FreeStand Sampling
Website:
freestand.in
Job details:
Company: Free Stand Sampling Solutions Pvt. Ltd. ("FreeStand")
Location: Delhi & Mumbai, close to the founding team and our enterprise clients.
Type: Full-time · Early/founding hire · High ownership
Reports to: [Founder / CBO]
Read this before you apply
Most "customer success" jobs are relationship-management jobs: QBRs, check-ins, a calendar full of cadence. This is not that.This is a builder's seat. You'll be measured on getting blue-chip FMCG brands live, instrumented and expanding not on meeting frequency. You'll configure our internal tooling yourself, build the demo a brand evaluates, wire up their dashboards, write the SQL, and clear the legal and operational steps between a signed contract and a working campaign. When our defaults don't fit a brand's ask, you won't escalate and wait, you'll design the workaround.We're upfront about this because the people who thrive here read that and get excited, not deterred. If you want a polished account-management role with a comfortable cadence, this isn't it. If you want to own outcomes in ambiguity, get your hands into the tooling and the data, and define a function rather than inherit one, keep reading.
About FreeStand
FreeStand is a digital sampling and customer-engagement platform for FMCG brands. Founded in 2019 and built in Delhi, we help brands plan, execute, monitor and audit product-sampling campaigns digitally - putting the right sample in the right consumer's hands at the right moment, and turning every sample into a measurable customer-engagement opportunity. We run campaigns for brands across India, managed from our Delhi base.
A few things worth knowing about who you'd be joining:
- We work with the biggest names in FMCG. FreeStand is the sampling partner of choice for 40+ brands, including L'Oréal (CeraVe), HUL, Nestlé, Nivea, Reckitt, Emami, Mars Petcare, Cipla (Nicotex) and Piramal (Little's).
- Our campaigns operate at real scale. Individual launches have reached 10M+ consumers (e.g. L'Oréal CeraVe's India launch and Nivea's first-party-data campaign), with customer-satisfaction scores above 95% on programmes like Piramal Little's.
- We're backed and recognised. FreeStand is backed by Venture Catalysts, SucSEED Indovation and Nocking Point Advisors across multiple seed rounds, and has been recognised by the Google for Startups Accelerator (Women Founders cohort), IIM Calcutta Innovation Park and I-Venture @ ISB.
- We're founder-led and lean. You will work directly with the founders, your decisions will be visible every single day, and your wins will be felt immediately.
Here's the part most candidates miss: signing a blue-chip brand is the start, not the finish. The gap between a signed contract and a live, instrumented, expanding campaign is exactly where enterprise deals are won or lost. That gap is what this role owns. When a brand like L'Oréal or HUL trusts FreeStand, you are the person who turns that trust into a working, measurable campaign and into the next one.
The role
You own what happens after a brand signs, and part of what happens just before. You take a signed (or near-signed) enterprise brand and stand up a working, measurable campaign: configuring our internal tooling, building the demo/sandbox the brand evaluates, wiring up their analytics dashboards, and clearing the legal and operational steps between contract and go-live. When the standard path doesn't fit a brand's ask, you design one. And you feed every recurring gap back to Product, so the next deployment is faster.
This is a builder's seat, not a relationship-management seat. You'll be measured on getting brands live, instrumented, and expanding, not on meeting cadence.
What you'll do
- Demos & sandboxes: Build the demo environments and proof-of-concept setups brands evaluate, in coordination with the founding team.
- Solutioning: Translate a brand's objective into a concrete campaign configuration. Invent workarounds when our defaults don't fit.
- Customer setup: Configure and launch new enterprise customers in our internal tools. Own time-to-first-live-campaign.
- Analytics: Stand up and maintain customer-facing dashboards so every brand can see purchase intent and campaign outcomes without having to ask.
- Cross-functional coordination: Drive legal (MSAs, DPAs, brand & procurement reviews) and operations (fulfilment, sampling logistics) to unblock go-live.
- Account outcomes: Own the ongoing result accounts that stay live and grow because they're properly instrumented. Catch risk in the data before it surfaces at renewal, not after.
- Product partnership: Surface recurring friction, scope it with Product, and help shape the tooling built specifically for this function. The playbook you build becomes the product that the next deployment runs on.
What we're looking for
- 4–7 years in solutions engineering, implementation/onboarding, technical account management, or enterprise customer success at a B2B SaaS, martech, or adtech company.
- Hands-on data fluency: You build dashboards from raw data, not just read them hands-on SQL, plus a BI tool (Metabase, Looker, Power BI, Tableau).
- Ownership in ambiguity: You've run an implementation or a complex onboarding end-to-end, not just managed a relationship around one.
- Enterprise stakeholder management: You've sat across from brand/marketing, procurement and legal, ideally in or around FMCG/CPG brand teams or their agencies (WPP, Publicis, Mindshare, Dentsu) and moved them.
- Communication: Sharp written and verbal; you can run a room of senior client stakeholders.Bonus
- Exposure to FMCG / CPG brand-marketing teams or agencies (WPP, Publicis, Mindshare, Dentsu).
- Light scripting (Python / JS), API / integration comfort, or hands-on use of AI / LLM tooling.
- Experience at a company with a forward-deployed or solutions-led delivery model.
Your first year
This role has a clear arc - from shipping your first brand to owning the function.
- Months 0 to 3 - Your first deployment. Take one signed brand from contract to live, instrumented campaign, end-to-end. Learn our tooling, our brands and our defaults cold. By the end, you've shipped something real.
- Months 3 to 6 - Your own book. Run multiple enterprise deployments independently. Every account lives, dashboarded and adopted without hand-holding. Time-to-live trending down as you build repeatable patterns.
- Months 6 to 12 - Define the function. Turn your patterns into SOPs and tooling specs with Product, set the standard for how FreeStand deploys enterprise brands and lay the groundwork for the team you'll eventually lead.
You won't be left to sink: direct access to the founders, real authority to unblock, and clear targets. What you won't get is vagueness about what success means, and that's by design.
How we'll measure success (first 6–12 months)
The metric we obsess over first: time from contract signed to first live campaign. Everything else compounds from there:
- Activation: dashboards and analytics delivered and adopted, per account.
- Retention: gross retention and health of your book of enterprise accounts.
- Expansion: growth influenced within existing accounts.
- Product impact: feedback converted into shipped tooling.
Clear ownership, clear outcomes. This is what makes the role serious and what makes the trajectory below real when you deliver.
Why this role - and where it goes
You'll join early, with high ownership, at an AI-native company working with blue-chip consumer brands. You won't just operate a process - you'll define this function and help build the tooling that powers it.
That's also the path forward. The person who builds FreeStand's forward-deployed delivery motion from the ground up and proves it converts signed brands into live, expanding accounts is first in line to lead this function as it grows: more accounts, a team to build, and the same playbook stood up as FreeStand scales beyond India. This is a genuine, named prospect of the role, not a vague promise.
Compensation
Competitive fixed salary, outcome-linked variable, and meaningful ESOPs.
₹15L fixed + ₹5L variable + ESOPs
Selection process
We're selective about this one, on purpose.
- Fill out the application form with short notes.
- A solutioning working session: we'll put a real FreeStand brand scenario in front of you and build the campaign configuration together.
- A short analytics task shows us how you'd stand up a dashboard that a brand would actually use.
- Final conversation with the entire team.
If owning outcomes in ambiguity excites you and building the function does too, apply. We're moving fast.
FreeStand is a women-led, equal-opportunity workplace. Made with care in Delhi.
Click on Apply to know more.