Sr. Sales Executive (U.S. Enterprise Software & SaaS Market)

Sonorasoftware; Pune District; Hybrid; INR 2,000,000 - 3,200,000; Full time

Job summary

Sonorasoftware, based in Pune, seeks a Senior Sales Executive to build new business in the U.S. market, selling environmental software, digital transformation, and AI-enabled solutions. This hands-on, outbound role requires creating opportunities from scratch and coordinating with product and delivery teams.

You will manage the full sales cycle from discovery to close, engage senior U.S. leaders, and maintain a robust pipeline. Remote work with overlap with U.S.

Job description

Sr. Sales Executive (U.S. Enterprise Software & SaaS Market)

• Pune, Baner - Hybrid
• Full Time
• 4-8 years

Senior

Job Summary:

We are looking for a Senior Sales Executive based in India who will focus exclusively on developing business in the U.S. market. This is a hands-on, new-business sales role. You will be responsible for identifying target accounts, reaching decision-makers, conducting discovery conversations, developing opportunities, coordinating demonstrations and proposals, and progressing opportunities through close. This is not an account management or lead-follow-up position. We are looking for someone who can create opportunities from the ground up.

You will sell a combination of:

• Environmental and EHS software solutions
• Digital transformation services
• Custom enterprise applications
• Data and analytics solutions
• AI/ML and intelligent automation solutions
• Prototypes and proof-of-concept engagements

The successful candidate must be comfortable selling remotely to U.S.-based business leaders and working schedules that provide meaningful overlap with U.S. business hours.

Who We’re Looking For – We are looking for a hunter, not simply an account manager.

You should be comfortable starting with a target company where we have no existing relationship, identifying the appropriate decision-makers, getting their attention, securing a conversation, discovering a business problem, and developing that conversation into a qualified opportunity. You should be curious enough to ask: "What problem are you trying to solve?" rather than immediately trying to sell a product.

From there, you will work with the customer and our internal team to determine whether an existing SaaS product, custom application, automation, data solution, AI capability, or prototype is the right answer. Most importantly, you should be comfortable being accountable for building your own pipeline and achieving a sales target in the U.S. market.

Key Responsibilities:

Generate New Business in the U.S. Marke

• Identify and prospect into U.S. manufacturing, industrial, environmental, and EHS organizations.
• Build target-account lists and identify relevant decision-makers and influencers within each organization.
• Generate opportunities through outbound email, LinkedIn, telephone outreach, referrals, networking, industry associations, conferences, and partner channels.
• Develop relationships with environmental leaders, EHS executives, operations leaders, IT leaders, and other business stakeholders.
• Create entry strategies for targeted enterprise accounts rather than relying primarily on inbound leads.
• Build and maintain sufficient qualified pipeline to achieve quarterly and annual sales targets

Own the Sales Process

Manage opportunities from initial prospecting through:

• Qualification
• Discovery
• Prototype or proof-of-concept discussions
• Pricing and commercial discussions
• Procurement
• Negotiation
• Contract close

Work closely with company leadership, product teams, technical teams, and delivery teams throughout the sales process.

Sell Consultatively

Our customers do not always begin by asking for a specific software product.

They may instead tell us:
"We have a manual environmental process involving spreadsheets, emails, PDFs, and multiple facilities. Can you help us improve it?"

The successful candidate must be able to explore the customer’s current process, identify pain points and business impact, and determine whether the appropriate solution is an existing SaaS product, workflow automation, custom application, data solution, AI capability, or proof-ofconcept.

Responsibilities include:

• Conduct discovery conversations focused on business problems rather than feature lists.
• Understand existing customer processes, systems, challenges, and priorities.
• Identify opportunities where software, automation, data, or AI can create measurable value.
• Build business cases around efficiency, compliance, risk reduction, visibility, standardization, and ROI.
• Coordinate internal technical resources for deeper solution discussions and demonstrations.
• Convert successful demos and prototypes into paid engagements

Sell SaaS Products

Help grow adoption of our SaaS products, including solutions supporting environmental compliance and inspection management.
Identify organizations that may currently be relying on:

• Spreadsheets and email
• Internally developed tools
• Manual reporting processes
• Generic inspection platforms
• Understand the customer’s existing approach and position our solutions based on business value and fit rather than simply competing on features.
• Build relationships with multiple stakeholders within targeted organizations.
• Navigate enterprise buying processes involving business teams, IT, security, procurement, and legal.
• Identify opportunities to expand successful engagements across additional facilities, departments, workflows, and business units.
• Cross-sell SaaS products and professional services where appropriate.
• Develop long-term relationships rather than focusing solely on individual transactions.

Manage Pipeline and Forecasting

• Maintain accurate opportunity information in CRM.
• Define clear next steps for every active opportunity.
• Track opportunity stages, expected deal values, close dates, and probabilities.
• Identify pipeline gaps early and take corrective action.
• Provide management with reliable forecasts.
• Work with leadership to establish sales stages, KPIs, and performance milestones

U.S. Market Responsibilities

Because this position is based in India but serves U.S. customers, the successful candidate must Be comfortable

• Communicating professionally with U.S.-based executives and business leaders.
• Conducting video meetings, discovery calls, demonstrations, and presentations with U.S. customers.
• Working hours that provide substantial overlap with U.S. business hours.
• Understanding professional communication and sales expectations within the U.S. market.
• Following up consistently and professionally with prospects across U.S. time zones.
• Developing relationships remotely without depending on frequent face-to-face meetings. Occasional travel to the United States may be required based on business needs.

Required Qualifications:

• 4–8 years of B2B sales or business-development experience in software, SaaS, IT services, technology consulting, digital transformation, or related technology solutions.
• Demonstrated experience selling to customers in the United States.
• Proven ability to generate new business through outbound prospecting.
• Experience independently developing opportunities rather than primarily managing inbound leads.
• Strong spoken and written English communication skills.
• Comfortable speaking with senior U.S. business leaders and executives.
• Experience conducting remote discovery calls, presentations, and product demonstrations.
• Strong consultative and solution-selling skills.
• Ability to understand business processes and identify opportunities for technology and automation.
• Experience managing a sales pipeline and CRM.
• Strong follow-up, organization, and forecasting discipline.
• Self-directed, entrepreneurial, and comfortable working with a growing organization.
• Willingness to work hours that provide meaningful overlap with U.S. business hours.

Preferred Qualifications:

Experience in one or more of the following is highly desirable

• U.S. manufacturing or industrial customers
• Environmental, Health & Safety (EHS) software
• Environmental compliance technology
• Custom software development services
• Digital transformation consulting
• Workflow and business-process automation
• AI/ML and data analytics
• Selling into mid-market or Fortune 1000 organizations
• Multi-site manufacturing organizations

Direct EHS experience is beneficial but not required. We place greater importance on demonstrated ability to create opportunities, conduct strong discoveries, understand customer problems, and close business.

What we are expecting:

During the first year, a successful candidate will:

• Build a meaningful pipeline of qualified U.S. enterprise opportunities.
• Independently generate new customer opportunities rather than relying primarily on company-provided leads.
• Secure meetings with decision-makers at targeted U.S. organizations.
• Consistently progress qualified opportunities through the sales process.
• Meet or exceed quarterly and annual sales targets.
• Convert product demonstrations and prototypes into paid engagements.
• Expand initial customer engagements into additional opportunities.
• Produce forecasts management can rely on.

About US:

For more than twenty years, we have helped manufacturing, financial, healthcare, and technology organizations modernize complex business processes through enterprise software, digital transformation, data, and AI.

Over the past several years, we have developed significant expertise working with manufacturing and Environmental, Health & Safety (EHS) organizations, helping automate complex environmental and operational processes.

In addition to custom software and digital transformation services, we have developed SaaS solutions for areas including environmental reporting, compliance, inspections, and workflow management.

Our approach is consultative. We work directly with customers to understand business problems, identify opportunities for technology and automation, develop prototypes when appropriate, and turn successful ideas into scalable enterprise solutions.