Jan 2024 – Oct 2025 · 1 yr 9 mos · Bengaluru, Karnataka, India · On-site

• As Head of Business Development at Salesforce India, I was responsible for driving sustainable pipeline growth and building a strong foundation for future sales success. I led a high-energy team of business development professionals, ensuring they are equipped, motivated, and empowered to consistently deliver quality pipeline aligned with Salesforce’s growth strategy.
• My role combined strategic pipeline accountability with a strong emphasis on people development. I focused on creating a culture of performance, resilience, and customer obsession while shaping the next generation of sales professionals through structured coaching and mentorship.
• Key focus areas include:
• Pipeline Growth: Accountable for delivering high-quality, predictable pipeline that fuels revenue across multiple segments.
• Team Leadership: Managing, motivating, and enabling a team of BDRs to perform at their best, while instilling a winning mindset and disciplined sales approach.
• Talent Development: Building a strong talent pool by coaching sales professionals, preparing them to take on expanded roles in the future.
• Collaboration & Alignment: Working closely with sales and marketing to ensure pipeline strategies are tightly integrated with overall business priorities.
• Through this balance of execution and talent building, I ensured Salesforce India continues to scale its impact in the market while developing a future-ready sales organization.

Feb 2023 – Jan 2024 · 11 mos · Bengaluru, Karnataka, India · Hybrid

• At Spendflo, a fast-growing startup in the spend management space, I was responsible for building and scaling the Sales Development and Business Development function from the ground up. Though my time here was short, the role gave me valuable exposure to the pace, challenges, and dynamics of operating in an early-stage startup environment—quite different from mid-market and enterprise organizations I had previously worked in.
• I collaborated closely with sales and marketing leadership to define the SDR/BDR playbook, design processes, and create the foundation for scalable pipeline generation. My focus was on enabling the team with the right talk tracks, messaging, and tools to succeed in a competitive SaaS market.
• Key highlights include:
• Function Building: Designed and established the SDR and BDR functions, laying the initial foundation for pipeline generation at Spendflo.
• Coaching & Enablement: Trained BDRs on effective talk tracks, email outreach, and customer engagement strategies.
• Tech Stack Implementation: Implemented Salesforce and Outreach, creating a structured system for lead management, reporting, and productivity.
• Cross-Functional Collaboration: Partnered with sales and marketing to align demand-generation efforts and accelerate go-to-market execution.
• Startup Exposure: Learned the dynamics of working in a high-growth startup, where speed, agility, and resourcefulness drive impact.
• This role sharpened my ability to build from scratch, coach early-career sales talent, and adapt enterprise-grade discipline to a startup ecosystem—a valuable addition to my career journey.

Jul 2020 – Dec 2022 · 2 yrs 5 mos · Bengaluru, Karnataka, India

• At Zendesk, I was responsible for building and scaling the Business Development function across India and SAARC, driving both inbound and outbound sales development. Starting with a small team of 3, I grew and led a high-performing organization of 25+ professionals, establishing a strong pipeline engine that supported consistent regional growth.
• I designed and executed strategies for pipeline generation, territory coverage, and lead management—balancing the inbound demand engine with outbound prospecting to ensure predictable and scalable results. My role extended beyond performance metrics to shaping culture, processes, and people development, enabling the team to thrive in a fast-paced, competitive SaaS environment.
• Key highlights include:
• Scaling the Function: Expanded the team from 3 to 25+ business development professionals, building a structured and scalable model for growth.
• Inbound & Outbound Ownership: Balanced demand-generation strategies across inbound and outbound channels, ensuring pipeline quality and conversion.
• Market Expansion: Drove pipeline creation across India and SAARC, aligning closely with regional sales leaders to accelerate go-to-market success.
• Talent Growth: Built a strong career pathing and coaching framework that enabled team members to progress into sales and leadership roles.
• Operational Excellence: Introduced metrics-driven processes, playbooks, and best practices that enhanced pipeline predictability and team productivity.
• This role gave me the opportunity to shape Zendesk’s early business development presence in India and SAARC, creating both short-term business impact and long-term organizational capability.

Jul 2019 – Jul 2020 · 1 yr · Chennai Area, India

• At Freshworks, I led and scaled the Sales Development and Business Development functions during a period of rapid global growth, scaling the team from 10 to 70 professionals. My role combined people leadership, operational execution, and cross-functional collaboration to deliver a predictable, high-quality pipeline that supported the company’s expanding sales motion.
• I worked closely with sales and marketing leadership to design integrated strategies for lead generation, territory coverage, and account engagement. By balancing the SDR inbound function with outbound BDR initiatives, I ensured consistent pipeline flow and conversion across multiple regions.
• Key highlights include:
• Team Scale & Leadership: Grew the team from 10 to 70 SDRs and BDRs, building a structured org with clear roles, goals, and growth paths.
• Performance Delivery: Consistently drove pipeline generation that supported revenue acceleration, with measurable impact on sales productivity.
• Cross-Functional Alignment: Partnered with sales and marketing to align messaging, campaigns, and territory coverage for maximum impact.
• Talent Development: Created strong coaching frameworks and growth opportunities, enabling team members to advance into sales and leadership positions.
• Operational Rigor: Introduced processes, playbooks, and KPIs that improved efficiency, predictability, and overall team performance.
• This role gave me the opportunity to build a large, performance-driven sales development engine while mentoring the next generation of sales professionals, making it one of the most rewarding phases of my career.

Nov 2016 – May 2019 · 2 yrs 6 mos

• As Global Director at Replicon, I scaled worldwide Sales and Business Development efforts, driving pipeline growth, market expansion, and sales execution across multiple geographies. I was responsible for defining and executing go-to-market strategies, building high-performing teams, and aligning closely with marketing and product to achieve consistent revenue growth.
• I oversaw both inbound and outbound sales development functions, ensuring a balanced pipeline engine that supported enterprise, mid-market, and SMB segments globally. My leadership focused equally on scaling performance and developing future-ready talent, fostering a culture of accountability, collaboration, and customer-first engagement.
• Key highlights include:
• Global Ownership: Directed sales and business development across multiple regions, driving predictable pipeline and revenue outcomes.
• Team Building & Leadership: Scaled and managed global teams of SDRs/BDRs and sales professionals, instilling a culture of performance and continuous improvement.
• Strategic Growth: Partnered with senior leadership on go-to-market strategies that accelerated entry and expansion in key markets.
• Cross-Functional Alignment: Worked with marketing, product, and customer success to drive integrated campaigns and account-based strategies.
• Talent Development: Designed frameworks for coaching, skill development, and career growth, creating a strong talent bench for future sales leadership.
• Operational Excellence: Implemented metrics-driven processes, pipeline forecasting rigor, and best practices that enhanced global sales efficiency.
• This role allowed me to shape Replicon’s global sales development engine, balancing short-term business impact with long-term organizational capability to support the company’s sustained growth.

Oct 2012 – Nov 2016 · 4 yrs 1 mo

• During my first four years at Replicon, I advanced through multiple roles—SDR, BDR, Subject Matter Expert, and Team Lead—gaining a 360° understanding of sales development and the SaaS business. This period was instrumental in shaping my career, as I transitioned from being a high-performing individual contributor to coaching and managing teams, while also building scalable processes for pipeline generation.
• I was part of Replicon’s early sales development journey, laying the foundation for the BDR function from scratch across segments and geographies. In addition to leading inbound teams, I collaborated closely with sales and marketing to design prospecting strategies, enhance lead quality, and accelerate conversion.
• Key highlights include:
• Career Progression: Grew from SDR to Team Lead, gaining exposure to both individual sales execution and team leadership.
• Function Building: Helped establish and scale the BDR function, creating playbooks, processes, and metrics for inbound and outbound motions.
• Recognition & Results: Consistently delivered high performance, receiving multiple quarterly recognitions for exceeding targets.
• Cross-Functional Collaboration: Partnered with sales and marketing leaders to align campaigns, optimize pipeline quality, and improve lead conversion.
• Team Leadership: Mentored and coached new hires, enabling the team to ramp quickly and deliver predictable pipeline results.
• This phase gave me the foundation in SaaS sales and business development that continues to guide my leadership journey—blending execution excellence with team-building and cross-functional collaboration.

Aug 2009 – Oct 2012 · 3 yrs 2 mos · Bengaluru Area, India · On-site

• My career in sales began at Oracle, where I started as a Business Development Representative and progressed into a sales role, managing the Oracle Education line of business. This experience laid the foundation for my career, equipping me with the discipline, customer engagement skills, and sales acumen that continue to shape my leadership today.
• In my tenure, I consistently met and exceeded targets, building pipeline and driving revenue through a mix of prospecting, account management, and solution selling. Managing Oracle Education gave me exposure to a wide range of customers—from enterprises to mid-market organizations—where I focused on positioning Oracle’s offerings to meet diverse learning and technology adoption needs.
• Key highlights include:
• Career Growth: Progressed from BDR into a sales role, taking on expanded responsibility and ownership of Oracle Education business.
• Target Achievement: Consistently exceeded sales and pipeline goals through disciplined prospecting and customer engagement.
• Customer Engagement: Worked with a broad portfolio of accounts, building trusted relationships and positioning Oracle’s solutions effectively.
• Foundation for Career: Developed the core skills of pipeline management, consultative selling, and negotiation that shaped my future leadership roles.
• This role gave me my first exposure to enterprise sales in a global technology leader, and remains the foundation on which I have built my career in business development and sales leadership.

Aug 2007 – Mar 2009 · 1 yr 7 mos · Bengaluru Area, India · On-site

• I began my corporate journey at Infosys, working as an Account Manager for British Telecom. In this role, I was responsible for managing customer relationships, addressing technical issues, and ensuring service excellence for one of Infosys’s key global clients.
• Beyond resolving customer needs, I played an active role in identifying opportunities for upsell and value expansion, ensuring clients derived maximum benefit from their partnership with Infosys. This combination of technical problem-solving and commercial responsibility gave me an early foundation in balancing customer success with business growth.
• Key highlights include:
• Client Relationship Management: Served as the primary point of contact for British Telecom accounts, ensuring smooth delivery and issue resolution.
• Technical Support & Resolution: Coordinated with cross-functional teams to address technical challenges and maintain service quality.
• Upsell & Growth: Identified upsell opportunities within existing accounts, contributing to additional business value.
• Early Career Foundation: Built strong skills in customer engagement, problem-solving, and account growth that shaped my career in sales and business development.
• This role gave me my first experience in a global corporate environment, setting the stage for my transition into business development and sales roles.