ISR Lead- Startup Sales

r3 Consultant; Bengaluru; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

r3 Consultant is looking for a Sales Lead to drive new business in India's startup ecosystem. This role requires 6+ years in cloud services sales, particularly with AWS-centric products. Key responsibilities include managing full-cycle sales, engaging closely with founders, and achieving revenue targets. The ideal candidate will demonstrate strong prospecting skills, experience in B2B tech, and familiarity with AWS offerings. The position is based in Bengaluru with a work-from-office expectation five days a week.

Qualifications

• 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 experience with hyperscalers and familiarity with partner programs, funding mechanisms, and marketplace motions.

Responsibilities

• Drive new-logo acquisition for startups across India’s hubs.
• Build and convert pipeline through targeted outbound, events, and partner motions.
• Run full-cycle deals: discovery, value hypothesis, solution shaping with architects, proposals, commercials, negotiation, close.

Skills

Founder/CXO engagement

Prospecting excellence

Sales rigor

Tools

AWS Cloud Practitioner certification

Job description

Immediate Joiners Are Preferred

Job Title: Sales Lead – Startup | Experience: 6+ years | Location: Bangalore | WFO: 5 days

Own net-new revenue across India’s 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+.

Key Responsibilities

• Drive new‑logo acquisition for startups across India’s 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.
• Define a startup‑focused territory plan by stage, vertical, and geography; maintain 3–4x coverage with rigorous CRM hygiene.
• Execute multi‑channel prospecting (founder/CTO outreach, VCs/accelerators, events, communities) and qualify with concise discovery.
• 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.
• 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.
• 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.
• 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.