Key Responsibilities

- Drive enterprise sales across Pune, Mumbai and strategic Indian accounts.
- Acquire new enterprise customers and develop existing accounts.
- Own the complete sales cycle from prospecting and qualification through solution positioning, proposal, negotiation and closure.
- Build strong relationships with CIOs, CTOs, CISOs, DevOps Heads, Engineering Leaders, Procurement and business stakeholders.
- Sell enterprise technology solutions including:

- GitLab

- GitHub

- Jira / Atlassian

- DevOps / DevSecOps

- CI/CD platforms

- Platform Engineering

- Cloud solutions

- Infrastructure automation

- Cybersecurity

- AI / AIOps

- Managed Services
- Understand customer technology environments and identify opportunities for transformation, consolidation, automation and optimisation.
- Work closely with Datamato pre-sales, architects and delivery teams to develop the right solution.
- Conduct solution presentations, workshops, demos and customer meetings.
- Prepare and coordinate RFI, RFP, RFQ and tender responses.
- Prepare commercial proposals, BOMs, pricing, business cases and solution presentations.
- Negotiate pricing, commercial terms, contracts and service agreements.
- Maintain strong pipeline discipline, forecasting accuracy and CRM hygiene.
- Own quarterly and annual revenue, gross-margin and recent-logo targets.
- Identify cross-sell and upsell opportunities within existing enterprise accounts.
- Develop strategic account plans and build long-term customer relationships.

OEM & Partner Management This should be a major part of the role.

- Build and manage relationships with OEM sales teams, channel managers and partner managers.
- Work closely with OEMs such as GitLab, GitHub, Atlassian, IBM, Google Cloud or similar technology vendors.
- Develop joint account plans and joint GTM activities.
- Identify and register opportunities with OEM partners.




- Coordinate partner-led customer meetings, demos, workshops and PoCs.
- Maintain regular engagement with OEM account managers to generate and progress opportunities.
- Understand partner programmes, deal registration, licensing models and commercial structures.
- Coordinate with distributors and channel partners where applicable.
- Build a strong pipeline through OEM referrals, partner ecosystem, existing accounts, events and direct enterprise engagement.
- Represent Datamato in partner events, customer forums and industry conferences.

Mandatory Experience

- 6–12 years of B2B enterprise technology sales experience.
- Strong experience selling to medium and large Indian enterprise customers.
- Proven track record of achieving enterprise sales targets.
- Hands-on sales experience with at least one or more of:

- GitLab

- GitHub

- Jira / Atlassian

- DevOps / DevSecOps platforms

- Cloud platforms
- Strong enterprise account-management capability.
- Experience handling RFPs, RFIs, commercial proposals and enterprise procurement processes.
- Experience working with OEMs, distributors, alliances or technology-partner ecosystems.
- Strong understanding of subscription, licensing, SaaS and professional-services selling.
- Ability to manage complex, multi-stakeholder enterprise opportunities.

Preferred Technology Background The candidate does not need to be deeply technical but should understand:

- DevOps and DevSecOps
- Git-based development lifecycle
- CI/CD
- Source Code Management
- Software Development Lifecycle
- Platform Engineering




- Cloud and Kubernetes
- Security within application development
- Enterprise SaaS and licensing models

Prior experience selling GitLab, GitHub or Atlassian/Jira will be strongly preferred.

Key Skills

- Enterprise solution selling
- Consultative selling
- Strategic account management
- New-logo acquisition
- OEM / partner management
- CXO-level engagement
- Commercial negotiation
- Pipeline and forecasting
- RFP / RFI management
- Account planning
- Cross-selling and upselling
- CRM discipline
- Strong presentation and communication

Candidate Profile We are looking for someone who:

- Has a strong existing network within enterprise IT accounts.
- Can independently open and develop strategic accounts.
- Understands how to sell a technology solution rather than only licenses.
- Can combine OEM products with Datamato consulting and professional services.
- Is comfortable owning a sales number.
- Can work effectively with technical pre-sales and delivery teams.
- Is proactive with OEM partners rather than waiting for leads.
- Can develop an prospect from initial customer discussion through final PO.
- Is comfortable travelling for customer and partner meetings.

Key Performance Indicators

- Quarterly and annual revenue achievement
- Gross-margin achievement
- New enterprise logos acquired
- Qualified pipeline generated
- Opportunity conversion ratio
- Forecast accuracy
- OEM-generated / partner-generated opportunities
- New opportunities registered with OEMs
- Existing-account expansion
- Average deal size
- Sales-cycle improvement
- Customer and partner relationship quality
- Timely CRM and opportunity updates

Preferred Qualification

- Graduate in Engineering, IT, Computer Science, Business or related discipline.
- MBA / PGDM in Sales or Marketing preferred but not mandatory.
- Relevant OEM sales certifications are an advantage.

📌 Sales Enterprise Manager (Mumbai)
🏢 Datamato Technologies
📍 Mumbai