Key Responsibilities
1. Enterprise Sales & Revenue Ownership
- Own and achieve individual sales quotas while contributing to overall business growth.
- Personally manage the complete enterprise sales cycle, including prospecting, discovery, qualification, proposals, commercial negotiations, and deal closure.
- Acquire new enterprise clients and build a consistent pipeline of qualified opportunities.
- Sell consulting-led technology services across Data Engineering, Data Analytics, AI/ML, Generative AI, Cloud Data Platforms, and related solutions.
- Develop and maintain relationships with CXOs, CIOs, CTOs, Chief Data Officers, business heads, and other senior decision-makers.
- Demonstrate a consistent personal track record of closing enterprise deals and generating revenue.
2. Team Leadership & Sales Coaching
- Lead and mentor an initial team of approximately two Enterprise Growth Sellers.
- Establish individual targets, account plans, pipeline expectations, and performance metrics.
- Coach sellers on enterprise discovery, opportunity qualification, consultative selling, business cases, value-based selling, and commercial negotiations.
- Participate in strategic meetings and complex deal discussions to improve conversion rates.
- Balance personal quota achievement with team productivity and overall revenue performance.
3. Strategic Account & Market Development
- Develop named-account plans and industry-specific sales strategies.
- Identify and pursue enterprise opportunities across BFSI, Retail, and CPG verticals.
- Build relationships with target accounts and develop long-term strategic client partnerships.
- Drive account expansion, cross-selling, and upselling across Muoro's service offerings.
- Identify market trends, customer pain points, competitive positioning, and new business opportunities.
- Establish relationships with enterprise decision-makers and relevant technology ecosystem partners.
4. Consultative Selling & Solution Alignment
- Collaborate with the Solutions Architect and CTO to align proposed solutions with client business and technical requirements.
- Translate complex Data & AI capabilities into compelling business value propositions.
- Lead strategic discovery sessions to understand business challenges, technology environments, and customer objectives.
- Develop proposals, presentations, commercial models, and business cases in collaboration with technical teams.
- Ensure alignment between client expectations, proposed solutions, commercials, and delivery capabilities.
5. Pipeline Management & Sales Operations
- Maintain a healthy pipeline of qualified enterprise opportunities.
- Own sales forecasting, opportunity reviews, CRM hygiene, and deal progression.
- Track pipeline coverage, win rates, average deal size, revenue attainment, and sales cycle efficiency.
- Establish repeatable sales plays, qualification frameworks, and account development processes.
- Share market feedback, customer insights, and growth recommendations with the Founder/CEO.
Ideal Candidate Profile
- 8–12+ years of experience in enterprise sales, IT consulting, technology services, Data & AI, cloud platforms, or related technology-led businesses.
- Demonstrated success in personally closing enterprise deals and achieving individual sales targets.
- Experience selling consulting-led technology services rather than exclusively transactional products.
- Proven ability to develop enterprise relationships and manage complex, multi-stakeholder sales cycles.
- Experience leading, mentoring, or coaching a small enterprise sales team while retaining direct revenue responsibility.
- Strong understanding of Data Engineering, Data Analytics, AI/ML, Generative AI, Cloud Data Platforms, and modern data ecosystems.
- Exposure to platforms such as Databricks and Snowflake is highly desirable.
- Experience selling to BFSI, Retail, or CPG customers is preferred.
- Strong commercial acumen, negotiation skills, and the ability to build business cases tied to customer outcomes.
- Entrepreneurial mindset with the ability to operate independently in a growing organization.
Preferred Background & Hiring Priorities
Candidates will be prioritized based on the following:
- Proven individual sales performance: A verifiable record of personally closing enterprise deals, achieving quota, and generating new business.
- IT consulting and services sales: Experience selling consulting-led engagements, professional services, data transformation, cloud solutions, or Data & AI services.
- Enterprise customer relationships: Established connections with CXOs, CIOs, CTOs, data leaders, and business decision-makers.
- Relevant industry exposure: Experience in BFSI, Retail, or CPG, with the ability to identify industry-specific business challenges and position relevant solutions.
- Player-coach leadership: Experience managing or mentoring sales professionals while remaining directly involved in prospecting, negotiations, and deal closure.
- Data platform and AI familiarity: Working knowledge of the Data & AI ecosystem, including Databricks, Snowflake, cloud data platforms, and analytics services.
- Business development capability: Ability to create named-account strategies, generate qualified pipeline, convert opportunities, and build repeatable sales motions.
Not the right fit: Candidates whose experience is primarily sales administration, team management, account servicing, or SaaS product sales without demonstrated personal enterprise deal-closing responsibility.
Key Performance Indicators (KPIs)
Performance will be evaluated against mutually agreed targets, including:
- Individual quota attainment and revenue bookings.
- New enterprise logos acquired.
- Qualified pipeline generation and pipeline coverage.
- Team revenue performance and individual seller productivity.
- Win rate and average deal size.
- Existing account expansion and upsell revenue.
- Sales cycle efficiency and opportunity conversion.
- Forecast accuracy and CRM discipline.
- Strategic account development and repeatable sales play creation.
