Strategic Account Executive @ Zenskar

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 commissionsCompensationOTE (Fixed + Variable): INR 60-80 lacsWe 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 commissionsESOPsThe range displayed reflects the minimum and maximum salaries for the position. Within the range, individual pay is determined by various factors including - job-related skills, experience, and relevant education or training.SalesEnd to end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise themSourcing: 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 etcDiscovery and demos: Lead discovery calls, Conduct compelling product demos for prospects; Work with Engineering to create custom demos that drive higher impactPilots: 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 dealsImplementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-liveExceed sales quotasInstil best in class CRM hygiene so we have better visibility on the pipelinePartnerships - Forge strategic partnerships that drive revenueDrive 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 timePartnershipsIn an early stage startup, people are expected to wear multiple hats. At least 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.Key qualifications6+ years of experience selling B2B SaaS to US customersPrior success as one of the first AEs at a startup; comfortable working in a fast-paced, early stage startup environmentTrack record of consistently beating your quotaSolid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setupStrong project management skills and proactiveness, given the long sales cycle and pilot (free trials) heavy nature of deals.Strong first principles understanding of business fundamentals; Ability to understand the product at a granular level; Ability to empathise with the end user, and understand their pain pointsStrong first principles understanding of different stages of the sales funnel, and experience with good CRM hygieneStrong first principles understanding of sales processes e.g. MEDDPICCWillingness to get your hands dirty and do the grunt work in the early daysMANDATORY**:** Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have flexibility on when you want to start your day in the afternoon (IST), or take breaks (e.g. family time, gym etc). This role will require you to stretch outside your comfort zone.Excellent written and oral communication skillsAbility to build, manage and motivate a teamSelf driven individual with high ownership and strong work ethicPrevious entrepreneurial experience is a huge plusExperience catering to CFO persona is a plusFamiliarity with billing systems, CPQ and accounting systems is a plusNot taking yourself too seriously :)🌏 LocationRemote