The Opportunity
As our Senior Field / Hybrid Sales Representative you will own a named territory across South India, blending face-to-face relationship building with data-driven virtual selling.
Your mission: create, advance and close new-logo and expansion deals that grow annual recurring revenue (ARR) and set customers up for long-term success.
Key Responsibilities
Territory & Account Planning - Craft a 12-month territory strategy and first-90-day action plan; map buying groups, partners and key events.
Pipeline Generation - Own net-new pipeline creation end-to-end outbound, build multi-touch outbound sequences (cold calls, LinkedIn InMail, email cadences, exec-to-exec referrals).
Discovery & Solutioning - Lead multi-threaded discovery calls, quantify pain points and co-create ROI models with Solution Engineers.
Deal Navigation & Close - Own proposals, pricing, redlines and mutual-action plans while maintaining high-accuracy weekly forecasts.
Handoff & Expansion - Transition wins to Customer Success with clear success criteria; identify upsell/cross-sell plays for year-one expansion.
Co-orchestrate customer POCs/pilots with Solutions Engineering & Presales - Define success criteria with stakeholders, secure data/integration access, coordinate build & timelines, and translate outcomes into a commercial proposal.
What You'll Bring
- 5-10 years of quota-carrying B2B SaaS sales, including 2 years hunting mid-market / enterprise logos in India.
- Consistent record of 100 % quota attainment across at least two consecutive fiscal years.
- Comfortable with 30% in-territory travel plus high-frequency remote engagement.
- Mastery of a modern sales methodology (MEDDIC, Challenger, SPICED, etc.) and rigorous CRM hygiene.
- Proven ability to build business-case ROI and negotiate at C-suite / procurement level.
- Clear, persuasive communication skills across email, Zoom and in-person executive workshops.
Bonus Points For
- Proven B2B SaaS track record, consistently closing midmarket and enterprise deals
