Senior Sales Manager

Job Title: Senior Sales Manager

Location: India

Job Type: 100% Remote

Duration: Fulltime

Client: Milvian AI

Role Snapshot

• Title - Senior Sales Manager – PAN India
• Company - Milvian AI
• Reports to - Director – Head of Business and Operations (APJ, ANZ & MEA)
• Experience - 12–18 years in B2B enterprise sales, of which 5+ years selling BMS, EMS, water, HVAC or industrial IoT / SaaS solutions.
• Type - Full-time, individual contributor with quota; scope to build a team as the region scales.
• Segments - Commercial real estate and FM, airports and infrastructure, data centres, manufacturing and F&B, hospitals, hospitality and retail, water utilities and smart cities

About Milvian AI

Milvian AI builds Aqueduct, an AI-powered operations platform that helps facilities, utilities and

industrial sites cut water, energy and maintenance costs. Aqueduct connects to existing BMS, SCADA, meters and IoT sensors, turns that data into insights and automated actions, and is sold as SaaS with integration and managed services.

India is our priority growth market. We already have live pursuits and pilots with large real-estate

owners, airports, water utilities, consulting partners and industrial customers. This role converts that momentum, and the hire's own network, into booked revenue.

Role mission

Deliver immediate, profitable revenue growth for Milvian AI in India: closed orders and bookings within the first 3–6 months, growing ARR and protecting gross margin on every deal.

• Win fast: convert existing relationships into qualified opportunities in the first 30 days and signed POs within 3–6 months.
• Grow ARR: land with pilots or phased deployments that convert to multi-site, multi-year SaaS subscriptions.
• Protect margin: sell value and outcomes (water, energy and O&M savings), not discounts, to keep target GPM on every deal.
• Build the base: open new logos in priority segments and turn them into references and repeat business.

Key responsibilities

Revenue and closures

• Own the PAN India sales quota for bookings, ARR and gross margin.
• Build a 90-day sure-shot pipeline from existing contacts, past customers and channel
• relationships; close the first orders within 3–6 months.
• Run deals end to end: qualification, discovery, solution workshops, proposals, commercials,
• negotiation, PO and handover to delivery.
• Shorten sales cycles through paid pilots, phased roll-outs and clear success criteria agreed
• upfront.

CxO engagement and account growth

• Lead conversations with CXOs, CFOs, COOs, heads of facilities, engineering, sustainability and procurement.
• Build business cases with quantified ROI on water, energy, HVAC efficiency, uptime and ESG
• targets.
• Expand won accounts from one site to portfolio-wide subscriptions; drive renewals and upsell.

Customer acquisition and partnerships

• Win new logos in commercial real estate, FM companies, airports, data centres, manufacturing,
• F&B, hospitals and water utilities.
• Co-sell with BMS/OEM vendors, system integrators, FM service providers, ESCOs and consulting firms.
• Respond to RFPs, EoIs and tenders with pre-sales and solutions teams.

Solutioning and integration

• Scope integrations with BMS, EMS, SCADA, PLCs, meters and IoT gateways (BACnet, Modbus,
• MQTT, OPC UA, APIs).
• Work with product, pre-sales and delivery to design deployable, margin-positive solutions.
• Pipeline discipline
• Keep CRM (Zoho) current; give accurate weekly forecasts and deal reviews.
• Feed market, competitor and pricing insight back to leadership and product. Success metrics
• Targets below are placeholders for leadership to set against the India revenue plan.

Must-have experience

• 12+ years in B2B enterprise sales in India, with a proven record of meeting or beating annual quota in at least 3 of the last 5 years (numbers will be verified).
• 5+ years selling one or more of: BMS, energy management systems (EMS), water management, HVAC controls/optimisation or industrial IoT.
• SaaS or subscription sales experience: ARR, multi-year contracts, renewals and land-and expand.
• Working knowledge of integrations: BMS/SCADA/PLC, metering, IoT gateways and protocols (BACnet, Modbus, MQTT, OPC UA), cloud and API-based platforms.
• An active network of CxO and decision-maker relationships in real estate, FM, infrastructure, manufacturing or utilities that can produce orders within 3–6 months.
• Track record of new-customer acquisition and closing deals of 70 lakh to 7 Cr+.
• Strong commercial skills: pricing, negotiation and margin management.
• Engineering degree (Electrical, Mechanical, Electronics, Instrumentation or Civil/Environmental).

Preferred qualifications and attributes

Preferred

• Background at a BMS/EMS OEM, HVAC major, water-tech company, smart-building or industrial
• IoT/SaaS firm.
• Experience with government, PSU or utility tenders (smart water, NRW, smart city).
• Familiarity with ESG, net-zero, LEED/IGBC and water-positive programmers.
• MBA from a reputed institute or equivalent practical exp.

Attributes

• Fast learner who can pitch a new AI platform credibly within weeks.
• Closer mindset: urgency, ownership and persistence until the PO lands.
• Consultative, value-led seller who protects margin.
• Comfortable in a startup: self-driven, frugal, hands-on, and at ease without large support teams.
• Excellent communication and presentation skills in English; regional languages a plus

What we offer

• Competitive fixed pay plus an uncapped variable tied to bookings, ARR and GPM.
• Accelerators for over-achievement and multi-year deals.
• Direct access to leadership and the chance to shape Milvian AI's India business from an early stage. Growth path to Regional Head / Head of Sales – India as the team scales.
• ESOP eligibility: [to be confirmed].