BUSINESS DEVELOPMENT LEAD

ABOUT SHESHI

Sheshi is a Financial Operating System - the governed infrastructure layer that converts raw financial data into results that organisations can completely trust. Governed, auditable, period-locked, and traceable to the source.

Every organisation between seed stage and large enterprise has the same structural problem - financial data exists, but the process that converts it into trusted results is fragmented, manual, and dependent on individuals. Sheshi solves that problem with infrastructure-grade software built for the long term.

We are headquartered in Bengaluru, India, building an enterprise-grade product for the global market.

Sheshi addresses two distinct buyer profiles. Enterprise finance teams - CFOs and Finance Controllers at mid-to-large organisations - who need governed close, consolidation, and audit-ready financial results. And funded startups - founders and finance managers - who need burn visibility, investor reporting, and audit readiness as they scale.

As Sales Lead for these segments, you carry a significant revenue number, lead a team of sales executives, and build the sales motion that takes Sheshi to enterprise and startup buyers across India and international markets. You think at the level of strategy and execute at the level of deals. This is a player-coach role - you lead the team and you close accounts yourself.

WHY SHESHI

- A product that solves a real infrastructure problem. Every organisation you sell to has this problem. The conversation starts from a place of genuine relevance - not manufactured need.
- Two high-value segments, one platform. Enterprise deals are large and sticky. Startup deals grow with the company. The portfolio of segments gives you range and compounding revenue potential.
- Global scope from day one. Sheshi is building internationally. The role carries global mandate - not a future aspiration but a present reality.
- Direct access to founders. You report to the CEO. Decisions move fast, strategy is shaped together, and your market intelligence directly influences how the product and company evolve.

RESPONSIBILITIES

Revenue and Pipeline Ownership

- Own the sales number for the enterprise and startup segments - monthly, quarterly, and annually across India and international markets.
- Build and maintain a healthy pipeline across all stages and geographies, with accurate forecasting in the CRM at all times.




- Manage deal complexity across both segments - longer multi-stakeholder enterprise cycles and faster founder-led startup cycles simultaneously.

Sales Strategy and GTM Execution

- Define the go-to-market approach for enterprise and startup segments - ideal customer profiles, territory plans, account targeting, and outreach strategy.
- Build the sales playbook for both segments - discovery frameworks, objection handling, demo structure, and commercial negotiation approach.
- Continuously refine the motion based on what the market is telling you win patterns, loss patterns, and emerging buyer signals.

Enterprise Account Management

- Build relationships at the right levels within target accounts - finance leadership, CFOs, controllers, and where relevant, boards and auditors.
- Manage the full commercial process - scoping, proposal, negotiation, and closure - with discipline and rigour.

Startup Segment Sales

- Run startup deals with speed - founders move fast and expect the same.
- Identify and prioritise funded startups at the right stage - Series A and beyond where financial governance becomes a real need.
- Build relationships with VC firms and investor networks that can channel portfolio companies toward Sheshi.

Digital and Tool-Led Outreach

- Use the sales stack - CRM, LinkedIn Sales Navigator, outreach automation, and signal tools - with discipline and intent across both segments and geographies.
- Build outreach cadences that generate pipeline at scale across India and international markets.
- Track signal data to time outreach and prioritise accounts intelligently.

Team Leadership and Coaching

- Lead and develop a team of sales executives - set targets, coach on approach, review pipelines, and drive performance across both segments.
- Build a culture of accountability, honest pipeline management, and continuous learning within the sales team.
- Recruit and onboard sales talent in partnership with HR as the team scales.

Reporting and Visibility

- Provide accurate, honest revenue reporting to the CEO - pipeline health, conversion rates, segment performance, geographic spread, risks, and forecast.




- Share market intelligence regularly - what buyers are saying, what objections are common, what the competitive landscape looks like internationally.

WHAT WE ARE LOOKING FOR

Experience

- 6-10 years in B2B SaaS or enterprise technology sales, with at least 3–4 years in a sales leadership role.
- Proven track record of carrying and consistently meeting or exceeding significant revenue targets candidates with demonstrated annual target accountability of $3M or above are strongly preferred.
- Account Mapping – Building and managing enterprise accounts, engaging with CFOs and key decision-makers, and driving revenue growth across global markets.
- Experience selling to CFOs, Finance Controllers, and senior finance leadership in enterprise accounts.
- Experience selling to founders and finance decision-makers in funded startup environments.
- Track record of building a sales motion, not just executing one that already exists.
- International sales experience - selling to buyers outside India, managing global pipeline.

Sales Capabilities

- Full-cycle enterprise sales experience - you have run complex, multi-stakeholder deals from prospecting through negotiation and closure independently.
- Robust pipeline discipline - accurate forecasting, CRM rigour, and honest deal qualification.
- Proficient with modern sales tools - CRM, LinkedIn Sales Navigator, outreach automation, and signal-based prospecting.
- Ability to sell on business value and long-term impact - financial infrastructure is a strategic purchase, not a tactical one.
- Executive presence sufficient to earn trust with CFOs, Finance Controllers, and founders across cultures and geographies.

Leadership and Character

- Your coaching is specific, grounded, and direct - based on what you have done yourself, not theory.
- You hold the team to honest pipeline management - no sandbagging, no inflated forecasts.
- You surface risks early and with a clear path forward.
- You are equally comfortable running a complex enterprise deal and coaching an executive on a startup account.

Nice to Have

- Experience selling financial software, ERP, accounting tools, or enterprise governance products.
- Established relationships with CFOs, finance leadership, or VC firms in relevant markets.
- Experience building a sales function at an early-stage SaaS company.
- Exposure to international markets - Middle East, Southeast Asia, UK, or similar.

📌 Business Development Lead (Mumbai)
🏢 Sheshi Ai
📍 Mumbai