Role: Industry Sales Manager (AI SaaS) - Pharma & Life Sciences
Experience: 35 years
Type: Full-time
Location: Mumbai (BKC/Lower Parel/Andheri East)
Why this role exists
Swish Club is building a new AI Native Vertical SaaS Platform (currently in stealth) that is quietly transforming how enterprises from one specific industry understand, engage, and grow their business. We are in the 0.10.5 enterprise journey - building and selling an AI-native platform into large, complex organizations (100Cr+ minimum annual turnover). We need a scrappy, founder-aligned enterprise seller who can open doors, run tight discovery, create internal champions, and convert pilots into multi-year rollouts.
This is NOT Edtech/B2C/Ad sales. This is ENTERPRISE SALES MOTION: multi-stakeholder, long cycles, bespoke solutions, real procurement, real politics, real outcomes.
Role Expectations
Pipeline & Account Development (01)
- Build a high-quality target account list and run outbound/ABM motions (email, LinkedIn, calls, partner intros).
- Cold call high intent prospects
- Break into enterprise accounts and map stakeholders: business owners, IT, procurement, compliance, finance.
Discovery Solutioning Proposal
- Run discovery calls: understand pain, current process, stakeholders, timelines, and success metrics.
- Translate customer needs into a crisp solution narrative with product/tech teams (scope, milestones, pilot plan, dependencies).
- Own proposals, commercials, and coordination for InfoSec + procurement processes.
Pilot-to-Scale Conversion
- Drive pilot success: define success criteria, adoption plan, rollout readiness, and executive readouts.
- Convert pilots to annual contracts; expand to additional divisions/regions.
Founder's Office: Market Feedback Loop
- Bring structured market insights back to product (objections, missing features, win/loss notes, buyer language).
- Help shape packaging/pricing for enterprise (modules, usage, onboarding, support).
Must Have Requirements (non-negotiable)
- 35 years experience in enterprise B2B sales (preferably enterprise SaaS/platforms).
- Strong 00.5 muscle: you've built pipeline and closed deals without a big brand or inbound engine.
- Comfort selling to senior stakeholders (Heads/VPs), and navigating IT/procurement.
- Top-tier Sales pedigree (demonstrable hustle and excellence in prior roles).
- Very strong written + verbal communication: can write sharp outreach, tight follow-ups, and clean proposals.
Bonus points (not mandatory, but exciting if true)
- Experience selling AI, data platforms, automation, workflow software, or analytics.
- Experience selling into life sciences/pharma/FMCG buyers, enterprise commercial operations, compliance-heavy environments, or distribution/channel ecosystems.
- Prior experience at an early-stage startup where you wore multiple hats.
- Strong spoken & written communication in English - you can write messages people actually reply to
- Great presence of mind and sense of humour
What Success Looks Like (Fist 6-9 months)
- A repeatable outbound motion + steady pipeline of qualified enterprise conversations.
- 24 pilots initiated with clear success criteria and executive sponsors.
- At least 12 pilots converted into paid annual contracts (and/or clear expansion path).
- Consistent customer feedback loop influencing product roadmap and packaging.
Why This Role is Interesting
- You'll work directly with the Founder, not through layers of sales management
- You'll learn how $1M ACV enterprise deals are actually created, not just shared as gyan on Linkedin posts, podcasts and panels
- You'll help shape the GTM motion of a platform already working with early large enterprises
- You'll gain deep exposure to AI, SaaS, and real-world enterprise transformation
- Clear path to grow into either building Enterprise Sales team or expand beyond borders or get into any other high stakes Founder's Office function within the first 12-18 months
This is a role for someone who wants to build signal before scale.
