Owns full-cycle enterprise sales from sourcing and qualification through multi-stakeholder closure, selling INR 50 lakh to 2 crore plus ACV deals into complex organizations while navigating CXOs, procurement, legal, and IT stakeholders. This is not a brand-led selling role: the AE creates demand, builds credibility from scratch, and converts self-sourced pipeline into revenue. Core responsibilities: multi-stakeholder navigation, managing the full cycle from discovery to signed contract and aligning CXOs, IT, and procurement (about 35 percent of time); non-brand pipeline generation through cold calls and creative outreach rather than inbound leads (30 percent); deal craft and negotiation, driving high-value pricing discussions and defending value against competitors such as LeadSquared and Salesforce without immediate discounting (15 percent); technical platform IQ, holding credible conversations with CTOs and CISOs on APIs, CRM integrations, data infosec, and AI intelligence layers (10 percent); and CRM and process hygiene using MEDDIC or BANT for forecast accuracy (10 percent). Also conducts high-impact demos and navigates Indian enterprise procurement, legal reviews, and InfoSec questionnaires. Requires 3-6 years total experience, ideally 2-3 years at a large SaaS organization followed by 1-2 years at a high-growth startup, with a proven record of closing large-ACV enterprise deals.
