Job Title : Sales lead- (Startup)
Experience : 6+ years
Location: Bangalore
WFO- 5 days
Immediate Joiners Are Preferred
Own net-new revenue across India's startup 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 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
- Reports to Head of Sales; collaborates closely with Solution Architecture and Delivery.
