Company: KAVIA AI Location: India - Remote Type: Full-time Reports to: Chief Operations Officer and Co-Founder Experience: 4-8 years Compensation: INR 24-30 LPA annualized fixed compensation, plus performance-based incentive compensation, based on background, skills, location, and demonstrated results

The Role

This is a hands-on, full-cycle commercial sales role combining business development and account executive ownership at a growing enterprise software company.

Reporting to the COO, you will build a qualified pipeline and own opportunities from targeted prospecting through discovery, demonstration, commercial proposal, negotiation, and close. Your initial focus will be global small and mid-market engineering organizations with complex or inherited codebases, urgent modernization or delivery needs, and the ability to adopt KAVIA through a clear sales-assisted offer.

You will work closely with KAVIA's founding team, enterprise solutions, marketing, product, and Field Deployment Engineering teams. You will use company-approved tools, customer evidence, messaging, demonstrations, and commercial guardrails, while bringing market learning back to improve KAVIA's ideal customer profile, offers, and sales process.

This is not a lead-generation-only role measured by emails sent or meetings placed on a calendar. We are looking for someone who can create well-qualified opportunities, conduct credible business discovery, communicate a technical product clearly, and help customers make a confident purchase decision. You will not be expected to function as a software architect, but you will be expected to learn KAVIA well enough to qualify accurately, avoid unsupported claims, and know when technical expertise is required.

What You'll Do
Build and Refine the Market Focus

- Translate KAVIA's leadership-approved ideal customer profile into focused target-account lists, buyer maps, trigger events, and outreach priorities.
- Prioritize organizations with a real codebase-understanding, modernization, migration, documentation, root-cause, or cross-system change problem - not companies interested only in generic AI code generation.
- Research each account's engineering workplace, likely business need, relevant initiative, and appropriate buyers before outreach.
- Capture market evidence that helps KAVIA refine its segments, buyer personas, offers, pricing, and qualification criteria.

Create Qualified Outbound Pipeline
- Build named-account and contact lists using KAVIA-approved prospecting, data, and CRM tools.
- Conduct thoughtful multichannel outreach through email, LinkedIn, phone, referrals, events, and relevant communities.
- Use approved messaging as a starting point, test variations systematically, and document what improves response and conversion.
- Use customer evidence, short recorded demonstrations, case studies, and relevant product workflows to make outreach useful and credible.
- Book and hold qualified discovery conversations, maintain timely follow-up, and keep prospects moving toward a clear next step.

Own Discovery and Demonstration
- Run initial discovery calls and establish the customer's engineering problem, codebase characteristics, urgency, decision process, buyer authority, budget,



and desired outcome.
- Identify disqualifying conditions early so that KAVIA's founders and technical teams focus only on credible opportunities.
- Deliver KAVIA's standardized commercial demonstration and use-case-specific recorded content, adapting the conversation to the customer's priorities without misrepresenting the product.
- Engage enterprise solutions or Field Deployment Engineering resources when technical validation is justified and prepare them with clear context, objectives, and open questions.

Move Opportunities to Paid Outcomes
- Present approved sales-assisted packages, pricing, pilot or sprint structures, and time-bound commercial incentives within defined guardrails.
- Create concise proposals and mutual action plans that make scope, customer effort, KAVIA responsibilities, success measures, timing, and commercial next steps explicit.
- Handle commercial questions, objections, negotiation, and follow-through through signature and payment.
- Coordinate an orderly transition from sale to onboarding, technical delivery, and customer success while retaining responsibility for commercial continuity.
- Support conversion from an initial paid engagement to an annual production relationship where the customer has demonstrated fit and value.

Run Disciplined Sales Operations
- Maintain complete CRM records, including account research, stakeholders, activity, qualification, stage, value, probability, blockers, and a dated next action.
- Provide accurate weekly pipeline and forecast updates, distinguish evidence from optimism, and surface stalled opportunities early.
- Track conversion by segment, message, channel, offer, and sales stage; use the data to improve the commercial motion.
- Capture recurring objections, competitive alternatives, product gaps, security concerns, pricing feedback, and reasons for winning or losing.
- Follow KAVIA's standards for customer communication, approved outreach, confidentiality, data handling, and brand representation.

Help Build a Repeatable Commercial Motion
- Help refine a clear offer with a defined customer outcome, required inputs, expected effort, delivery path, price, and conversion step.
- Help improve scripts, sequences, qualification questions, demonstration paths, objection responses, proposals, and handoff checklists based on results.
- Share structured customer and market feedback with leadership, product, marketing, and customer-facing teams.
- Build reusable practices that another strong seller could follow rather than relying on personal contacts or undocumented methods.

What We're Looking For
Required

- 4-8 years of experience in B2B SaaS, enterprise software, technical product sales, or a comparable full-cycle commercial role.
- At least 2 years of direct experience selling to US customers,



with dependable availability for regular overlap with US business hours, including evening hours in India.
- Demonstrated ownership of self-sourced opportunities from prospecting through discovery, demonstration, proposal, negotiation, and close.
- Evidence of personally closing B2B SaaS or software agreements in approximately the USD 20,000-100,000 annual contract value range.
- Ability to explain prior quota, attainment, pipeline contribution, average contract value, sales cycle, and the proportion of revenue personally sourced.
- Excellent written and spoken English and the judgment to communicate credibly with founders, CTOs, VPs of Engineering, architects, and engineering leaders.
- Ability to learn a technically sophisticated product, run an effective business-level demonstration, and ask informed questions without pretending to be an engineer.
- Experience with CRM systems, outbound prospecting tools, account research, multichannel sequences, pipeline management, and forecast discipline.
- Strong commercial judgment, persistence, integrity, responsiveness, and attention to detail across multiple active opportunities.
- Comfort working in a startup environment where positioning, offers, processes, and collateral are still being tested and improved.

Strong Plus
- Experience selling developer tools, DevOps, cloud infrastructure, cybersecurity, compliance automation, engineering productivity, modernization, or other technical SaaS products.
- Experience selling to software product companies, engineering services firms, embedded-software teams, telecom, automotive, platform engineering, or other organizations with complex codebases.
- Experience converting a paid evaluation, sprint, or pilot into an annual software agreement.
- Experience selling to technical founders and senior engineering buyers in US small and mid-market organizations.
- Experience with HubSpot, Salesforce, LinkedIn Sales Navigator, Apollo, or comparable CRM, prospecting, and sales-engagement tools.
- Experience helping an early-stage company establish its first repeatable outbound or sales-assisted motion.
- A record of improving conversion quality rather than optimizing only for activity volume.

Why This Role Is Interesting
- Help shape KAVIA's commercial motion at the point where early enterprise traction is becoming a repeatable growth opportunity.
- Work closely with the founding team and have direct influence on ideal customer profile, positioning, packaging, pricing, sales process, and customer feedback.
- Sell a differentiated enterprise software engineering platform focused on complex codebases, system understanding, reviewable change, and validation - not another generic coding assistant.
- Use credible customer evidence and real engineering workflows while helping make KAVIA easier to evaluate and buy.
- Have immediate, measurable impact on pipeline, paid adoption, conversion, and company growth.
- Build a foundation that can expand into broader commercial ownership or sales leadership as KAVIA grows, based on performance, judgment, and business need.
- Join a distributed team working with engineering organizations on complex and consequential software systems.

📌 Global Commercial Account Executive (India)
🏢 KAVIA AI
📍 India