Sales Lead - Startup/IT/SaaS

• Job Title : Sales lead- (Startup)

• Experience : 6+ years
• Location: Bangalore
• WFO- 5 days
• Immediate Joiners Are Preferred

Own net-new revenue across Indias startup ecosystem by acquiring new logos and closing AWS-centric services deals (migration, modernization, data/AI, DevOps, managed services). Lead full-cycle sales, co-sell with AWS, and build a predictable pipeline from Seed to Series C+.

Role Summary:

• Drive new-logo acquisition for startups across Indias hubs, selling cloud migration, app modernization, data platforms/AI, and managed services on AWS.
• Build and convert pipeline through targeted outbound, events, and partner motions; own ARR/gross margin targets with disciplined forecasting.
• Orchestrate co-build, co-market, and co-sell with hyperscaler startup teams; leverage programs, funding, and marketplace transactions where applicable.

Key Responsibilities:

Territory and pipeline

• Define a startup-focused territory plan by stage, vertical, and geography; maintain 34x coverage with rigorous CRM hygiene.
• Execute multi-channel prospecting (founder/CTO outreach, VCs/accelerators, events, communities) and qualify with concise discovery.

Sales execution

• Run full-cycle deals: discovery, value hypothesis, solution shaping with architects, proposals, commercials, negotiation, close.
• Tailor offers to startup stage and runway (POCs, phased modernization, success criteria, funding alignment) to reduce time-to-value.

Alliance motions

• Co-sell with startup-focused cloud teams; align to programs/funding and build joint account plans.
• Engage solutions, technical, and marketing resources to accelerate adoption and de-risk technical decisions.

GTM and enablement

• Package repeatable plays (migration fast-starts, data platform accelerators, GenAI pilots, DevOps managed services) with case-led narratives.
• Run campaigns, founder roundtables, and follow-ups from startup events; publish success stories and references.

Governance

• Hold weekly pipeline reviews, track stage conversions, and run quarterly business reviews; maintain accurate forecasting in CRM.

Required Experience:

• 6-10 years in cloud/services sales with 3+ years selling to startups or SaaS/B2B tech in India, with consistent new-logo acquisition.
• Proven wins in AWS-centric services (migration, modernization, data/AI, DevOps, managed services) and measured quota attainment.
• Hands-on co-sell with hyperscalers and familiarity with partner programs, funding mechanisms, and marketplace motions.

Skills And Competencies:

• Founder/CXO engagement: business cases, ROI and time-to-value framing, and investor-aware narratives.
• Prospecting excellence: account research, persona mapping, personalized outreach, and multi-threading across stakeholders.
• Sales rigor: BANT-light discovery, competitive positioning, commercial modeling, and principled negotiation.

Nice to have:

• AWS Cloud Practitioner certification; exposure to GenAI and data platform deals.
• Experience with startup communities, accelerators, and marketplace-led transactions.

KPIs:

• Net-new ARR/gross margin and bookings; new logos per quarter.
• Pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.
• Co-sell influenced revenue and utilization of partner programs/funding.
• Forecast accuracy and CRM hygiene.

Sample day-to-day:

• Outbound to curated founder/CTO lists; discovery calls aligned to triggers (migration needs, funding rounds, product launches).
• Proposal workshops with solution architects and delivery; weekly syncs on co-sell motions and events.
• Pipeline and forecast reviews; top-pursuit deal strategy; follow-ups from meetups and community sessions.

Reporting:

• Reports to Head of Sales; collaborates closely with Solution Architecture and Delivery.