Associate Director

About Zenskar- Zenskar https zenskar com is building new-age billing and pricing infrastructure for SaaS companies As SaaS pricing evolves from vanilla subscription based models to more granular usage based models billing and pricing infrastructure needs to be completely reimagined - Zenskar is founded by Apurv Bansal - https www linkedin com in bansalapurv Saurabh Agrawal - who sold their previous startups to Snapdeal and Gaana respectively They have experience at organizations such as Google Basepair Elevation Capital IIT Bombay IIT Delhi and Harvard Business School We are funded by marquee global investors including Bessemer Venture Partners https www bvp com - We are building our founding team and are looking for folks who are excited about learning and meaningfully shaping the trajectory of an early stage startup from Day 0 in its journey - We re default alive http www paulgraham com aord html Go to Market Zenskar In order to succeed SaaS companies need to innovate not only on product but also GTM go to market An innovative multi-pronged GTM approach is critical to stand out and attract customers The good part is that we are building a pain-killer as opposed to a vitamin which makes it much easier to sell and market The pain is severe the product is best in class and the market is huge - it doesn t get better than this - We are selling to the mid-market and enterprise with a fairly high touch sales process We are setting up best-in-class sales machinery to scalably and predictably drive revenue Company SizeStartup Small EnterpriseWorking Days5 days weekOffice LocationRemote WorkingRole ResponsibilitiesWe 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 timePartnerships 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 Ideal Candidate- 9 years of experience selling B2B SaaS to US customers- Prior success as one of the first AEs at a startup comfortable working in a fast-paced early stage startup environment - Track record of consistently beating your quota- Solid hustle and entrepreneurial mindset Thrive under the uncertainty that comes with an early stage setup- Strong 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 points- Strong first principles understanding of different stages of the sales funnel and experience with good CRM hygiene- Strong first principles understanding of sales processes e g MEDDPICC- Willingness to get your hands dirty and do the grunt work in the early days - MANDATORY - 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 skills- Ability to build manage and motivate a team- Self driven individual with high ownership and strong work ethic- Previous entrepreneurial experience is a huge plus - Experience catering to CFO persona is a plus- Familiarity with billing systems CPQ and accounting systems is a plus- Not taking yourself too seriously Perks Benefits and Work Culture- Variable Based on performance- ESOPs for full time roles - Hybrid Bangalore Benefits for full-time roles - Health insurance- Generous vacation policy- Learning and development budget- Team events and company offsites- Maternity and Paternity benefits- Company Laptop- Friday game nights ref updazz com