Role summary

You will own the go-to-market strategy and sales execution for Provakils international expansion. Your job is to build the playbook for entering them and then personally run the plays. This means designing the GTM approach (positioning, pricing, channel strategy, buyer personas) and simultaneously executing it (building pipeline, running demos, closing early deals, developing partnerships).

This is a rare role that demands both strategic rigour and hands-on sales execution in equal measure. You’ll be expected to structure a market entry framework with the same discipline you’d bring to a strategy engagement. You’ll work directly with the founding team, have significant autonomy in shaping how Provakil enters international markets, and carry personal accountability for pipeline and revenue outcomes. If you’re the kind of person who can build a compelling GTM deck in the morning and close a prospect call in the afternoon, this role is built for you.

What you’ll do

GTM strategy & market entry

- Build the go-to-market playbook for identified international markets: buyer personas, competitive positioning, value proposition localisation, pricing strategy, and channel approach
- Conduct deep-dive market analysis for each target geography: market size, competitive landscape, regulatory environment, buyer behaviour, and entry barriers
- Define the ideal customer profile (ICP) for each market — which segments to prioritise, which accounts to target first, and what the buying process looks like in that geography
- Develop market entry timelines, milestones, and success metrics that the founding team can track quarter over quarter
- Continuously refine the GTM strategy based on real market feedback — what you learn from the first 20 conversations should reshape the approach for the next 50

Partnerships & channel development

- Identify and evaluate potential channel partners, resellers, consultants, or strategic alliances in target geographies that could accelerate market entry
- Structure partnership models: revenue sharing, referral arrangements, co-selling agreements, or reseller terms that make commercial sense for both sides
- Manage early partner relationships — onboard partners on the product, provide sales enablement, and track partner-sourced pipeline
- Assess whether each market is better served through direct sales, channel partnerships, or a hybrid approach — and adjust the strategy accordingly

Internal collaboration & reporting

- Work directly with the founding team on international expansion decisions: market prioritisation, investment allocation, hiring needs,



and strategic pivots
- Partner with Product to surface international requirements: localisation needs, compliance features, integration requirements, and language/currency support
- Collaborate with Marketing on international campaigns, content, and brand positioning for target geographies
- Work on POC’s and tailored product demos specific to different geographies and industries
- Work with the pre-sales team for submission of RFP’s in different markets
- Present regular updates to leadership: market intelligence, pipeline status, deal progress, partner development, and GTM learnings
- Document everything — the GTM playbook you build should be transferable to future hires as the international team scales

Positioning, pricing & competitive intelligence

- Localise Provakil’s value proposition for each target market — what resonates in India may not resonate in MENA, Southeast Asia, or other geographies
- Develop market-specific pricing recommendations based on competitive benchmarking, willingness-to-pay analysis, and local market norms
- Track competitor activity in international markets: who’s present, how they’re positioned, what they charge, and where they’re weak
- Build competitive battlecards and positioning frameworks that the sales team can use as international activity scales beyond you

What success looks like in your first 60 days

First 30 days

- Complete onboarding and develop an expert understanding of Provakil’s product, current client base, domestic sales process, and competitive positioning
- Deep-dive into the identified target markets: research the competitive landscape, buyer personas, regulatory considerations, and potential entry points
- Review any existing international traction, conversations, or inbound interest — understand what’s been tried and what’s worked
- Build relationships with the founding team, sales leadership, and Product to understand strategic priorities and constraints
- Begin outreach to prospects or potential partners in the highest-priority market

Days 31–60

- Present a structured GTM plan for the first target market to the founding team: ICP, positioning, pricing approach, channel strategy, pipeline targets,



and 90-day execution roadmap
- Have active pipeline in motion — discovery calls conducted, demos scheduled, or partner conversations underway
- Provide initial market feedback to Product: what international prospects need that the current product doesn’t fully address
- Establish a reporting rhythm: weekly and monthly market intelligence summaries to leadership

Must-have skills

- 5+ years of experience in GTM strategy, international business development in a software or SaaS company — with demonstrated experience working on or with international markets
- Ability to build a GTM strategy from first principles: market sizing, segmentation, positioning, pricing, and channel design — not just executing someone else’s playbook
- Strong analytical and structured thinking — you can break down an ambiguous problem (how do we enter market X?), build a framework, test hypotheses, and iterate based on data
- Excellent communication and presentation skills — you’ll present to the founding team internally and to CXO-level prospects externally, often in the same week
- Comfort with ambiguity and a 0-to-1 mindset — this is not a role with an established process; you’re building the process while delivering results
- Cross-cultural awareness and adaptability — selling internationally requires understanding that buyer behaviour, business norms, and communication styles vary across geographies
- Self-driven with high ownership — you’ll operate with significant autonomy and are expected to drive outcomes without being managed closely

Valuable-to-have skills

- Prior experience leading international market entry or expansion for a SaaS enterprise software company
- Specific market exposure to markets like north america, europe, Middle east and southeast asia.
- Experience with channel and partner development in international markets
- Familiarity with enterprise SaaS sales tools: CRM (Salesforce, HubSpot), outreach platforms, and pipeline analytics
- MBA from a premier institution or equivalent strategic and analytical grounding

What you’ll learn in this role

- How to take an India-built enterprise SaaS product international — from GTM strategy through to first revenue in new geographies, with direct founding-team exposure
- Full-spectrum commercial skill development: strategy, positioning, pricing, partnerships, and direct sales execution — all in one role
- How to build something from zero — the international GTM playbook you create will define how Provakil scales beyond India, and you’ll have built it

📌 Founder's Office - GTM (Pune)
🏢 PVKL Tech Services
📍 Pune