BUSINESS DEVELOPMENT LEAD

Sheshi is a Financial Operating System - the governed infrastructure layer that converts raw financial data into results that organisations can completely trust. 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.

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. This is a player-coach role - you lead the team and you close accounts yourself.

The conversation starts from a place of genuine relevance - not manufactured need.
Startup deals grow with the company. Sheshi is building internationally. Decisions move fast, strategy is shaped together, and your market intelligence directly influences how the product and company evolve.

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.
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.
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
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.

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.

Experience

- 6-10 years in B2B SaaS or enterprise technology sales, with at least 3–4 years in a sales leadership role.
- 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.
Strong 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.
Your coaching is specific, grounded, and direct - based on what you have done yourself, not theory.
You surface risks early and with a transparent path forward.
You are equally comfortable running a complex enterprise deal and coaching an executive on a startup account.

Experience selling financial software, ERP, accounting tools, or enterprise governance products.
Experience building a sales function at an early-stage SaaS company.

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