Sep 2020 – Nov 2022 · 2 yrs 2 mos · Bengaluru, Karnataka, India

• Oversee operations, develop new business and ensure profitability.
• Manage every aspect of our newly expanding operation in-country.
• Recruit the very best talent in this new market
• Negotiate with vendors and service providers needed for production
• Collaborate with local businesses to acquire all necessary resources and services
• Conduct extensive research regarding the market and learn everything possible
• Develop marketing and production teams with local expertise
• Collaborate with leadership to strategize how best to roll out the product line
• Become a student of the culture, remaining aware of customs and manners always
• Synthesize monthly, quarterly, and annual reports on progress and development
• Network effectively with local clients and develop strong professional relationships
• Work to ensure deadlines are met and budgets are maintained
• Adapt the business model to be culturally relevant without losing its identity
• Mentor direct reports, especially in regard to our values and vision
• Contribute to the overall global success of our company

Nov 2018 – Aug 2020 · 1 yr 9 mos · Mumbai Area, India

• New Business Development
• Recruited, onboarded and mentored a highly versatile global team of 14 resources across different geographies such as India, SEA, ANZ, EMEA, LATAM & US.
• Generated $18 million ARR pipeline with a closed funnel of $6.5 Million ARR in 2019
• Build a playbook to help accelerate the Inside Sales and Sales onboarding training, ramp-up and scale. It's the holy grail at CleverTap.
• Account Based Marketing
• Championed and executed the ABM strategy which helped CleverTap reduce dependency on paid digital media and increase the average deal size from $20,000 to $55,000
• Build holistic omnichannel campaigns that utilized tools such as Demandbase, Drift, Outreach and LinkedIn Sales Navigator
• Increased the ratio of ABM pipeline from 5% to 22% which resulted in reducing cash burn from Digital (From $4 million to $2.5 million) and achieved a 25% revenue contribution from ABM ($1.35 million)

Sep 2016 – Nov 2018 · 2 yrs 2 mos · Bangalore

• Key Responsibilities
• Hire, Coach, Build and Manage a team of SDR {Inbound & Outbound} for success in the Americas and International market. Working closely with each individual to ensure productivity, growth, collaboration and success of their respective region
• Designed high performance sales strategy and campaigns to win key accounts globally (e.g. Fintech Top 500, Ridesharing Top 100, Food delivery Top 50, High-Tech –Top 500, Online Travel Booking- Top 100, IOT- Top 250)
• Designed performance incentive and bonus plan with add-ons and accelerators to motivate the SDR team to win key accounts on a month-on-month basis.
• Designed most productive Sales Cadence for the SDR team within Outreach.io
• Quarterback sales from an opportunity to usage; leading the sales strategy by helping the SDR team overcome objections and negotiating success. Build and maintain a constant/future pipeline of 4-5X quota.
• Work closely with marketing to drive specific sales led campaigns into specific market segments. Interlocking to ensure effective marketing-led campaigns. These plans were sufficient to generate 50% of the required pipeline.

Oct 2012 – Aug 2016 · 3 yrs 10 mos · Bangalore

• Key Responsibilities
• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
• Understand customer needs and requirements
• Route qualified opportunities to the appropriate field sales rep. for further development and closure
• Close sales and achieve quarterly quotas
• Research accounts, identify key players and generate interest
• Maintain and expand your database of prospects within your assigned territory
• Team with BDC’s to build pipeline and close deals
• Perform effective online demos to prospects

Apr 2011 – Oct 2012 · 1 yr 6 mos · Bengaluru Area, India

• Key Responsibilities
• Source new sales opportunities through inbound lead follow-up and outbound cold calls and emails
• Understand customer needs and requirements
• Route qualified opportunities to the appropriate field sales rep. for further development and closure
• Close sales and achieve quarterly quotas
• Research accounts, identify key players and generate interest
• Maintain and expand your database of prospects within your assigned territory
• Team with BDC’s to build pipeline and close deals
• Perform effective online demos to prospects

Mar 2010 – Apr 2011 · 1 yr 1 mo · Pune

• Key Responsibilities
• Qualify leads from outbound campaigns for the ComOps e-Learning Solutions
• Contact potential clients through cold calls and emails
• Present ComOps value proposition to the potential clients
• Identify clients’ needs and challenges and suggest appropriate products and services
• Build long-term trusting relationships with clients
• Qualify and setup meetings and calls between prospective clients and the field team
• Proactively seek new business opportunities in the market
• Report to the senior management on (weekly/monthly/quarterly) on sales results
• Stay upto date with the current product/services/new pricing/payments