Role: Sales (VP / AVP / Director) - (IT Services & Solutions)
Reporting: To the CEO
Location: We offer remote work options focused on our primary hubs in Hyderabad, Pune, and Bengaluru.
Employment Type: Full-time
US Market Expertise: Strong understanding of the US Market and enterprise buyer behavior, with the ability to effectively position, pitch, and sell solutions to drive revenue growth.
The Role:
We are seeking a VP / AVP / Director of Sales – who thrives on opening net-new logos, landing initial projects (typically $200K+ deals), and scaling them into multi-million-dollar relationships. You will be responsible for building Narwal's presence in new accounts across AI, Data and Automation services, navigating complex enterprise sales cycles, and consistently exceeding aggressive quota targets.
This is not an Account farming role. It is for Sales professionals who are competitive, persistent, and resilient, with a proven track record of creating opportunities from scratch and converting them into long-term client relationships. Candidates must demonstrate verifiable success in opening enterprise accounts, bringing their established relationships to accelerate sales cycles, and consistently exceeding aggressive quota targets.
Key Responsibilities:
- New Logo Acquisition: Identify, target, and acquire new enterprise clients; open doors where Narwal has no existing footprint.
- Leverage Network: Bring a strong book of business and established enterprise relationships to open doors and shorten sales cycles.
- Pipeline Generation: Prospect relentlessly through your network, events, referrals, and cold outreach to build a robust funnel of qualified opportunities.
- Enterprise Deal Management: Drive deals from $200K entry projects into $1M+ engagements; navigate long enterprise sales cycles and procurement processes.
- Consultative Selling: Understand client pain points and align Narwal's AI, Data and Automation solutions to address strategic needs.
- Collaboration: Partner with delivery, marketing, and leadership teams to craft winning proposals and RFP responses.
- Market Intelligence: Stay ahead of technology and industry trends to sharpen conversations and identify new opportunities.
- Forecasting & Reporting: Maintain disciplined use of CRM (Zoho, Salesforce, HubSpot), providing accurate forecasts and pipeline visibility.
- Travel: Meet prospects and attend industry events to expand Narwal's brand and reach.
Expectations & Ramp:
- Close at least two new accounts with average deal size of $200K+ within the first 6 months.
- Meet the $2M+ new business revenue target for the full year.
- Convert $200K entry deals into $1M+ multi-year engagements.
What We Are Looking For:
Experience & Track Record
- 8–12 years of experience in new account sales within IT services.
- Proven track record and demonstrated success with enterprise-scale deals.
- Consistently achieved $2M+ annual new business quotas
- Closed multiple deals in the $200K–$2M range, OR
- Delivered $3M+ average ACV annually for 3 consecutive years, OR $5M TCV over 2 years.
- Experience selling IT Services into Banking, Financial Services, Insurance, Healthcare, or Life Sciences preferred.
- Must provide referenceable metrics and client examples from past 3 years with specific deal sizes, verticals and named accounts.
Skills & Capabilities
- Strong prospecting, networking, and cold outreach discipline.
- Ability to run long and complex enterprise sales cycles and manage procurement.
- Consultative and solution-selling expertise, mapping client needs to tailored IT services.
- Exceptional communication, presentation, and negotiation skills; proven ability to influence senior executives.
- Proficiency with CRM systems and pipeline management best practices.
Personal Attributes
- High energy, self-motivated, and entrepreneurial.
- Resilient and optimistic — thrives under rejection and bounces back quickly.
- Persistent, competitive, and driven to exceed targets.
- Coachable and adaptable — willing to learn, collaborate, and continuously improve.
- Strong integrity and accountability.
Cultural Fit
- Thrives in a smaller, agile, high-growth company culture.
- Comfortable wearing multiple hats and building structure where needed.
- Adaptable - this is not a role with large marketing engines or inbound leads. Success depends on your personal book of business, grit, and ability to independently generate opportunities.
- Excited by the challenge of scaling a fast-growing company and leaving a visible impact.
Do Not Apply If…
- Your availability does not align with EST working hours.
- You have primarily worked in only farming or account management roles.
- You rely on inbound leads or brand recognition to succeed.
- You cannot demonstrate closing enterprise IT services deals of $200K+ independently.
- You do not have an established network of enterprise client relationships to leverage for opening net new logos.
About Us:
Narwal, with its Global Delivery Model, strategically expands its reach across North America, the United Kingdom, a nearshore development center in Mexico, and an offshore development center in India. Delivering cutting-edge AI, Data, and Automation solutions and consistently surpassing expectations, Narwal has achieved remarkable triple-digit growth rates year after year, earning accolades such as Inc. 5000, Best IT Services Company, Best Data Technology Company, and Partner of the Year with Tricentis.
Our Vision:
To be an expert in AI, Data, and Automation transformations, bold in our thinking and authentic in our relationships.
Why Join Narwal
- Shape the future of a rapidly growing company with entrepreneurial freedom.
- Complete autonomy and empowerment along with full accountability.
- Plan to grow 7 times in the next 5 years — grow with the company.
- Competitive salary and benefits package; best-in-industry sales incentives.
- Generous ESOP and industry-leading incentives with exceptional growth upside.
- A supportive, inclusive, and high-energy culture.
- Opportunity to work closely with CxOs and influence client strategies.
- Professional development and global exposure.
- Certified as a Great Place to Work
