GTM - sales

Why this role exists

We have a product, a founding team that's built at scale, and a commercial motion already running in India — our home market and the one we know best. What we need now is someone to grow and amplify it: more pipeline, more logos, a sharper motion. You won't be starting from a blank page, but you also won't be inheriting a finished playbook — you'll take what's working, scale it, and make it yours. The motion you grow here becomes the engine we eventually point at the United States.

What you will do

• Own and grow commercial activity in India end-to-end — pipeline generation, discovery, demos, pilots, follow-through to close. You scale what's working and own the number.
• Build and activate a genuine network of engineering leaders across India's startups, scale-ups, and GCCs — VP Engineering, CTO, CPTO. The people who actually run engineering, not IT or procurement.
• Real relationships, not just LinkedIn connections — show up where Indian engineering leaders are: communities, meetups, the developer-tooling conversation.
• Work directly with our co-founders on deal strategy, pricing, ICP definition, and how we position in the market.
• Use AI as leverage, not garnish — LLMs and Clay-style workflows to research, prospect, and personalise at a scale a small team couldn't touch manually. This is how the whole team works.
• Feed market intelligence back into the product — what buyers care about, what objections come up, what we should build next. Turn early customers into advocates.
• The first ten logos matter more than the next hundred.
• Over time, become the India-based pipeline and intelligence engine that supports our North America motion as it scales.

What we are looking for

• 3–5 years in B2B SaaS with meaningful experience selling to, or generating pipeline from, engineering leadership — VP Eng, CTO, CPTO. Not IT. Not procurement.
• A track record of building pipeline from scratch. Quota attainment, meetings booked, pipeline generated — the numbers matter.
• The instinct to take a working motion and scale it — you spot what's converting, double down, and don't wait to be told how to grow pipeline.
• Fluency in how engineering teams work — you can hold a real conversation about developer productivity, delivery metrics, and platform engineering without performing it. Experience in developer tooling, DevOps, infra SaaS, or engineering productivity is a strong plus.
• You have operated in environments under 100 people. You know what ambiguity feels like and you move faster because of it, not despite it.
• AI-native in how you work — you use AI tools to research, personalise, prospect, and operate at a pace that compounds over time.
• Available for US East Coast overlap (approx. 3–10 PM IST) when the North America motion needs it.