Enterprise Sales Manager

Role Overview

The Enterprise Sales Manager will focus on expanding revenue by winning large enterprise accounts, especially by finding prospects, progressing them through a complex sales cycle, and securing high-value deals. The position calls for a strategic commercial mindset, strong understanding of supply chain operations, and the confidence to engage senior business leaders.

Key Responsibilities

• Map companies and industry segments based on how their supply chain functions are structured.
• Identify the relevant decision-makers, arrange meetings, and uncover how their operations work and where the product can add value.
• Develop complete solution proposals tailored to each client’s needs.
• Manage the sales funnel end to end, maintain accurate forecasting, and use CRM systems to track activity and deal progress.
• Work closely with marketing, product, and customer success teams to ensure a coordinated customer approach.
• Lead commercial negotiations and close agreements with the appropriate stakeholders.
• Create and sustain trusted relationships with key influencers, buyers, and senior leaders in enterprise accounts.
• Deliver growth across regions, customer groups, and product lines.
• Share timely sales updates, forecasts, and market insights with senior leadership.
• Keep pace with industry changes, competitor activity, and market movements so SaaS solutions are positioned effectively.

Ideal Candidate Profile

• Strong background in enterprise B2B SaaS selling.
• At least 3 years of experience handling the full enterprise sales cycle, including prospecting, qualification, solution design, negotiation, and closing.
• Hands-on exposure to both new customer acquisition and account expansion through upselling and cross-selling.
• Experience managing long sales cycles of 6 months or more and independently handling complex, multi-stakeholder opportunities from discovery to contract closure.
• Proven history of closing deals worth at least ₹25 Lakhs ARR each and managing a total portfolio of ₹1 Cr+ ARR, such as four enterprise deals valued at ₹25L+ each.
• Prior exposure to logistics or supply chain SaaS sales is strongly preferred, especially in supply chain visibility, fleet management, freight technology, ERP, TMS, or similar enterprise software.
• Comfortable engaging and negotiating with CXOs and senior leaders such as Supply Chain Heads, Logistics Heads, COOs, and CIOs.
• Excellent communication, presentation, solution-selling, and negotiation abilities, with the capability to build client-specific proposals and explain business value clearly.
• Experience with structured enterprise sales workflows, forecasting discipline, and CRM platforms such as Salesforce, HubSpot, Zoho, or similar tools.

Perks and Work Environment

• Work alongside a young team of intellectually curious professionals.
• Enjoy a flat, open workplace with minimal hierarchy.
• Have clear ownership, accountability, and recognition for your contribution.
• Be part of a culture that welcomes new ideas, initiatives, and feedback.