Manager – Enterprise SaaS Sales

Ellume Technology Pvt. Ltd.; Mumbai; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

Ellume Technology Pvt. Ltd. in Mumbai seeks an experienced Enterprise SaaS Sales leader to drive multi-year contracts and ARR growth.

You will own the end-to-end sales process from prospecting to close, engaging CXOs, and collaborating with Product, Customer Success, and Marketing to optimize pricing and deployments.

The ideal candidate has 5–8 years in enterprise SaaS, a track record of ₹5 Cr+ ARR, ACV ₹50 Lakhs+, fluent English, and MBA/B.Tech+MBA.

Qualifications

• 5–8 years of enterprise SaaS sales experience.
• Track record of ₹5+ Cr in annual ARR.
• Ability to close enterprise deals with ACV ₹50 Lakhs+.
• Experience with MEDDIC, SPIN, or Challenger methodologies.
• Proficiency with Salesforce or HubSpot CRM and pipeline management best practices.
• Full-cycle enterprise sales: prospecting → discovery → demo → POC → negotiation → close.
• Cross-functional collaboration with Product, Customer Success, and Marketing teams.
• Fluent in English.

Responsibilities

• Build and manage a qualified enterprise pipeline with 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 approach.
• Structure and negotiate multi-year SaaS contracts (2–3 year terms) with annual price escalation clauses.
• Drive account expansion within existing clients through 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, NRR, churn, and ACV trends.
• Deliver regular updates to the GM on pipeline health, win/loss analysis, and ARR trajectory.

Skills

CXO-level consultative selling

Salesforce/HubSpot CRM

Full-cycle enterprise sales

Cross-functional collaboration

MEDDIC/SPIN/Challenger

Education

MBA from Tier-1/2 institution

B.Tech

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).