Enterprise Sales Leader (SaaS, Founding Team)

CG-VAK Software & Exports Ltd.

India

À distance

INR 1 200 000 - 2 000 000

Plein temps

14 jours+

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Avantages offerts par ce poste

Health Insurance

Generous Vacation Policy

Learning and Development Budget

Team Events and Company Offsites

Maternity and Paternity Benefits

Company Laptop

Friday Game Nights

ESOPs for Full-Time Roles

Résumé du poste

A leading company in the IT Services and Consulting sector is seeking a Founding Enterprise Account Executive. This role involves building a sales culture from scratch, managing the sales pipeline, and developing strategic partnerships. Ideal candidates will have a strong background in B2B SaaS sales, excellent project management skills, and a proactive approach to driving revenue in a startup environment.

Qualifications

6+ years of experience selling B2B SaaS to US customers.
Track record of consistently beating quotas.
Strong project management skills and proactiveness.

Responsabilités

Manage end-to-end pipeline and source leads.
Conduct product demos and manage pilots.
Negotiate contracts and exceed sales quotas.

Connaissances

Project Management

Partnership Development

B2B Sales

CRM Management

Contract Negotiation

Team Building

Description du poste

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Company Size

Startup / Small Enterprise

Experience Required

6 - 13 years

Working Days

5 days/week

Office Location

Remote Working

Role & Responsibilities

We are building our founding team and are looking for folks who are excited to get their hands dirty in a 0 to 1 journey. If you are expecting a working playbook that you can scale, Zenskar is probably not the right fit for you at this point. However, if you are excited about creating the playbook from scratch, we would love to hear from you.

As a Founding Enterprise Account Executive at Zenskar, you will lay the foundation for our sales culture. You will directly work with the founders.

We have hit Product market fit, and are seeing strong demand for our product. If you are an ambitious sales person, you can make significant upside in commissions!

Sales-

End to end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise them
Sourcing: While you will have access to some leads (marketing, BDRs), you will be responsible for sourcing atleast some of your own leads. Iterate and experiment with messaging - outbound email sequences, inbound lead responses etc
Discovery and demos: Lead discovery calls, Conduct compelling product demos for prospects; Work with Engineering to create custom demos that drive higher impact
Pilots: Manage pilots (free trials) and demonstrate the value of Zenskar for the specific use case of the prospect. Your project management game and proactiveness need to be top notch.

Given the long sales cycle, which also involves pilots (free trials), you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.

Negotiate contracts, demonstrate Zenskar’s value compared to legacy vendors and win deals
Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live
Exceed sales quotas
Instil best in class CRM hygiene so we have better visibility on the pipeline
Partnerships: Forge strategic partnerships that drive revenue
Drive product improvement: You will be closest to understanding our customers’ pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering.
Hire and build a team of AEs over time

Partnerships-

In an early stage startup, people are expected to wear multiple hats. Atleast some of your bandwidth will be devoted to building out a partnerships motion for Zenskar.

Iterate to figure out a scalable and revenue generating partnerships motion by running experiments with a quick feedback loop.

Identify, target, and cultivate high-value partnerships with partners across various industries (e.g. Accounting firms, Fractional CFOs, MSPs, ISVs etc).
Lead negotiations, draft partnership agreements, and ensure alignment with both company goals and partner expectations.
Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration and execution of partnership initiatives.
Develop joint go-to-market strategies and co-selling initiatives to drive revenue growth, including identifying new business opportunities, managing pipeline, and tracking partnership performance.
Design and deliver onboarding and enablement programs for partners, ensuring they have the tools, training, and support necessary to successfully sell and support our solutions.
Represent Zenskar at industry events, conferences, and partner meetings to enhance brand awareness and network with potential partners.

Ideal Candidate

6+ years of experience selling B2B SaaS to US customers
Prior success as one of the first AEs at a startup; comfortable working in a fast-paced, early stage startup environment
Track record of consistently beating your quota
Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup
Strong project management skills and proactiveness, given the long sales cycle and pilot (free trials) heavy nature of deals.
Strong first principles understanding of business fundamentals; Ability to understand the product at a granular level; Ability to empathise with the end user, and understand their pain points
Strong first principles understanding of different stages of the sales funnel, and experience with good CRM hygiene
Strong first principles understanding of sales processes e.g. MEDDPICC
Willingness to get your hands dirty and do the grunt work in the early days.
MANDATORY - Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have flexibility on when you want to start your day in the afternoon (IST), or take breaks (e.g. family time, gym etc). This role will require you to stretch outside your comfort zone.
Excellent written and oral communication skills
Ability to build, manage and motivate a team
Self driven individual with high ownership and strong work ethic
Previous entrepreneurial experience is a huge plus
Experience catering to CFO persona is a plus
Familiarity with billing systems, CPQ and accounting systems is a plus
Not taking yourself too seriously.

Perks, Benefits and Work Culture

Variable: Based on performance
ESOPs (for full time roles)
Hybrid (Bangalore)

Benefits (for Full-time Roles)

Health insurance
Generous vacation policy
Learning and development budget
Team events and company offsites
Maternity and Paternity benefits
Company Laptop
Friday game nights

Skills: project management,partnership development,deals,pipeline management,b2b,partnerships,product demos,contract negotiation,enterprise,team building,b2b saas sales,management,b2b sales,lead sourcing,crm management,go-to-market strategy,discovery calls,sales

Seniority level