Top2d3d - Enterprise Sales Lead

Enterprise Sales Lead

Review Criteria:

Mandatory:

- Strong B2B Tech / SaaS Sales Profile, with a focus on US-based Large Enterprises

- Mandatory (Experience 1): Must have 6+ YOE in B2B Tech Sales for complex ERP Tech, B2B SaaS, or Tech Product Sales

- Mandatory (Experience 2): Must have recent 2+ YOE in dealing with Direct Sales to Large Enterprise accounts in North America / US-based companies, and annual deal size of $100K+

- Mandatory (Experience 3): Must have experience with long sales cycles (3 to 6-months) for complex ERP solutions, consultative selling, and working with CXO-level stakeholders

- Mandatory (Experience 4): Must have seen strong career growth / promotions in last 5 years, and should be a Manager or above in current role

- Mandatory (Company): B2B SaaS Product Company only

Preferred: Preferred (Education) - MBA from Tier-1 Colleges

Role & Responsibilities

- We are building our founding team and are looking for folks who are excited to get their hands dirty in a 0 to 1 journey. If you are expecting a working playbook that you can scale, Zenskar is probably not the right fit for you at this point. However, if you are excited about creating the playbook from scratch, we would love to hear from you.

- As a Founding Enterprise Account Executive at Zenskar, you will lay the foundation for our sales culture. You will directly work with the founders.

- We have hit Product market fit, and are seeing strong demand for our product. If you are an ambitious sales person, you can make significant upside in commissions!

Sales:

- End to end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise them

- Sourcing: While you will have access to some leads (marketing, BDRs), you will be responsible for sourcing atleast some of your own leads. Iterate and experiment with messaging - outbound email sequences, inbound lead responses etc

- Discovery and demos: Lead discovery calls, Conduct compelling product demos for prospects; Work with Engineering to create custom demos that drive higher impact

- Pilots: Manage pilots (free trials) and demonstrate the value of Zenskar for the specific use case of the prospect. Your project management game and proactiveness need to be top notch.

- Given the long sales cycle, which also involves pilots (free trials), you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.

- Negotiate contracts, demonstrate Zenskar's value compared to legacy vendors and win deals

- Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live

Exceed sales quotas:

- Instil best in class CRM hygiene so we have better visibility on the pipeline

- Partnerships: Forge strategic partnerships that drive revenue

- Drive product improvement: You will be closest to understanding our customers' pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering.

- Hire and build a team of AEs over time

Partnerships:

- In an early stage startup, people are expected to wear multiple hats. Atleast some of your bandwidth will be devoted to building out a partnerships motion for Zenskar.

- Iterate to figure out a scalable and revenue generating partnerships motion by running experiments with a quick feedback loop.

- Identify, target, and cultivate high-value partnerships with partners across various industries (e.g. Accounting firms, Fractional CFOs, MSPs, ISVs etc).

- Lead negotiations, draft partnership agreements, and ensure alignment with both company goals and partner expectations.

- Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration and execution of partnership initiatives.

- Develop joint go-to-market strategies and co-selling initiatives to drive revenue growth, including identifying new business opportunities, managing pipeline, and tracking partnership performance.

- Design and deliver onboarding and enablement programs for partners, ensuring they have the tools, training, and support necessary to successfully sell and support our solutions.

- Represent Zenskar at industry events, conferences, and partner meetings to enhance brand awareness and network with potential partners.