Responsibilities
• End-to-end pipeline management: Take ownership of the prospect journey starting from qualified meetings set by our lead generation team. Show up as the first point of contact in these meetings, define explicit stages of the sales funnel, and continuously optimize each step to drive conversions through to close. • Discovery and demos: Lead discovery calls, conduct compelling product demos for prospects; Work with Customer Success and Engineering to create custom demos that drive higher impact. • Mentor and coach: Mentor the current team of AEs on best practices to close large ACV customers. Help current AEs close deals in the advanced stages by joining in as the senior persona from our sales team. • Pilots: Manage pilots and demonstrate the value of our products for the specific use case of the prospect. Your project management game and proactiveness need to be top notch. Given the long sales cycle, which also involves pilots, you will need to project manage deals and steer them to victory through sheer hustle and proactiveness.



Whether it is internal coordination with CS & engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature. • Negotiate contracts, demonstrate value compared to legacy vendors and win deals. • Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live. • Exceed sales quotas. • Instill best-in-class CRM hygiene for improved pipeline visibility. • Drive product improvement: You will be closest to understanding our customers’ pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering. • Hire and build a team of AEs over time.
Qualifications
• 8+ years of experience selling B2 B Saa S to US customers. • Previous experience selling to Mid Market and Enterprise customers: Closed Enterprise deals, $75k+ ACV, ideally $100k+. • Prior experience i

📌 Associate sales director (Mumbai)
🏢 Aviate
📍 Mumbai