Discover Dollar - Enterprise Sales Role

Description:
Company: Discover Dollar Technologies Pvt Ltd
Location: Bengaluru / Hyderabad / Pune / Delhi NCR
Travel: ~30 to 50% within India
Employment Type: Full-time
Reports To: CEO/Founder
About Discover Dollar:
Discover Dollar helps large enterprises find and prevent payment errors and revenue leakages using AI-driven analytics.
$450B+ spend analyzed | $1B+ recovered
>4 ROI typically within 8 weeks
Risk-mitigated commercial model (pay-after-results)
Our platform detects 100+ error scenarios across Accounts Payable, Contract Compliance, Deduction Management, and Spend Intelligence.
Role Overview:
Were hiring a high-performing Enterprise Sales Professional to own the India GCC motion, driving adoption of Discover Dollars AI platform across retail, pharma, BFSI, and manufacturing GCCs. You will run complex, multi-stakeholder cycles (612 months), from discovery and POV/pilots to InfoSec/procurement and global contracting.
Key Responsibilities:

- Own the GCC market: Target CFO, Finance Ops, Procurement, Shared Services & Controllers across top India GCC hubs. Also influencers like GCC Heads, innovation leaders and AI and Data science leaders to drive interest in AI solution for Finance/AP
- Run complex cycles: Discovery > POC/Pilot > Business Case > InfoSec > Procurement > Contracting (often with global HQ) using MEDDPICC rigor.
- Build pipeline & close: Maintain 34 qualified pipeline coverage; deliver consistent new ACV/TCV against quarterly goals.
- Quantify value: Craft ROI narratives tied to overpayment recovery & prevention; secure Finance sign-off and executive sponsorship.
- Orchestrate resources: Partner with pre-sales, delivery, and customer success for rapid time-to-value and referenceability.
- Operate with precision: CRM hygiene, stage exit criteria, mutual close plans, and >90% commit forecast accuracy.
Required Qualifications:
- 610 years enterprise SaaS/tech/services sales with multi-threaded, complex deals
- Relevant selling experience into India-based GCCs with demonstrable wins
- Consistent 100%+ quota attainment
- Proven POC/Pilot Scale motion and business-case creation with CFO/Finance
- Mastery of MEDDIC / MEDDPICC / Challenger; executive storytelling & negotiation
- Familiarity with InfoSec & Procurement (ISO 27001, SOC 2, DPDP/GDPR, MSA/DPA)
- Based in a major GCC hub; comfortable with frequent in-person meetings and travel
Preferred Qualifications:
- Sold into AP/Procurement/Finance domains (recovery audit, spend/AP automation, fintech)
- ERP fluency (SAP/Oracle/Dynamics) and understanding of AI/analytics in finance
- Background in finance, accounting, audit, or procurement operations
- Bachelors degree required; MBA is a plus (not required)
Success Metrics (KPIs):
- Quota Attainment: 100%+ of quarterly/annual ACV/TCV targets
- Pipeline Coverage: Maintain 34 qualified pipeline-to-quota
- Conversion: POV/pilot win rate, stage conversion, time-to-contract
- Forecasting: >90% accuracy at commit
- New Logos: Net-new GCC wins per quarter; executive references
Compensation & Benefits:
- Competitive base + uncapped variable with accelerators; new-logo bonuses
- Hybrid work model; comprehensive health benefits; professional development budget
- Clear path to Director/VP Sales; opportunity to build the India GCC vertical
Why Discover Dollar:
- Risk-mitigated commercial model reduces buyer friction
- Proven outcomes: $1B+ recovered; >4 ROI; case studies and references
- Expanding market: 1,700+ GCCs in India with growing mandate for finance transformation
- High-impact seat: Multi-million-dollar deals with Fortune 500 organizations