About Exotel

Exotel delivers technologies that reliably connect humans and companies. We operate as a matrix organisation structured around Lines of Products (LOPs) and Lines of Market (LOMs). Our LOPs include Cloud Telephony, CPaaS, CCaaS, and Gen AI solutions. Our LOMs include India and SAARC, International, US, and Scaleups. As a leader in cloud communications, Exotel is at the forefront of innovation, delivering secure and intelligent customer engagement solutions. Reliability is core to our product philosophy and operational excellence as we prepare for the next phase of growth, including IPO readiness.

About the Role

This is a pivotal, high-ownership role sitting at the intersection of pre-sales craft, technical leadership, and revenue enablement. The Sr Director, Solutions Engineering & GTM Enablement will run the entire SE organization across India and International markets while simultaneously building Exotel's GTM Enablement capability from a low base.

The scope is deliberately broader than a conventional SE leadership role - three distinct mandates sit under this title:

.Solutions Engineering: Capacity planning, deal coverage, and technical wins across all segments and geographies. The SE team is the bridge between Exotel's product capabilities and enterprise customer needs.

.GTM Enablement: Consolidating scattered L&D into a single, owned function - sales methodology rollout, rep and SE certification, onboarding curriculum, and playbooks. Single owner for what is today fragmented.

.Solutions Strategy: A credible seat at the CRO table with opinions on positioning, productisation of repeat solutions, and the technical narrative for enterprise and international segments.

The ideal candidate is a strategic operator who has led high-performing SE teams, built enablement infrastructure from scratch, and can hold their own in a C-suite conversation about AI-led transformation of customer experience.

Key Attributes We Seek

1. Drive: Demonstrates an unwavering focus on winning technically and enabling the GTM organization to grow revenue. A proactive leader who anticipates gaps in capability and closes them before they become deal blockers.

2. Clarity of Thought: Crafts clear, actionable SE and enablement strategies that align with commercial goals - able to translate complex technical narratives into compelling business value for enterprise customers and internal stakeholders alike.

3. Sharp Understanding: Quickly grasps technical and business nuances across telephony, CCaaS, and AI - enabling rapid, practical decisions in both deal situations and methodology design.

4. Professionalism: Maintains the highest standards of integrity and communication, earning the trust of customers, cross-functional peers, and the leadership team.

5. Energy: Brings high energy and urgency to both deal pursuit and capability building - creates a team culture where winning and learning are equally prized.

6. Collaboration: Thrives in a cross-functional environment, working fluidly with Sales, CX, Marketing, and Product to define and deliver what reps and SEs need to win.

7. Agility: Adapts rapidly to shifting market dynamics - whether navigating an AI-led disruption in CX or resetting a deal strategy mid-cycle. Comfortable moving between a deal crisis and a methodology design session in the same week.

Key Skills & Experiences We Seek

1. SE Leadership:

5+ years leading SE organisations at multi-region SaaS scale - with managers reporting in, not just ICs.

Capacity planning and deal coverage models designed for India and International geographies simultaneously.

Coaching managers and ICs through complex technical evaluations, RFPs, and proof-of-concept engagements.

Technical win strategy end-to-end - from discovery and architecture through to executive presentation.

Building a high-trust, performance-oriented SE culture with clear metrics: technical win rate, SE-to-AE ratio, and deal cycle contribution.

2. GTM Enablement:

Has personally built or rebuilt an enablement function - not inherited and maintained one.

Experience selecting and implementing a structured sales methodology: MEDDPICC preferred Command of the Message, Force Management, and Winning by Design also valued.

Designed and run rep and SE certification programmes with measurable ramp-time outcomes.

Built onboarding curricula, competitive battlecards, and sales playbooks that reps actually use.

Ability to define measurable ramp-time outcomes and hold the enablement function accountable to them.

3. Solutions Strategy:

Credible point of view on product positioning and the technical narrative for enterprise and international segments.

Ability to identify and drive productisation of repeat solutions - converting one-off wins into repeatable plays.

Comfortable representing Solutions Engineering at the CRO table and in customer C-suite conversations.

Experience running enterprise deals at Rs. 3 Cr+ ACV with multi-quarter, multi-stakeholder cycles.

4. Domain & Technical Depth:

Deep expertise in at least one of: (a) voice / telephony infrastructure, or (b) CX-application / contact-centre software - fluent in the other.

Comfortable operating at the intersection of telecom infrastructure, contact centre applications, AI-led automation, enterprise integrations, compliance, and solution-led selling.

Credible POV on AI and the conversational reshaping of CX - not theoretical has shipped or sold AI-led contact centre work in the last 24 months.

5. Strongly Preferred Pedigree - one or more of:

CCaaS: Genesys, NICE, Five9, Twilio Flex, Talkdesk, Amazon Connect, Cisco Webex CC, Vonage CC, Ozonetel, Tata Comm CCaaS.

CX-application: Freshworks, Zendesk, Salesforce Service Cloud, Sprinklr, Zoho Desk, Kapture.

Voice / telephony: Cisco, RingCentral, 8x8, Plivo, Twilio Voice, Zoom Phone, Tata Tele, Vonage.

Conversational AI: Kore.ai, Yellow.ai, Haptik, Observe.AI, Uniphore, Cresta, Level AI.

6. People Development:

Built and mentored SE managers and ICs, fostering a culture of continuous learning, technical rigour, and commercial accountability.

Develops the next tier of SE and enablement talent - identified successors and created development plans.

Uses influence and storytelling as tools for change management across the GTM organisation.

Ability to work across geographies and functions, ensuring alignment without creating bureaucracy.

What This Role Offers

.A seat at the CRO table with genuine influence on Exotel's growth and GTM strategy.

.The mandate to build the GTM Enablement function from a low base - rare greenfield ownership at a senior level.

.Visibility into Exotel's IPO trajectory and the opportunity to define world-class SE and enablement practice in the cloud communications and AI domain.

.A high-performing, candid leadership team that values directness, craft, and speed.

.A fun, dynamic, and inclusive work environment that values innovation and rewards initiative.

Director-Solution Engineering & GTM Enablement