Position Title: Enterprise Sales Manager

Function: Sales / Revenue

Reports To: Chief Business & Strategy Officer

Base Location: (either of the cities) Delhi NCR, Bangalore, Mumbai, Hyderabad, Chennai, Pune. With travel in India as and when required.

Employment Type: Full time, permanent

Experience Required: 5-7 years of sales enterprise B2B software sales, with direct IAM / IGA exposure of 2-3 years

Reporting Structure: Individual contributor, quota-carrying

Astranova Labs Private Limited is an Indian cybersecurity product company that builds identity security software for the enterprise. Our flagship platform, Citadel Identity360, is an AI-native Identity Governance and Administration (IGA) solution that gives organisations control over who has access to what, why that access exists, whether it is still justified, and whether it can be evidenced to an auditor.

Citadel Identity360 covers the full identity lifecycle - joiner-mover-leaver automation, access request and approval workflows, role mining and role lifecycle management, segregation-of-duties controls, periodic access certification campaigns, privileged access oversight and audit-ready reporting mapped to Indian and international regulatory expectations, including RBI, SEBI, IRDAI, DPDP Act, ISO 27001, SOC 2 and NIS2 / GDPR.

The platform is deployed and referenceable across regulated and high-growth sectors. We are simultaneously building an international book of business.

Who we compete with: SailPoint, Saviynt, Okta, Microsoft Entra ID Governance, RSA, and regional players such as Sequretek Percept Identity. Our wedge is faster time-to-value, AI-driven access intelligence, and a materially better commercial equation for mid-to-large enterprises that find the global platforms over-engineered and over-priced.

Purpose of the Role

This is a hardcore, quota-carrying enterprise B2B sales role. It is not a farming, pre-sales, inside-sales or account-support position. You own a number, and you own the entire cycle that produces it: building pipeline from a cold start, qualifying rigorously, running multi-stakeholder enterprise cycles through proof-of-concept and security review, negotiating commercials, closing the contract, ensuring collection, and returning each year to renew and expand the account.

You will be measured on new logo acquisition first and renewal retention second. Success in this role looks like a self-built pipeline of 4-5x annual target and a predictable closure cadence.

Key Responsibilities

1 - Pipeline Creation and Territory Development

- Build and own a qualified enterprise pipeline from scratch: outbound prospecting, referrals, industry forums, CISO, CTO, CIO communities, analyst and consultant relationships, and partner-sourced leads. You are expected to generate the majority of your own pipeline, not to wait for it to be handed to you.
- Develop a written territory and account plan for your assigned segments: named target accounts, the buying committee within each, incumbent identity tooling, contract renewal windows, and compelling events such as audit findings, regulatory observations, M&A; activity, cloud migration or IPO readiness.
- Map and multi-thread relationships across the full buying committee: CISO, CIO, Head of IT Infrastructure, IAM/Identity Architect, Head of Internal Audit, Chief Risk Officer, procurement, and on larger transactions the CFO.
- Maintain disciplined CRM hygiene: Every opportunity accurately staged, dated, valued and next-stepped.



Forecast accuracy is a formally assessed performance parameter, not an administrative courtesy.

2 - Opportunity Management and Closing

- Run the complete enterprise sales cycle end to end: discovery, business case development, solution positioning, demo orchestration with pre-sales, POC scoping and governance, security and vendor due-diligence questionnaires, commercial structuring, legal and procurement negotiation, and signature.
- Qualify hard and early using a structured methodology: (MEDDPICC, Command of the Message or equivalent). Disqualify unwinnable deals quickly rather than carrying them for optics.
- Build and defend the economic case: Quantify the cost of manual access reviews, audit remediation effort, orphaned-account risk, licence rationalisation savings and regulatory exposure, so that the conversation is about business value rather than feature checklists.
- Own POC success: Define entry and exit criteria in writing, secure customer resource commitment, keep the POC time-boxed, and convert it into a signed commercial outcome rather than an open-ended evaluation.
- Lead pricing and contract negotiation with support from leadership: Structure multi-year terms, price locks, module bundling and payment milestones that protect margin and cash flow.
- Own the deal through to money in the bank: Purchase order, invoicing, and collection follow-through in coordination with finance.

3 - Renewals, Retention and Account Expansion

- Own the renewal book for accounts you have closed: Renewals are treated as revenue you must earn again, not as automatic annuity.
- Begin the renewal motion at least one quarter before expiry : validate realised value with the customer, secure executive sponsorship, and pre-empt competitive re-tendering.
- Grow existing accounts: through additional modules, additional identity volumes, additional subsidiaries or geographies, and expansion into adjacent business units.
- Convert satisfied customers into referenceable assets : case studies, reference calls, analyst references and peer introductions within their industry.

4 - Domain Credibility and Market Positioning

- Hold your own in a technical conversation with an identity architect and in a risk conversation with an audit committee. You must be fluent in IGA concepts.
- Position Citadel Identity360 credibly against SailPoint, Saviynt, Okta, Microsoft Entra ID Governance and regional competitors - knowing where we win, where we do not, and how to compete honestly.
- Translate regulatory requirements into commercial urgency, particularly RBI cyber security and IT governance directions, SEBI CSCRF, IRDAI guidelines, the DPDP Act, and ISO 27001 / SOC 2 audit findings.
- Represent the company at industry events, CISO roundtables and sector forums; contribute market and competitive intelligence back into product and marketing.

5 - Partner and Channel Leverage

- Work alongside system integrators, GRC consultancies, audit firms and technology partners to source and co-sell opportunities, while retaining ownership of the customer relationship and the commercial outcome.




- Support the wider go-to-market effort with accurate market feedback on pricing, packaging, competitive gaps and product priorities.

How Performance Will Be Measured Performance is assessed against a defined set of parameters. The primary measure is closed new-business revenue; the remainder govern the quality and predictability of how that revenue is produced.

New Business Revenue

Achievement against the assigned annual contract-value target; primary determinant of performance rating and commission earnings.

- Pipeline Coverage: Qualified pipeline maintained at 4-5x of the remaining annual target at all times.
- Win Rate and Cycle Time: Competitive win rate on qualified opportunities, with sales cycles held within the segment benchmark.
- Renewal Retention: Renewal of the assigned book at or above target retention value, with year-on-year expansion.
- Forecast Accuracy: Committed forecast delivered within an agreed variance band on a quarterly basis.

Candidate Requirements 1 - Essential

- 5-7 years of direct, quota-carrying enterprise B2B sales experience in software, SaaS or cybersecurity - sold to enterprise accounts.
- Demonstrable working knowledge of the Identity and Access Management domain, with specific depth in Identity Governance and Administration. Experience with or against SailPoint, Saviynt, Okta, Microsoft Entra ID Governance, IBM, RSA, or comparable platforms is strongly preferred.
- A verifiable track record of closing high-ticket-size enterprise deals.
- Proven ability to build pipeline from a standing start in a territory with no inherited base.
- Experience selling to CISO, CIO, Head of IT and Internal Audit stakeholders, and navigating enterprise procurement, InfoSec review and legal negotiation.
- Graduate degree; MBA is an advantage but a closing record matters more.
- Excellent written and spoken English, strong commercial writing, and the presence to run a room of senior stakeholders.

2 - Preferred

- Existing CISO and IT leadership relationships in BFSI, co-operative banking, capital markets, manufacturing, IT/ITeS, healthcare or the public sector.
- Experience in a product company where the sales playbook had to be built rather than inherited.
- Familiarity with partner-led and system-integrator-led motions.

3 - This Role is Not a Fit If

- Your experience is primarily account management, renewals administration, inside sales or lead qualification rather than owning and closing a number.
- You have carried a quota but cannot evidence the deals behind the attainment.
- You depend on inbound leads, a marketing engine or an SDR team to create your pipeline.
- You are looking for a large-brand platform where the product sells itself.

Compensation and Rewards Compensation for this role has four components, structured so that a high performer earns substantially more from performance than from fixed pay:

- Fixed Salary
- Generous Sales Commission with no cap
- Generous Renewal Commission
- Employee Stock Participation

How to Apply Applications should include a current CV together with a short covering note addressing the following:

- The three most significant enterprise deals you have personally closed
- Your depth of exposure to IAM and IGA, including the platforms you have sold

Applications marked "Enterprise Sales Manager - Citadel Identity360" may be sent to [email protected] Astranova Labs Private Limited is an equal opportunity employer. All appointments are made on merit, and we welcome applications from candidates of every background.

📌 Enterprise Sales Manager (Bengaluru)
🏢 Astranova Labs
📍 Bengaluru