Global Commercial Account Executive

Kavia AI; India; Remote; INR 2,400,000 - 3,000,000; Full time

Job summary

KAVIA AI in India is seeking a hands-on Global Commercial Account Executive to own a full sales cycle for US-based customers. You will build and manage a qualified pipeline from prospecting through discovery, demonstration, proposal, negotiation, and close, reporting to the COO and Co-Founder.

Collaborate with enterprise solutions, marketing, product, and Field Deployment Engineering to deliver credible demonstrations and successful deals.

Qualifications

• 4-8 years of experience in B2B SaaS, enterprise software, technical product sales, or a comparable full-cycle commercial role.
• At least 2 years of direct experience selling to US customers, with overlap with US business hours (evenings in India).
• Proven ability to own opportunities from prospecting through discovery, demonstration, proposal, negotiation, and close.
• Experience closing B2B SaaS or software agreements in the USD 20,000-100,000 annual contract value range.

Responsibilities

• Build and refine the market focus with target accounts, buyers, and outreach priorities.
• Create a qualified outbound pipeline using multi-channel outreach.
• Own discovery calls and product demonstrations, coordinating with technical resources as needed.
• Move opportunities to paid outcomes with proposals, time-bound incentives, and clear next steps.

Skills

B2B SaaS sales

Enterprise software

Customer discovery

CRM experience

Tools

HubSpot

Salesforce

LinkedIn Sales Navigator

CRM systems

Job description

# Global Commercial Account Executive

Company: KAVIA AILocation: India - RemoteType: Full-timeReports to: Chief Operations Officer and Co-FounderExperience: 4-8 yearsCompensation: INR 24-30 LPA annualized fixed compensation, plus performance-based incentive compensation, based on background, skills, location, and demonstrated results

# About KAVIA AI

KAVIA AI is an enterprise software company building the enterprise software engineering platform for complex codebases.

We help engineering teams understand, plan, change, and validate large software systems. KAVIA connects code understanding, workflow automation, artifact generation, reviewable code, and validation across repositories and environments.

Our platform is used by enterprise teams working on consequential software systems. As KAVIA's product, customer base, and team grow, we are building a more repeatable commercial motion that makes it easier for the right customers to understand, evaluate, and adopt KAVIA.

# The Role

This is a hands-on, full-cycle commercial sales role combining business development and account executive ownership at a growing enterprise software company.

Reporting to the COO, you will build a qualified pipeline and own opportunities from targeted prospecting through discovery, demonstration, commercial proposal, negotiation, and close. Your initial focus will be global small and mid-market engineering organizations with complex or inherited codebases, urgent modernization or delivery needs, and the ability to adopt KAVIA through a clear sales-assisted offer.

You will work closely with KAVIA's founding team, enterprise solutions, marketing, product, and Field Deployment Engineering teams. You will use company-approved tools, customer evidence, messaging, demonstrations, and commercial guardrails, while bringing market learning back to improve KAVIA's ideal customer profile, offers, and sales process.

This is not a lead-generation-only role measured by emails sent or meetings placed on a calendar. We are looking for someone who can create well-qualified opportunities, conduct credible business discovery, communicate a technical product clearly, and help customers make a confident purchase decision. You will not be expected to function as a software architect, but you will be expected to learn KAVIA well enough to qualify accurately, avoid unsupported claims, and know when technical expertise is required.

# What You'll Do

# Build and Refine the Market Focus

• Translate KAVIA's leadership-approved ideal customer profile into focused target-account lists, buyer maps, trigger events, and outreach priorities.
• Prioritize organizations with a real codebase-understanding, modernization, migration, documentation, root-cause, or cross-system change problem - not companies interested only in generic AI code generation.
• Research each account's engineering environment, likely business need, relevant initiative, and appropriate buyers before outreach.
• Capture market evidence that helps KAVIA refine its segments, buyer personas, offers, pricing, and qualification criteria.

# Create Qualified Outbound Pipeline

• Build named-account and contact lists using KAVIA-approved prospecting, data, and CRM tools.
• Conduct thoughtful multichannel outreach through email, LinkedIn, phone, referrals, events, and relevant communities.
• Use approved messaging as a starting point, test variations systematically, and document what improves response and conversion.
• Use customer evidence, short recorded demonstrations, case studies, and relevant product workflows to make outreach useful and credible.
• Book and hold qualified discovery conversations, maintain timely follow-up, and keep prospects moving toward a clear next step.

# Own Discovery and Demonstration

• Run initial discovery calls and establish the customer's engineering problem, codebase characteristics, urgency, decision process, buyer authority, budget, and desired outcome.
• Identify disqualifying conditions early so that KAVIA's founders and technical teams focus only on credible opportunities.
• Deliver KAVIA's standardized commercial demonstration and use-case-specific recorded content, adapting the conversation to the customer's priorities without misrepresenting the product.
• Engage enterprise solutions or Field Deployment Engineering resources when technical validation is justified and prepare them with clear context, objectives, and open questions.

# Move Opportunities to Paid Outcomes

• Present approved sales-assisted packages, pricing, pilot or sprint structures, and time-bound commercial incentives within defined guardrails.
• Create concise proposals and mutual action plans that make scope, customer effort, KAVIA responsibilities, success measures, timing, and commercial next steps explicit.
• Handle commercial questions, objections, negotiation, and follow-through through signature and payment.
• Coordinate an orderly transition from sale to onboarding, technical delivery, and customer success while retaining responsibility for commercial continuity.
• Support conversion from an initial paid engagement to an annual production relationship where the customer has demonstrated fit and value.

# Run Disciplined Sales Operations

• Maintain complete CRM records, including account research, stakeholders, activity, qualification, stage, value, probability, blockers, and a dated next action.
• Provide accurate weekly pipeline and forecast updates, distinguish evidence from optimism, and surface stalled opportunities early.
• Track conversion by segment, message, channel, offer, and sales stage; use the data to improve the commercial motion.
• Capture recurring objections, competitive alternatives, product gaps, security concerns, pricing feedback, and reasons for winning or losing.
• Follow KAVIA's standards for customer communication, approved outreach, confidentiality, data handling, and brand representation.

# Help Build a Repeatable Commercial Motion

• Help refine a clear offer with a defined customer outcome, required inputs, expected effort, delivery path, price, and conversion step.
• Help improve scripts, sequences, qualification questions, demonstration paths, objection responses, proposals, and handoff checklists based on results.
• Share structured customer and market feedback with leadership, product, marketing, and customer-facing teams.
• Build reusable practices that another strong seller could follow rather than relying on personal contacts or undocumented methods.

# What We're Looking For

# Required

• 4-8 years of experience in B2B SaaS, enterprise software, technical product sales, or a comparable full-cycle commercial role.
• At least 2 years of direct experience selling to US customers, with dependable availability for regular overlap with US business hours, including evening hours in India.
• Demonstrated ownership of self-sourced opportunities from prospecting through discovery, demonstration, proposal, negotiation, and close.
• Evidence of personally closing B2B SaaS or software agreements in approximately the USD 20,000-100,000 annual contract value range.
• Ability to explain prior quota, attainment, pipeline contribution, average contract value, sales cycle, and the proportion of revenue personally sourced.
• Excellent written and spoken English and the judgment to communicate credibly with founders, CTOs, VPs of Engineering, architects, and engineering leaders.
• Ability to learn a technically sophisticated product, run an effective business-level demonstration, and ask informed questions without pretending to be an engineer.
• Experience with CRM systems, outbound prospecting tools, account research, multichannel sequences, pipeline management, and forecast discipline.
• Strong commercial judgment, persistence, integrity, responsiveness, and attention to detail across multiple active opportunities.
• Comfort working in a startup environment where positioning, offers, processes, and collateral are still being tested and improved.

# Strong Plus

• Experience selling developer tools, DevOps, cloud infrastructure, cybersecurity, compliance automation, engineering productivity, modernization, or other technical SaaS products.
• Experience selling to software product companies, engineering services firms, embedded-software teams, telecom, automotive, platform engineering, or other organizations with complex codebases.
• Experience converting a paid evaluation, sprint, or pilot into an annual software agreement.
• Experience selling to technical founders and senior engineering buyers in US small and mid-market organizations.
• Experience with HubSpot, Salesforce, LinkedIn Sales Navigator, Apollo, or comparable CRM, prospecting, and sales-engagement tools.
• Experience helping an early-stage company establish its first repeatable outbound or sales-assisted motion.
• A record of improving conversion quality rather than optimizing only for activity volume.

# Who Thrives at KAVIA

People who do well in this role typically:

• Combine the persistence of a hunter with the listening and judgment of a consultative seller.
• Care more about qualified revenue and customer fit than vanity activity metrics.
• Research before reaching out and make every customer interaction relevant to a real engineering problem.
• Learn technical concepts quickly, explain them plainly, and remain precise about what the product can and cannot do.
• Are comfortable building the playbook while also carrying a pipeline and closing business.
• Protect founder and technical-team time by qualifying rigorously and preparing every handoff well.
• Follow opportunities consistently, ask directly for decisions, and remain professional when the answer is no.
• Use data and customer evidence to adjust their approach rather than relying only on instinct.
• Operate transparently, keep commitments, and treat every prospect interaction as part of KAVIA's reputation.

# Why This Role Is Interesting

• Help shape KAVIA's commercial motion at the point where early enterprise traction is becoming a repeatable growth opportunity.
• Work closely with the founding team and have direct influence on ideal customer profile, positioning, packaging, pricing, sales process, and customer feedback.
• Sell a differentiated enterprise software engineering platform focused on complex codebases, system understanding, reviewable change, and validation - not another generic coding assistant.
• Use credible customer evidence and real engineering workflows while helping make KAVIA easier to evaluate and buy.
• Have immediate, measurable impact on pipeline, paid adoption, conversion, and company growth.
• Build a foundation that can expand into broader commercial ownership or sales leadership as KAVIA grows, based on performance, judgment, and business need.
• Join a distributed team working with engineering organizations on complex and consequential software systems.

# A Note from KAVIA

We are not looking for someone who has used every tool or sold into every industry listed above.

We are looking for a resourceful US-market SaaS seller who can create opportunities as well as close them; who communicates a sophisticated product accurately; and who can help turn strong customer interest into a disciplined, repeatable commercial motion.

Applicants with strong adjacent experience are encouraged to apply even if their current title is Business Development Manager, Account Executive, Commercial Manager, or Founding Sales. Candidates whose experience has been primarily appointment setting or IT-services lead generation should apply only if they have also personally owned SaaS discovery, demonstrations, proposals, negotiation, and closing.