Sr. Account Executive / Manager (B2B Sales | SaaS), US Market

OrangeShark; Hyderabad; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

OrangeShark in Hyderabad is seeking an Account Executive / Account Manager to own the full sales cycle from prospecting to closure and expansion. Target enterprise buyers across strategy, research, consulting, and private equity, delivering demos, negotiating terms, and building multi-threaded relationships.

You should be a consultative hunter with 5–10 years of B2B SaaS sales experience, able to manage complex buying processes, generate pipeline, and meet ambitious quotas.

Qualifications

• 5–10 years of B2B sales experience, preferably SaaS/AI.
• Experience selling to enterprise buyers across strategy, research, consulting, PE, and other teams.
• Strong consultative selling, discovery, and negotiation skills.
• Ability to generate pipeline through outbound prospecting and referrals.
• Able to close deals and drive account growth across multiple stakeholders.

Responsibilities

• End-to-end sales ownership from prospecting to closure and expansion.
• Identify target accounts and decision-makers; generate pipeline.
• Run discovery calls and product demonstrations to articulate value.
• Lead negotiations and coordinate contract closure.
• Maintain CRM hygiene and provide regular pipeline/forecast updates.

Skills

B2B sales

SaaS sales

Consultative selling

Outbound prospecting

Negotiation

Presentation

CRM discipline

Account growth

Tools

HubSpot

Salesforce

Apollo

LinkedIn Sales Navigator

Job description

5–14 years of B2B sales experience, preferably in SaaS, AI, data, analytics, market research, consulting, enterprise software, or workflow solutions.

Employment Type: Full-time

Reports To: Vice President – Sales

Role We are looking for an Account Executive / Account Manager to help build and scale our go-to-market engine.This is an end-to-end, quota-carrying sales role for someone who can take ownership of the entire customer journey — from identifying and prospecting target accounts to running discovery, delivering demos, managing evaluations, negotiating commercials, closing deals, and driving account growth.You will work closely with the VP Sales and founders to convert our early traction into a repeatable sales motion and build strong relationships with senior buyers across strategy, market intelligence, research, consulting, private equity, procurement, and other enterprise teams.This is not a traditional relationship-management role. We are looking for a builder-seller who is comfortable creating opportunities, selling consultatively, navigating complex buying processes, and turning customer conversations into revenue.

Key Responsibilities

1. End-to-End Sales OwnershipOwn the complete sales cycle from prospecting to closure and expansion.Identify target accounts and relevant decision-makers.Generate pipeline through outbound prospecting, referrals, partnerships, events, LinkedIn, email, and other channels.

• Conduct discovery calls to understand customer challenges, workflows, business priorities, and research requirements.
• Run product demonstrations and articulate our value proposition in terms of measurable business outcomes.
• Manage POCs, trials, pilots, evaluations, and commercial discussions.
• Lead negotiations and coordinate internal stakeholders through contract closure.
• Maintain accurate pipeline information and ensure timely movement of opportunities through each stage.

2. Account Management & ExpansionBuild long-term relationships with key customer stakeholders.Understand customer adoption, business requirements, and emerging use cases.

• Identify opportunities for upsell, cross-sell, renewals, and expansion.
• Work with Customer Success and Product teams to improve adoption and customer outcomes.
• Develop relationships beyond the initial buyer and build multi-threaded enterprise accounts.
• Act as a trusted commercial partner to customers.

3. Strategic & Enterprise SellingEngage with senior stakeholders including CXOs, Heads of Strategy, Research Heads, Market Intelligence leaders, Consulting leaders, Procurement, and Private Equity professionals.Navigate complex enterprise sales cycles involving multiple decision-makers and approval layers.

• Build business cases and communicate the value of AI-powered market research and human expertise.
• Understand customer buying criteria and tailor proposals accordingly.

4. Pipeline & Forecast ManagementOwn a defined sales target and consistently build sufficient pipeline to achieve it.Maintain strong CRM hygiene and accurate opportunity stages.

• Provide regular pipeline and forecast updates to the VP Sales.
• Track key metrics including:
• Meetings
• Opportunities created
• Conversion rates
• Win rate
• Revenue closed
• Expansion revenue

5. GTM & Market FeedbackWork closely with the VP Sales, founders, Product, and Customer Success teams to sharpen: ICP definition

• Share market feedback, customer objections, competitive insights, and buying patterns with internal teams.
• Contribute to building a repeatable and scalable sales process as the company grows.

Ideal Candidate Profile

We are looking for a consultative B2B sales professional who combines strong hunting ability with account-management skills. The ideal candidate has:5–10 years of B2B sales experience, preferably in SaaS, AI, data, analytics, market research, consulting, enterprise software, or workflow solutions.

• Proven experience managing the complete sales cycle from prospecting through closing.
• Demonstrated success selling to mid-market and enterprise customers.
• Experience engaging with senior decision-makers and handling multi-stakeholder sales processes.
• Strong consultative selling and discovery skills.
• Ability to simplify complex technology and communicate clear business outcomes.
• Experience with outbound prospecting and independently generating pipeline.
• Strong negotiation, presentation, and communication skills.
• Ability to manage both new business and existing account expansion.
• Comfort working in an early-stage or high-growth environment with ambiguity and changing priorities.
• Strong ownership mentality and willingness to build processes rather than simply follow established ones.
• Strong CRM discipline and experience working with sales targets and forecasts.
• AI fluency — comfortable using AI tools, understanding their strengths and limitations, and explaining AI-led solutions to business users.

Good to Have

Experience selling AI, market intelligence, research, analytics, data, or consulting solutions.

• Existing relationships with enterprise decision-makers.
• Experience selling to strategy, consulting, PE, research, or market intelligence teams.
• Experience selling complex or high-value B2B solutions.
• Experience working in a startup or scale-up environment.
• Experience with tools such as HubSpot, Salesforce, Apollo, LinkedIn Sales Navigator, or similar GTM platforms.