Kunal Sharma — Associate Partner
I’ve spent the last 18 years building and scaling revenue engines across global technology companies. My journey started as an individual contributor consistently outperforming quota at Oracle Corporation, evolved into leading large-scale commercial teams at Adobe, and today focuses on building international go-to-market systems at JustCall across APAC, EMEA, and ANZ. What I’ve learned along the way is simple: sustainable revenue growth is never about one superstar seller. The best-performing organizations win because they build repeatable systems — the right playbooks, data-driven processes, and a culture of disciplined execution. My career has been focused on designing those systems and scaling them across teams and markets. At Adobe, I built and scaled the Land & Expand direct commerce motion for a $518M book of business, leading 40 Customer Success Account Managers and four first-line leaders. The focus was on turning customer data into predictable expansion revenue. By introducing propensity modeling using firmographic, technographic, and intent signals, we doubled seller productivity and drove consistent 10% incremental YoY growth across the portfolio. I also redesigned the MQL-to-opportunity motion by integrating proxy intent signals, improving conversion rates by 20%, while targeted outbound campaigns consistently generated 14% reply rates. At Whatfix, I led strategic enterprise expansion across high-value accounts in one of the fastest-growing Digital Adoption Platforms globally. By aligning Sales, Customer Success, Product, and Solutions teams around structured account blueprints, we unlocked multi-product expansion opportunities and delivered 110% attainment in Q3 FY24 followed by 122% in Q4 FY24. Earlier in my career at Oracle, I was one of the top-performing account managers on the US West Coast territory, consistently exceeding quota and navigating complex enterprise deals. This included closing a $1.3M enterprise deal with Intuit QuickBooks, managing multiple C-level stakeholders across a highly competitive enterprise sales cycle. Today at JustCall (SaaS Labs), I lead Sales and Expansion across ANZ, APAC, and EMEA, building the international GTM teams needed to scale globally — from pipeline generation frameworks, pricing strategies and outbound campaigns to the operating rhythms that transform growth from a one-time push into a repeatable, durable system. Across every role, my focus has remained consistent: build scalable revenue systems that make success repeatable.
Stackforce AI infers this person is a SaaS sales leader with expertise in global market expansion and revenue optimization.
Location: New Delhi, Delhi, India
Experience: 17 yrs 11 mos
Skills
- Sales Leadership
- Go-to-market Strategy
- Strategic Sales
- Customer Success
- Sales
Career Highlights
- Built revenue systems driving consistent 10% YoY growth.
- Led teams achieving over 110% expansion in consecutive quarters.
- Expert in developing data-driven sales strategies.
Work Experience
SaaS Labs
Director - Sales and Expansion (1 yr)
Whatfix
Director - Strategic Sales Team (2 yrs 4 mos)
Adobe
Sr. Manager, Inside Sales and Account Management (5 yrs 8 mos)
RateGain
Sr Manager - Sales (1 yr 2 mos)
Oracle Corporation
Principal Account Manager, Open-source GBU, Linux and Virtualisation. (3 yrs 5 mos)
Almoayed Group
Sr. Account Manager (1 yr 3 mos)
Trigon LLC
Account Manager (3 yrs)
Education
Master of Business Administration (MBA) at University of Aberdeen
