Sales Lead- Startup

Job Title : Sales lead- (Startup)
Experience : 6 years
Location: Bangalore
WFO- 5 days

Immediate Joiners are preferred

Own net-new revenue across India’s startup ecosystem by acquiring new logos and closing AWS-centric services deals (migration modernization data/AI DevOps managed services). Lead full-cycle sales co-sell with AWS and build a predictable pipeline from Seed to Series C.

Role summary
• Drive new-logo acquisition for startups across India’s hubs selling cloud migration app modernization data platforms/AI and managed services on AWS.
• Build and convert pipeline through targeted outbound events and partner motions; own ARR/gross margin targets with disciplined forecasting.
• Orchestrate co-build co-market and co-sell with hyperscaler startup teams; leverage programs funding and marketplace transactions where applicable.

Key responsibilities
• Territory and pipeline
o Define a startup-focused territory plan by stage vertical and geography; maintain 3–4x coverage with rigorous CRM hygiene.
o Execute multi-channel prospecting (founder/CTO outreach VCs/accelerators events communities) and qualify with concise discovery.
• Sales execution
o Run full-cycle deals: discovery value hypothesis solution shaping with architects proposals commercials negotiation close.
o Tailor offers to startup stage and runway (POCs phased modernization success criteria funding alignment) to reduce time-to-value.
• Alliance motions
o Co-sell with startup-focused cloud teams; align to programs/funding and build joint account plans.
o Engage solutions technical and marketing resources to accelerate adoption and de-risk technical decisions.
• GTM and enablement
o Package repeatable plays (migration fast-starts data platform accelerators GenAI pilots DevOps managed services) with case-led narratives.
o Run campaigns founder roundtables and follow-ups from startup events; publish success stories and references.
• Governance
o Hold weekly pipeline reviews track stage conversions and run quarterly business reviews; maintain accurate forecasting in CRM.

Required experience
• 6–10 years in cloud/services sales with 3 years selling to startups or SaaS/B2B tech in India with consistent new-logo acquisition.
• Proven wins in AWS-centric services (migration modernization data/AI DevOps managed services) and measured quota attainment.
• Hands-on co-sell with hyperscalers and familiarity with partner programs funding mechanisms and marketplace motions.

Skills and competencies
• Founder/CXO engagement: business cases ROI and time-to-value framing and investor-aware narratives.
• Prospecting excellence: account research persona mapping personalized outreach and multi-threading across stakeholders.
• Sales rigor: BANT-light discovery competitive positioning commercial modeling and principled negotiation.

Nice to have
• AWS Cloud Practitioner certification; exposure to GenAI and data platform deals.
• Experience with startup communities accelerators and marketplace-led transactions.

KPIs
• Net-new ARR/gross margin and bookings; new logos per quarter.
• Pipeline coverage stage conversion sales cycle time average deal size and win rate.
• Co-sell influenced revenue and utilization of partner programs/funding.
• Forecast accuracy and CRM hygiene.

Sample day-to-day
• Outbound to curated founder/CTO lists; discovery calls aligned to triggers (migration needs funding rounds product launches).
• Proposal workshops with solution architects and delivery; weekly syncs on co-sell motions and events.
• Pipeline and forecast reviews; top-pursuit deal strategy; follow-ups from meetups and community sessions.

Reporting
• Reports to Head of Sales; collaborates closely with Solution Architecture and Delivery.

Required Skills:

Startup sales Net-new logo acquisition AWS services sales Cloud migration (AWS) Data platforms & AI DevOps services Startup GTM experience POC / pilot deals ARR ownership Azure GCP Outbound prospecting Full sales cycle ownership