The Opportunity

As our Senior Field / Hybrid Sales Representative you will own a named territory across South India, blending face-to-face relationship building with data-driven virtual selling.

Your mission: create, advance and close new-logo and expansion deals that grow annual recurring revenue (ARR) and set customers up for long-term success.

Key Responsibilities:

Territory & Account Planning - Craft a 12-month territory strategy and first-90-day action plan; map buying groups, partners and key events.

Pipeline Generation - Own net-new pipeline creation end-to-end outbound, build multi-touch outbound sequences (cold calls, LinkedIn InMail, email cadences, exec-to-exec referrals).

Discovery & Solutioning - Lead multi-threaded discovery calls, quantify pain points and co-create ROI models with Solution Engineers.

Deal Navigation & Close - Own proposals, pricing, redlines and mutual-action plans while maintaining high-accuracy weekly forecasts.

Handoff & Expansion - Transition wins to Customer Success with clear success criteria; identify upsell/cross-sell plays for year-one expansion.

Co-orchestrate customer POCs/pilots with Solutions Engineering & Presales - Define success criteria with stakeholders, secure data/integration access, coordinate build & timelines, and translate outcomes into a commercial proposal.

What You’ll Bring

• 5–10 years of quota-carrying B2B SaaS sales, including ≥ 2 years hunting mid-market / enterprise logos in India.

• Consistent record of ≥ 100 % quota attainment across at least two consecutive fiscal years.

• Comfortable with 30% in-territory travel plus high-frequency remote engagement.

• Mastery of a modern sales methodology (MEDDIC, Challenger, SPICED, etc.) and rigorous CRM hygiene.

• Proven ability to build business-case ROI and negotiate at C-suite / procurement level.

• Clear, persuasive communication skills across email, Zoom and in-person executive workshops.

Bonus Points For

• Proven B2B SaaS track record, consistently closing mid‑market and enterprise deals