (HDFC AMC, SBI MF, ICICI Pru AMC, Nippon India AMC, Franklin Templeton), Insurance (HDFC Life, Max Life, Bajaj Allianz), or Digital-first Retail (Nykaa, Meesho, Mamaearth, boAt)

- Prior experience at a digital product engineering, AI platform, or BFSI-focused fintech firm operating in India

- Understanding of SEBI and IRDAI regulatory environments relevant for BFSI account conversations

- Familiarity with OTT platform economics ARPU, content cost structures, and the digitisation imperative for India's broadcast-to-streaming transition

- Prior experience with AMS / Application Managed Services commercial models retainer pricing, SLA structuring, and transition-from-project-to-managed-services conversations

- Understanding of AI maturity across Indian enterprises particularly the gap between AI aspiration and production deployment in BFSI and Media

What We Offer:

- Strategic Territory Ownership West & East India is Robosoft's highest-revenue domestic territory; significant career growth for a high performer

Competitive OTE:

- AI at the Forefront you will sell ARIA and ADLC from Day 1; full platform training and AI solution selling certification provided on joining

- Pre-sales & Bid Management Support dedicated bid manager and India-based pre-sales team; you focus on relationships and commercial close, not proposal writing

- Learning & Development access to Robosoft's AI learning programmes, external sales leadership development

Health Insurance & Benefits:

- Growth Path high performance in this role leads to regional or global sales leadership opportunities within Robosoft's APAC & MEA structure