Enterprise Sales Manager, B2B SaaS

Aptagrim Consulting Pvt. Ltd.; Hyderabad; On-site; INR 1,800,000 - 3,600,000; Full time

Job summary

Aptagrim Consulting Pvt. Ltd. in Hyderabad seeks an Enterprise Sales Manager to drive customer acquisition, ARR growth, and international expansion for an AI-powered enterprise SaaS platform serving tendering and bid workflows.

You will own the sales cycle from prospecting to close, build territory plans across the Middle East, APAC, and US, recruit channel partners, and collaborate with product and pre-sales to deliver tailored demos and paid pilots.

Qualifications

• 3–5 years of B2B technology sales, including at least 3 years selling enterprise SaaS with direct revenue ownership.
• Proven track record of meeting or exceeding quotas and closing recurring subscription contracts.
• Experience selling across the Middle East, APAC, and US with an understanding of regional buying practices.
• Proven channel sales experience including partner recruitment, enablement, joint selling and revenue.
• Strong consultative and value-based selling skills with ability to quantify ROI for senior decision-makers.
• Experience managing complex sales cycles with pilots, procurement processes, and negotiations.
• Ability to independently generate opportunities through targeted outbound prospecting, professional networks, industry events and partner referrals.
• Strong discovery, presentation, negotiation, account planning and CRM forecasting skills.
• Experience selling to EPC, water/wastewater, electrical and modular infrastructure, data centre infrastructure or industrial engineering companies is advantageous.
• Comfortable travelling internationally as required.

Responsibilities

• Own quarterly and annual targets for new customer acquisition, ARR, and account expansion.
• Manage the complete sales cycle from prospecting to proposals, negotiations, and closing.
• Build and execute territory and account plans across the Middle East, APAC, and US.
• Engage stakeholders to identify business needs and secure buying alignment.
• Develop business cases showing measurable value through reduced bidding effort and faster evaluations.
• Deliver tailored demonstrations and paid pilots with pre‑sales support and define success criteria.
• Identify and enable channel partners; drive partner-sourced pipeline and revenue.
• Navigate procurement, legal, IT, and security reviews to progress opportunities and close deals.
• Collaborate with marketing on targeted campaigns and with customer success on renewals and upsells.
• Maintain CRM records, forecast revenue, and share feedback to improve positioning.

Skills

B2B technology sales

Enterprise SaaS

Channel sales

Consultative selling

CRM forecasting

Negotiation

Opportunity generation

Sales cycle management

Enterprise procurement

International travel

Tools

CRM software

Job description

We are looking for an Enterprise Sales Manager to drive customer acquisition, subscription revenue, and international growth for an AI-powered enterprise SaaS platform supporting tendering, bid management, and bid-to-contract workflows.

This is a hands‑on, revenue‑carrying role responsible for building and closing enterprise opportunities through direct sales and channel partnerships, with a focus on engineering, procurement and construction (EPC), infrastructure, and industrial companies.

Roles & Responsibilities

• Own quarterly and annual targets for new customer acquisition, annual recurring revenue (ARR), and account expansion.
• Manage the complete sales cyclefrom prospecting and discovery to solution presentations, proposals, commercial negotiations, and contract closure.
• Build and execute territory and account plans across the Middle East, APAC, and US, prioritising high‑potential industries and enterprise accounts.
• Engage bid and proposal leaders, engineering teams, commercial heads, procurement stakeholders, and senior executives to identify business needs and secure buying alignment.
• Develop compelling business cases demonstrating measurable value through reduced bidding effort, improved compliance, faster tender evaluation, and better bid decisions.
• Work with product and pre‑sales teams to deliver tailored demonstrations and paid pilots, define success criteria, and convert successful pilots into annual subscriptions.
• Identify, recruit, and enable channel partners, resellers, system integrators, and industry consultants; drive partner‑sourced pipeline and revenue.
• Navigate enterprise procurement, legal, IT, and security reviews to progress opportunities and close agreements.
• Collaborate with marketing on targeted campaigns and with customer success on renewals, upselling, and cross‑selling.
• Maintain accurate CRM records, pipeline coverage, revenue forecasts, and deal action plans; share market and customer feedback to improve sales execution and product positioning.

Required Experience & Skills

• 3 - 5 years of B2B technology sales experience, including at least 3 years selling enterprise SaaS solutions with direct revenue ownership.
• Demonstrated track record of meeting or exceeding sales quotas, acquiring enterprise customers, and closing recurring subscription contracts.
• Experience selling across the Middle East, APAC, and US, with an understanding of regional buying practices and partner ecosystems.
• Proven channel sales experience, including partner recruitment, enablement, joint selling, and measurable partner-generated revenue.
• Strong consultative and value-based selling skills, with the ability to quantify ROI and communicate business value to senior decision-makers.
• Experience managing complex sales cycles involving multiple stakeholders, pilots, procurement processes, and commercial negotiations.
• Ability to independently generate opportunities through targeted outbound prospecting, professional networks, industry events, and partner referrals.
• Strong discovery, presentation, negotiation, account planning, and CRM forecasting skills.
• Experience selling to EPC, water and wastewater, electrical and modular infrastructure, data centre infrastructure, or industrial engineering companies will be an advantage.
• Familiarity with tendering, proposal management, estimating, contract workflows, or enterprise AI solutions is an advantage.
• Comfortable working in a growing product company, collaborating across teams, and travelling internationally as required.