Upthrust is hiring a founding sales team member. This person will own the complete journey from first response through qualification, discovery, proposal, commercial closure, and handover.

This is an execution-heavy B2B sales role. You must combine strong sales discipline with enough marketing depth to diagnose a prospect's needs and recommend the right solution. You will work closely with leadership, growth, media, SEO, content, design, and delivery teams.

Location: On-site at 5th Floor, DLF Two Horizon Centre, Harizan Colony, DLF Phase 5, Sector 43, Gurugram, Haryana 122009.

Experience: Two to three years in B2B sales, business development, pre-sales, or revenue operations.

WHAT WE OFFER

- Probation Period: 3 months
- Compensation During Probation: ₹5–8 LPA
- Hybrid Work Culture: A mix of office and remote working
- Mentorship & Feedback: Regular guidance and performance feedback from the team

WHAT YOU WILL OWN

Inbound lead response and qualification
- Monitor and respond quickly to inbound leads from forms, email, referrals, LinkedIn, campaigns, events, and partner channels.
- Capture requirements, budgets, decision-makers, timelines, urgency, fit, and next steps.
- Qualify, disqualify, prioritize, and route opportunities using consistent criteria.
- Book meetings, reduce lead leakage, and keep every conversation moving.

Prospect research and prioritization

- Research each company, buyer, industry, market, products, business model, competitors, audience, growth stage, and likely commercial priorities.
- Review websites, search visibility, advertising activity, messaging, creative quality, landing pages, social presence, content, analytics signals, and funnel gaps.
- Build concise pre-call briefs, informed hypotheses, tailored questions, and relevant solution angles.

B2B marketing fundamentals and solution mapping
- Develop practical fundamentals across SEO, technical SEO, on-page SEO, content SEO, AEO, GEO, Google Ads, LinkedIn Ads, Meta Ads, content, design, landing pages, CRO, analytics, tracking, and marketing automation.
- Understand channel economics, funnel stages, targeting, keyword intent, bidding, attribution, conversion tracking, creative testing, lead quality, reporting, and common performance problems.
- Explain these services clearly without overpromising or pretending to be the delivery specialist.
- Diagnose the prospect's underlying business need, not only their stated request.
- Translate that need into the right channel mix, scope, sequence, timeline, expected outcomes, dependencies, and measurement plan.
- Pull specialists into conversations when deeper validation is required.

Discovery and growth calls

- Prepare agendas and lead structured discovery calls independently.
- Understand goals, pain points, current performance, funnel gaps, internal capabilities, buying process, stakeholders, budget, timeline, risks, and success criteria.
- Ask commercially intelligent follow-up questions and challenge weak assumptions respectfully.
- Summarize agreed requirements, decisions, owners, objections, and next steps.
- Maintain momentum after every meeting.

Pipeline, follow-ups, and CRM
- Own the pipeline from new lead through closed won, closed lost, or nurture.
- Keep every opportunity updated with stage, value, probability, source, owner, notes, tasks, next action, and expected close date.
- Send timely follow-ups, reminders, meeting confirmations, recaps, proposal nudges,



and re-engagement messages.
- Maintain clean data, call notes, activity history, contact records, and dashboards.
- Identify stalled deals, aging opportunities, leakage, conversion gaps, and forecast risks.
- Produce weekly pipeline, activity, conversion, proposal, and forecast reports.

Proposals, scopes, pricing, and contracts
- Convert discovery notes into accurate proposals and scopes of work.
- Define objectives, deliverables, channels, workstreams, assumptions, exclusions, dependencies, responsibilities, timelines, reporting, governance, and success measures.
- Coordinate with specialists to validate feasibility, effort, staffing, media requirements, tools, and delivery risks.
- Prepare pricing options, retainers, project fees, payment schedules, taxes, commercial assumptions, discounts, and internal approval notes.
- Maintain proposal, pricing, and scope version control.
- Coordinate contracts, service agreements, signatures, purchase orders, billing details, invoicing prerequisites, and sales-to-delivery handover.
- Never commit unsupported deliverables, timelines, pricing, or results.

Pitch materials and communication

- Build and tailor company decks, credentials, case studies, capability decks, audit summaries, proposals, comparison tables, and solution narratives.
- Write clear outreach, introductions, follow-ups, meeting recaps, proposal emails, negotiation responses, re-engagement notes, and closure communications.
- Keep every pitch specific to the customer's business, problem, evidence, and buying context.
- Present confidently in calls and support leadership during complex pitches.

Outbound prospecting

- Research target accounts and decision-makers using defined ICP criteria.
- Build thoughtful account lists and personalized outreach across email and LinkedIn.
- Use relevant triggers, pain hypotheses, proof, and clear calls to action.
- Maintain follow-up sequences, track responses, and convert interest into qualified meetings.
- Protect brand reputation. Avoid spammy, generic, or misleading outreach.

Sales systems and team coordination
- Build and improve qualification frameworks, discovery templates, proposal templates, follow-up sequences, reporting formats, dashboards, checklists, and playbooks.
- Maintain organized sales folders, current collateral, reusable proof points, and searchable knowledge.
- Coordinate with leadership, growth, media, SEO, content, design, finance, legal, and delivery teams.
- Brief internal teams accurately, track dependencies, escalate blockers early, and run complete handovers.
- Capture lost-deal reasons, objections, market feedback, and recurring customer needs to improve positioning and process.

SUCCESS MEASURES

- Fast and consistent inbound response.
- Accurate qualification and research quality.
- Qualified meetings booked and attended.
- Strong discovery, follow-up, and CRM hygiene.
- Pipeline value, stage conversion, forecast accuracy, and sales-cycle movement.
- Proposal accuracy, turnaround time, and win rate.
- Clear scopes,



clean commercial records, and smooth handovers.
- High-quality, research-led pitches across Upthrust's B2B services.
- Reliable ownership with minimal lead leakage.

YOUR FIRST 90 DAYS

- First 30 days: Learn the services, ICPs, proof, pricing logic, CRM, templates, qualification rules, and handover process. Shadow calls and begin owning lead responses, research, notes, and follow-ups.
- First 60 days: Independently qualify leads, prepare calls, run standard discovery, maintain CRM hygiene, draft proposals, coordinate internal inputs, and report pipeline status.
- First 90 days: Own the standard sales cycle end-to-end, maintain reliable forecasts, improve playbooks, and consistently produce informed solution recommendations.

WHAT YOU MUST BRING

- Two to three years of relevant B2B sales experience.
- Agency experience is a must.
- Robust written and spoken English.
- Location - Delhi NCR and surrounding regions
- Excellent research, listening, questioning, note-taking, and presentation skills.
- Practical understanding of SEO, AEO, GEO, Google Ads, LinkedIn Ads, Meta Ads, design, content, landing pages, CRO, analytics, and tracking.
- Ability to connect customer problems with credible B2B marketing solutions.
- Experience managing multiple opportunities, stakeholders, deadlines, proposals, and follow-ups.
- Strong CRM discipline, spreadsheet comfort, and commercial accuracy.
- Ability to create clear proposals, decks, emails, meeting notes, and scopes.
- Sound judgment about when to act independently and when to involve specialists.
- Ownership, responsiveness, curiosity, preparation, persistence, organization, honesty, and attention to detail.

TOOLS YOU SHOULD UNDERSTAND

- CRM and pipeline systems.
- LinkedIn, Sales Navigator, email, calendars, and video calls.
- Google Docs, Sheets, Slides, and presentation tools.
- Proposal, e-signature, project management, and knowledge-base tools.
- SEO and advertising research tools.
- Analytics, reporting, attribution, and tracking tools.
- AI tools for research and drafting, with careful verification.

HELPFUL EXPERIENCE

- Selling agency, SaaS, consulting, or professional services.
- Working with B2B, SaaS, technology, or international buyers.
- Supporting paid media, SEO, content, design, CRO, analytics, or integrated marketing sales.
- Creating proposals, audits, sales collateral, and service agreements.
- Working closely with founders, senior leaders, and delivery specialists.

THIS ROLE WILL NOT SUIT YOU IF
- You wait for others to drive every opportunity.
- You dislike structured follow-ups or CRM updates.
- You pitch without researching the prospect.
- You cannot explain marketing fundamentals clearly.
- You overpromise to close deals.
- You lose details across proposals, pricing, and handovers.
- You treat sales as meeting booking only.

HOW TO APPLY

Share your CV and a short note covering:
- The B2B services you have sold.
- Your role across prospecting, discovery, proposals, and closure.
- The tools and CRM systems you have used.
- One example of a researched pitch or proposal.
- Your understanding of SEO, AEO, GEO, Google Ads, LinkedIn Ads, Meta Ads, and design.

Shortlisted candidates will complete a practical exercise involving account research, discovery planning, solution mapping, follow-up writing, CRM documentation, and proposal preparation.

Tentative Interview Date: 24 October 2026

📌 Founding Sales & Revenue Strategist (Gurugram)
🏢 Upthrust
📍 Gurugram