AxesTrack - Entrepreneur in Residence

Position: Entrepreneur in Residence (EIR) - Digital GateLocation: Jaipur (with high travel across industrial clusters in India)Role Type: Full-timeWebsite: Axestrack:Axestrack is India's leading provider of Digital Logistics Solutions for Heavy Commercial Vehicles, and the only Indian company to be ever featured in Gartner's Market Guide for Fleet Management. We are proud to hold a dominant position in the Indian market and are actively expanding across Africa, the Middle East, and the US. Our innovative approach and scalable platforms are transforming logistics for the modern world. Role Overview:Axestrack is launching a new product line - Digital Gate for SMB & mid-size manufacturing units. India has lakhs of small and mid-sized factories still operating with manual gate processes, creating inefficiencies in security, dispatch, inbound logistics, and compliance. We are seeking an Entrepreneur in Residence (EIR) to lead the 0- 1 and 1- 10 journey of this product. This role is designed for someone with strong business development DNA, B2B sales experience, and the ability to build a business vertical from scratch. You will validate the market, create early traction, shape the GTM strategy, and drive rapid scale.This is a high-ownership role ideal for someone who wants to operate like a founder inside the organization.Key Responsibilities:A. Business Development & Market Creation:- Identify high-potential SMB and mid-size manufacturing clusters across India.- Lead on-ground BD activities - cold outreach, industrial area visits, and field demos.- Build a predictable lead generation engine through online + offline channels.- Own the full sales cycle: lead - demo - negotiation - onboarding.Entrepreneur in Residence (EIR)- Engage deeply with factory owners, admin heads, security supervisors, and logistics managers.B. Customer Discovery & Product Validation:- Engage deeply with factory owners, admin heads, security supervisors, and logistics managers.- Understand gate workflows, pain points, compliance needs, and decision-making patterns.- Validate pricing, usage patterns, and adoption behavior.- Convert insights into actionable recommendations for the engineering team.C. GTM Strategy & Execution:- Design and run scalable acquisition experiments such as pilots, referral programs, and cluster activations.- Build early playbooks for repeatable SMB sales and adoption.- Work closely with marketing on positioning, messaging, and outreach campaigns.D. Build Early Revenue Traction:- Acquire the first 50-100 paying SMB manufacturing customers.- Track product usage, adoption patterns, and customer behavior.- Improve churn and retention by driving strong onboarding and follow-up loops.E. Cross-Functional Leadership:- Collaborate with Product to shape the MVP and roadmap.- Work with Engineering to prioritize features and improvements.- Coordinate with Marketing on campaigns and GTM execution.- Work with Operations for pilot onboarding and implementation.F. Ownership Mindset:- Operate autonomously with speed and clarity.- Take decisions independently and remove bottlenecks quickly.- Build systems, processes, and frameworks for 4-7 years of experience in B2B SaaS, industrial tech, manufacturing automation, or workflow solutions.- Strong business development DNA - field selling, cold outreach, funnel building, and deal closing.- Experience launching or scaling a new product or business vertical is a strong advantage.- Comfortable working with SMB owners, factory managers, and admin/security heads.- Hands-on, high ownership mindset and ability to work in ambiguous environments.- Willingness to travel extensively to industrial clusters across Bachelor's degree in Engineering, Technology, or Business Administration.- MBA in Sales/Marketing or related specialization preferred.Success Metrics (First 12 Months)- Acquire first 50-100 SMB manufacturing units.- Develop 3-5 validated acquisition channels and repeatable GTM model.- High customer satisfaction and strong product usage metrics.- Establish Digital Gate as a growing business line within Axestrack (ref:iimjobs.com)