Sales Lead – Enterprise (India) — Net New Acquisition

Own net-new revenue across India's enterprise ecosystem by acquiring new logos and closing AWS-centric services deals (migration, modernization, data/AI, DevOps, managed services). Lead full-cycle sales, co-sell with AWS, and build a predictable pipeline from Seed to Series C+.

Role summary

Drive new-logo acquisition for startups across India's hubs, selling cloud migration, app modernization, data platforms/AI, and managed services on AWS.
Build and convert pipeline through targeted outbound, events, and partner motions; own ARR/gross margin targets with disciplined forecasting.
Orchestrate co-build, co-market, and co-sell with hyperscaler startup teams; leverage programs, funding, and marketplace transactions where applicable.

Key responsibilities

Territory and pipeline
Define a startup-focused territory plan by stage, vertical, and geography; maintain 3–4x coverage with rigorous CRM hygiene.
Execute multi-channel prospecting (founder/CTO outreach, VCs/accelerators, events, communities) and qualify with concise discovery.
Sales execution
Run full-cycle deals: discovery, value hypothesis, solution shaping with architects, proposals, commercials, negotiation, close.
Tailor offers to startup stage and runway (POCs, phased modernization, success criteria, funding alignment) to reduce time-to-value.
Alliance motions
Co-sell with startup-focused cloud teams; align to programs/funding and build joint account plans.
Engage solutions, technical, and marketing resources to accelerate adoption and de-risk technical decisions.
GTM and enablement
Package repeatable plays (migration fast-starts, data platform accelerators, GenAI pilots, DevOps managed services) with case-led narratives.
Run campaigns, founder roundtables, and follow-ups from startup events; publish success stories and references.
Governance
Hold weekly pipeline reviews, track stage conversions, and run quarterly business reviews; maintain accurate forecasting in CRM.

Required experience

6–10 years in cloud/services sales with 3+ years selling to enterprise to startups or SaaS/B2B tech in India, with consistent new logo acquisition.
Proven wins in AWS-centric services (migration, modernization, data/AI, DevOps, managed services) and measured quota attainment.
Hands-on co-sell with hyperscalers and familiarity with partner programs, funding mechanisms, and marketplace motions.

Skills and competencies

Founder/CXO engagement: business cases, ROI and time-to-value framing, and investor-aware narratives.
Prospecting excellence: account research, persona mapping, personalized outreach, and multi-threading across stakeholders.
Sales rigor: BANT-light discovery, competitive positioning, commercial modeling, and principled negotiation.

Nice to have

AWS Cloud Practitioner certification; exposure to GenAI and data platform deals.
Experience with startup communities, accelerators, and marketplace-led transactions.

KPIs

Net-new ARR/gross margin and bookings; new logos per quarter.
Pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.
Co-sell influenced revenue and utilization of partner programs/funding.
Forecast accuracy and CRM hygiene.

Sample day-to-day

Outbound to curated founder/CTO lists; discovery calls aligned to triggers (migration needs, funding rounds, product launches).
Proposal workshops with solution architects and delivery; weekly syncs on co-sell motions and events.
Pipeline and forecast reviews; top-pursuit deal strategy; follow-ups from meetups and community sessions.

Reporting and location

Reports to Head of Sales; collaborates closely with Solution Architecture and Delivery.
Location: Bengaluru or Mumbai preferred; pan-India coverage across startup hubs.

Inside Sales Lead- AWS Sales