Account Executive - Enterprise Sales - B2B SaaS Firm - IIT

LOCATION: Gurgaon

EXPERIENCE: Enterprise SaaS AE

EDUCATION: IIT + IIM preferred

REPORTS TO: Founder & CEO

The role:

Today the founder closes every deal. Your job is to take that over, run large enterprise cycles yourself, and turn what works into a repeatable playbook. This is a founding seat, not a quota slot in an existing machine. As the team grows you'll hire, train and lead the AEs who come after you - and you'll have a real say in pricing, packaging, territory and who we sell to.

What you'll do:

• Own the full enterprise cycle: Run every deal from first meeting to signed contract - with plant heads, COOs, CXOs, procurement and IT at India's largest manufacturers. You take over closing from the founder.
• Close large, multi-stakeholder deals: Run paid POCs, build ROI business cases from the customer's own production numbers, navigate procurement, and negotiate multi-plant rollouts.
• Expand what we've already won: Turn a single-line deployment into a plant-wide rollout, and one plant into the group. Our largest accounts today are the start, not the ceiling.
• Build the sales playbook: Qualification criteria, discovery, pricing guardrails, POC-to-contract conversion, CRM hygiene and forecasting - written down so the next AE ramps in weeks, not quarters.
• Hire and lead the AE team: As we scale, you recruit, train and lead the account executives who come after you, and set the sales culture from day one.
• Bring the market back to product: Feed what you hear in deals - won and lost - into pricing, packaging and the roadmap.

What we're looking for:

Must have:

• Enterprise SaaS AE track record: Several years as an Account Executive at a B2B SaaS company, closing enterprise deals end to end.
• Large deals, personally closed: Big-ticket contracts with long cycles and multiple decision-makers, and you can walk us through the numbers.
• 2+ years at a startup: Comfortable with ambiguity, little process and wearing many hats.
• Excellent English: Confident presenting to CXOs and writing crisp proposals and follow-ups.
• Technical fluency: You can explain an AI / computer-vision product credibly, handle IT and security questions, and scope deployments with our engineers.
• Leadership ambition: You want to build and lead a sales team, not just carry a number.
• Ownership: Founder mindset, bias to action, and happy to travel to customer plants.

Helps a lot:

• IIT undergraduate + IIM MBA - strongly preferred.
• Understanding of manufacturing - especially automotive and auto components, or other labour-intensive sectors.
• Sold to plant operations, industrial, IoT or Industry 4.0 buyers before.
• Been an early sales hire at a startup and helped scale it past its first few million in revenue.
• An existing network among manufacturing CXOs in India.

What we offer:

Competitive base + uncapped commission + ESOPs

• Fixed salary: Market-rate base for a senior enterprise AE, paid monthly.
• Commission: Uncapped, on new logos and the expansions you close.
• Founding-team equity: Meaningful ESOPs - you're joining before the sales org exists.
• Path to lead