The Role
Job Title : Enterprise Account Executive — Industrial SaaS
Location: Gurgaon, Haryana (On-site)
Experience: 3–5 years in B2B sales, of which at least 2 years in enterprise software or industrial solutions
Key responsibilities
- Account ownership — Own a named portfolio of enterprise accounts and deliver against a quarterly and annual bookings target.
- Discovery and solution mapping — Lead discovery with production, quality, maintenance, EHS, sustainability and digital leaders; map business problems to IndustryOS capabilities with the pre-sales and domain teams.
- Stakeholder management — Build and manage multi-stakeholder deals across plant users, functional heads, corporate leadership, IT/security and procurement.
- Proposals and tenders — Lead techno-commercial proposals, RFP and tender responses, and pricing structured by site and plant.
- Negotiation and closure — Negotiate commercials, payment terms, service levels and contract terms through to purchase order.
- Account expansion — Grow landed accounts through additional plants, modules, renewals and annual maintenance contracts.
- Forecasting and governance — Maintain an accurate pipeline and forecast in the CRM and review it weekly with the Founder & CEO.
- Team collaboration — Guide the Sales Development Executive and work closely with product, delivery and marketing teams.
Key result areas
| Area | Measure |
|---|---|
| Revenue | Bookings against quarterly and annual quota |
| Pipeline | Qualified pipeline coverage of at least 3× next-quarter quota |
| Conversion | Win rate and average sales cycle length |
| Account growth | Expansion revenue from existing accounts (plants, modules, renewals) |
| Forecasting | Accuracy of monthly and quarterly forecast |
Qualifications and experience
Essential
- 3–5 years of experience in B2B sales, including at least 2 years selling enterprise software, SaaS or industrial solutions (MES/IIoT, automation, ERP/CMMS, EHS or ESG software, engineering services)
- Personal track record of closing enterprise deals end to end, with verifiable quota attainment
- Experience managing sales cycles of 6–12 months involving procurement and IT approvals
- Experience selling to manufacturing or industrial buyers in production, quality, maintenance, EHS or sustainability functions
- Graduate degree
- Excellent presentation, proposal-writing and negotiation skills
Desirable
- Engineering degree; MBA an advantage
- Working knowledge of at least one of: production (MES, IIoT, OEE, quality, predictive maintenance), EHS (process safety, permit to work) or ESG (GHG accounting, BRSR)
- Established relationships in chemicals, pharma, FMCG, metals, energy or data centres
- Experience with government, PSU or GeM tenders
Competencies
- Consultative, problem-first selling
- Executive presence with CXOs and plant leadership
- Commercial acumen and disciplined negotiation
- Ownership, accountability and forecasting discipline
- Ability to learn complex industrial and technical domains quickly
What we offer
- Competitive fixed salary with an uncapped commission plan on bookings and expansion
- Ownership of strategic enterprise accounts
- Direct partnership with the Founder & CEO and a role in shaping the sales playbook
- Clear progression to Sales Lead / Regional Head as the team grows
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