THE OPPORTUNITY

Matilda Cloud is one of the most consequential platforms being built in cloud right now. We help enterprises do what most of them know they need to do but cannot figure out how to do well: assess complex multi-cloud estates, migrate workloads without breaking the business, modernize what is worth modernizing, and run all of it with intelligence baked in. Our platform pairs machine learning with real-time operational data to automate work that has historically required armies of consultants and months of risk.

We are looking for a high-energy, results-obsessed Business Development Manager to help us capture market share and accelerate Matilda Cloud's growth trajectory. This is not a role for someone looking to manage existing accounts and coast. This is a role for someone who wakes up every morning thinking about the next deal, the next partnership, and the next breakthrough.

You will own a region end to end carrying an individual quota, building co-sell pipeline with AWS, Azure, and Google Cloud partner teams, and owning the system integrator ecosystem in your market. You will engage directly with enterprise customers who are ready to transform how they operate in the cloud, and you will close the business yourself.

This is a quota-carrying seat, not a program or partner-operations role.

WHY THIS ROLE IS DIFFERENT

We have the technology, the vision, and the team. Now we are building the sales force that will take us from high-growth startup to market leader. This is a chance to own your market, close transformative deals, and grow alongside a company with serious momentum.

You will have direct visibility with senior leadership and the ability to shape how we go to market. Your ceiling is your ambition.

WHAT YOU WILL OWN

1. Quota and Sales Execution

- Carry and deliver an individual revenue quota for your region.
- Own and drive the full sales cycle from prospecting through close, targeting mid-market and enterprise accounts. You personally own deals from first contact to signature.
- Identify, develop, and close new business opportunities with a sense of urgency and purpose.
- Deliver accurate pipeline forecasts, account plans, and executive-level reporting that informs company strategy.

2. Partner-Led Go-to-Market

- Build and own Matilda Cloud's relationships with AWS, Azure, and Google Cloud partner teams in your region — the partner development managers, the partner sales teams, and the funding and program owners.
- Own the system integrator ecosystem across India — the major Indian and global SIs (TCS, Infosys, Wipro, HCL, Cognizant, Tech Mahindra, LTIMindtree) and the Big 4.
- Drive joint GTM motions, co-sell pipeline, and partner-sourced revenue, and operate the mechanics yourself: deal registration, co-sell funding, and marketplace transactions.




- Build and execute territory strategy across India and the broader South Asia region. This is a greenfield territory build with a partner-led go-to-market motion at its core.
- Represent Matilda Cloud at industry conferences, trade shows, and networking events as an ambassador for our brand and mission.

3. Customer Relationships

- Forge deep relationships with enterprise decision makers, technology leaders, and channel partners who value innovation.
- Build a trusted presence with customers across the full sales cycle — from cold outreach to boardroom close.

4. Cross-Functional Partnership

- Collaborate cross-functionally with Solutions Engineering, Product, and Marketing to craft compelling, tailored proposals, demos, and business cases.
- Partner with customer success to ensure recent customers are set up for long-term retention and expansion.

5. Market Intelligence

- Stay sharp on market trends, competitor positioning, and the evolving cloud landscape to keep us ahead of the curve.
- Bring insights from the field back to product, marketing, and leadership to sharpen our go-to-market motion.

WHO YOU ARE

- Energized by the hunt — you thrive on prospecting, building relationships, and closing.
- A strategic thinker with the hustle to back it up — you plan your market and then execute relentlessly.
- An exceptional communicator with executive presence — you can hold a room from a cold call to a boardroom close.
- Technically credible on your own. You are the face of a technical product and can hold a conversation with a CTO or cloud architect without a presales engineer in the room.
- A growth-mindset seller who treats every quarter as a chance to set a new bar.
- A natural collaborator who makes product, marketing, and customer success feel like partners, not support functions.
- Honest, high-agency, and accountable — you take ownership, tell the truth, and do not wait to be asked.

WHAT YOU BRING

Required

- A track record of carrying and meeting an individual sales quota. This is the requirement we weight most heavily. We will ask about documented attainment against a personal number — percentage to target, bookings closed, or partner-sourced revenue you owned.
- Full-cycle ownership. You have personally owned deals from first contact to signature, rather than generating opportunities for others to close.
- Established relationships with global system integrators. You know people by name at the major Indian and global SIs (TCS,



Infosys, Wipro, HCL, Cognizant, Tech Mahindra, LTIMindtree, Capgemini, Accenture), the Big 4, or integrators of comparable global scale such as Kyndryl, DXC, Atos, NTT DATA, CGI, or Genpact — and you could pick up the phone to them this week. We will ask who they are and what those relationships have produced.
- Vendor-side co-sell experience. You have worked on the software vendor or hyperscaler side of the partnership — as the person who engages the hyperscaler partner manager, or as that partner manager yourself.
- Hands-on co-sell and marketplace mechanics. You have worked directly in the partner systems rather than alongside them — AWS Partner Central and ACE deal registration, CPPO and Marketplace private offers, MAP, MDF or PFF, or the Microsoft equivalents (Partner Center, MACC, IP Co-Sell, PAL/CPOR/DPOR, ECIF) or Google equivalents (Partner Advantage, AMMP, DAF, RAMP, PSF) — and can walk us through how a deal gets registered, funded, and progressed.
- At least 3 years selling cloud solutions (SaaS, IaaS, PaaS, or hybrid cloud) within a broader business development or enterprise sales career. There is no upper limit on total years of experience.

- Commercial fluency in at least two of AWS, Azure, and Google Cloud (all three is a differentiator), and a working understanding of how large enterprises evaluate, fund, and approve cloud decisions.
- Exceptional communication, storytelling, and executive presence — able to hold a room from a cold call to a boardroom close.
- Located in India; must be eligible to work without sponsorship.
- Bachelor’s degree in business, Technology, Engineering, or a related field.

Preferred

- Alliance or partner-facing role managing SI relationships and partner-sourced revenue.
- Experience selling cloud management, FinOps, or infrastructure automation platforms.
- Enterprise buyers in telecom, financial services, utilities, transportation, or big data.
- A new-logo track record, and a startup or high-growth background building pipeline without an inbound engine.
- Fluency in English required; Hindi or additional regional language proficiency a plus.
- Cloud certifications (AWS, Azure, or Google Cloud).
- MBA or equivalent experience.

WHY MATILDA CLOUD, WHY NOW

Joining Matilda Cloud means joining a company at an inflection point — with the technology, the vision, and the team. Now we are building the sales force that will take us from high-growth startup to market leader.

Competitive base salary plus an uncapped commission structure. A seat at the table with direct visibility with senior leadership. A culture that celebrates wins, moves fast, and invests in your growth at every stage. Remote-first flexibility with the backing and resources of a well-funded, mission-driven company.

📌 Business Development Manager (India)
🏢 Matilda Cloud
📍 India