Manager – Enterprise SaaS Sales

Ellume Limited; Mumbai; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

Ellume Limited, based in Mumbai, is seeking an experienced Enterprise SaaS Sales leader to manage and grow a qualified pipeline, close multi-year enterprise deals, and drive ARR expansion across divisions. The role requires strong CXO engagement skills and a data-driven approach to pricing and forecasting.

You will operate with remote flexibility and ~20% travel within India, collaborating cross-functionally with Product, Customer Success, and Marketing to shape market feedback and strategy.

Qualifications

• 5–8 years of enterprise SaaS sales experience.
• Track record of ₹5+ Cr in annual ARR.
• Close enterprise deals with ACV ₹50 Lakhs or more.
• Experience from prospecting to close: discovery, demo, POC, negotiation.
• Strong CXO-level consultative selling skills (MEDDIC/SPIN/Challenger).
• Proficient with Salesforce / HubSpot CRM and pipeline management.

Responsibilities

• Build and manage a qualified enterprise pipeline with ARR targets.
• Deliver 8–10 product demonstrations per month to enterprise prospects.
• Lead CXO-level sales engagements (CTO, CIO, VP Operations).
• Structure and negotiate multi-year SaaS contracts (2–3 year terms).
• Drive account expansion: upsell, cross-sell, and multi-division rollout.
• Maintain disciplined pipeline stages for accurate ARR forecasting.
• Collaborate with Product on market feedback and pricing strategy.
• Own SaaS metrics: ARR, NRR, churn, and ACV trends.
• Provide regular updates to GM on pipeline health and ARR trajectory.

Skills

Enterprise SaaS sales

CXO-level selling

MEDDIC / SPIN / Challenger

CRM proficiency

Full-cycle deals

Education

MBA preferred

B.Tech + MBA preferred

Tools

Salesforce

HubSpot

Job description

At Ellume, we are pioneering the future of clean power. We operate across three verticals—Renewable Energy, Independent Power Production (IPP), Engineering, Procurement & Construction (EPC), and Technology—committed to driving innovation across the renewable sector.

Responsibilities

• Build and manage a qualified enterprise pipeline with healthy coverage against ARR targets.
• Deliver 8–10 product demonstrations per month to qualified enterprise prospects.
• Lead CXO-level sales engagements (CTO, CIO, VP Operations) using a consultative selling methodology.
• Structure and negotiate multi-year SaaS contracts (2–3 year terms) with annual pricing escalation clauses.
• Drive account expansion within existing clients — upsell, cross-sell, and multi-division rollout.
• Maintain disciplined pipeline stages for accurate ARR forecasting.
• Collaborate with Product on market feedback, feature prioritisation, and competitive positioning.
• Define and execute pricing strategy — tiered pricing, volume discounts, and enterprise licensing.
• Own SaaS metrics: ARR, net revenue retention, churn, and ACV trends.
• Deliver regular updates to the GM covering pipeline health, win/loss analysis, and ARR trajectory.

Requirements

• Based at our Mumbai HQ, with remote flexibility and ~20% travel.
• 5–8 years of enterprise SaaS sales experience, with a track record of ₹5+ Cr in annual ARR.
• Demonstrated ability to close enterprise deals with ACV of ₹50 Lakhs or more.
• Experience with full-cycle enterprise sales: prospecting → discovery → demo → POC → negotiation → close.
• Strong CXO-level consultative selling skills — MEDDIC, SPIN, or Challenger methodology experience.
• Proficiency with Salesforce / HubSpot CRM and pipeline management best practices.
• Experience structuring multi-year SaaS contracts with renewal and expansion frameworks.
• Ability to collaborate cross-functionally with Product, Customer Success, and Marketing teams.
• MBA from a Tier-1/2 institution preferred; B.Tech + MBA is an ideal combination.
• Fluent in English.
• Nice to have: SaaS sales in energy, cleantech, or industrial technology; selling to Indian enterprise buyers in manufacturing, infrastructure, or utilities; product-led growth (PLG) motions; partner / channel SaaS distribution; fluency in SaaS metrics (ARR, MRR, NRR, CAC, LTV, payback period).

Based at our Mumbai HQ, with remote flexibility and ~20% travel. 5–8 years of enterprise SaaS sales experience, with a track record of ₹5+ Cr in annual ARR. Demonstrated ability to close enterprise deals with ACV of ₹50 Lakhs or more. Experience with full-cycle enterprise sales: prospecting → discovery → demo → POC → negotiation → close. Strong CXO-level consultative selling skills — MEDDIC, SPIN, or Challenger methodology experience. Proficiency with Salesforce / HubSpot CRM and pipeline management best practices. Experience structuring multi-year SaaS contracts with renewal and expansion frameworks. Ability to collaborate cross-functionally with Product, Customer Success, and Marketing teams. MBA from a Tier-1/2 institution preferred; B.Tech + MBA is an ideal combination. Fluent in English. Nice to have: SaaS sales in energy, cleantech, or industrial technology; selling to Indian enterprise buyers in manufacturing, infrastructure, or utilities; product-led growth (PLG) motions; partner / channel SaaS distribution; fluency in SaaS metrics (ARR, MRR, NRR, CAC, LTV, payback period).