ISR Lead- Startup Sales

Job Title : Sales lead-  (Startup)
Experience : 6+ years
Location: Bangalore
WFO- 5 days

Immediate Joiners are preferred

Own net-new revenue across India’s startup ecosystem by acquiring new logos and closing AWS-centric services deals (migration, modernization, data/AI, DevOps, managed services). Lead full-cycle sales, co-sell with AWS, and build a predictable pipeline from Seed to Series C+.


Role summary
•    Drive new-logo acquisition for startups across India’s hubs, selling cloud migration, app modernization, data platforms/AI, and managed services on AWS.
•    Build and convert pipeline through targeted outbound, events, and partner motions; own ARR/gross margin targets with disciplined forecasting.
•    Orchestrate co-build, co-market, and co-sell with hyperscaler startup teams; leverage programs, funding, and marketplace transactions where applicable.


Key responsibilities
•    Territory and pipeline
o    Define a startup-focused territory plan by stage, vertical, and geography; maintain 3–4x coverage with rigorous CRM hygiene.
o    Execute multi-channel prospecting (founder/CTO outreach, VCs/accelerators, events, communities) and qualify with concise discovery.
•    Sales execution
o    Run full-cycle deals: discovery, value hypothesis, solution shaping with architects, proposals, commercials, negotiation, close.
o    Tailor offers to startup stage and runway (POCs, phased modernization, success criteria, funding alignment) to reduce time-to-value.
•    Alliance motions
o    Co-sell with startup-focused cloud teams; align to programs/funding and build joint account plans.
o    Engage solutions, technical, and marketing resources to accelerate adoption and de-risk technical decisions.
•    GTM and enablement
o    Package repeatable plays (migration fast-starts, data platform accelerators, GenAI pilots, DevOps managed services) with case-led narratives.
o    Run campaigns, founder roundtables, and follow-ups from startup events; publish success stories and references.
•    Governance
o    Hold weekly pipeline reviews, track stage conversions, and run quarterly business reviews; maintain accurate forecasting in CRM.


Required experience
•    6–10 years in cloud/services sales with 3+ years selling to startups or SaaS/B2B tech in India, with consistent new-logo acquisition.
•    Proven wins in AWS-centric services (migration, modernization, data/AI, DevOps, managed services) and measured quota attainment.
•    Hands-on co-sell with hyperscalers and familiarity with partner programs, funding mechanisms, and marketplace motions.


Skills and competencies
•    Founder/CXO engagement: business cases, ROI and time-to-value framing, and investor-aware narratives.
•    Prospecting excellence: account research, persona mapping, personalized outreach, and multi-threading across stakeholders.
•    Sales rigor: BANT-light discovery, competitive positioning, commercial modeling, and principled negotiation.


Nice to have
•    AWS Cloud Practitioner certification; exposure to GenAI and data platform deals.
•    Experience with startup communities, accelerators, and marketplace-led transactions.


KPIs
•    Net-new ARR/gross margin and bookings; new logos per quarter.
•    Pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.
•    Co-sell influenced revenue and utilization of partner programs/funding.
•    Forecast accuracy and CRM hygiene.


Sample day-to-day
•    Outbound to curated founder/CTO lists; discovery calls aligned to triggers (migration needs, funding rounds, product launches).
•    Proposal workshops with solution architects and delivery; weekly syncs on co-sell motions and events.
•    Pipeline and forecast reviews; top-pursuit deal strategy; follow-ups from meetups and community sessions.


Reporting 
•    Reports to Head of Sales; collaborates closely with Solution Architecture and Delivery.
 . Skillset Required: Startup sales, Net-new logo acquisition, AWS services sales, Cloud migration (AWS), Data platforms & AI, DevOps services, Startup GTM experience, POC / pilot deals, ARR ownership, Azure, GCP, Outbound prospecting, Full sales cycle ownership