12th Wonder
Website:
12thwonder.com
Job details:
SERVICES SALES EXECUTIVE — INDIA
Software Development & Managed Engineering · 12th Wonder · Pune
12th Wonder has delivered custom software and managed engineering teams to 100+ Indian enterprises since 2012. The delivery engine is proven — 70 engineers, a Pune centre operational since 2019, and a client base that renews.
What's missing is a dedicated hunter who can systematically connect this capability to new buyers. We're hiring a Services Sales Executive to own a territory, build pipeline from scratch, and close new-logo deals across India.
THE ROLE
This is a pure selling role. No team to manage in year one. No SDR motion to build. Your job is to find enterprise buyers who need custom software development or managed engineering capacity, and close them.
You'll spend 80%+ of your time in front of customers — identifying strategic accounts, building relationships with CXOs and engineering leaders, running discovery, shaping solutions with our pre-sales and delivery teams, writing proposals, negotiating contracts, and closing. The remaining time goes into pipeline hygiene, forecasting, and sharpening your territory plan.
You own your territory and your number. You'll define target accounts within assigned segments, decide your outbound approach, and run your own pipeline cadence. You'll have a pre-sales engineer and delivery leadership behind you on every qualified opportunity — but the deal is yours to win or lose.
Your buyer: India-domiciled enterprises across three primary segments — automotive OEMs and Tier-1 suppliers, testing and certification (TIC) labs, and enterprise engineering R&D centres. Rupee-denominated, relationship-led, CXO-level deals averaging ~₹20 lakh. Pune's position inside the Chakan–Talegaon supplier belt puts the densest cluster of target accounts within a morning's drive.
WHAT YOU'RE SELLING
Two proven service lines, both with referenceable customers and repeatable delivery models:
Custom software development. Full-stack engineering teams that design, build, and ship applications for enterprise clients — web, mobile, cloud, data, and integration. Engagements typically start as fixed-scope projects and expand into ongoing development partnerships.
Managed engineering teams. Dedicated engineering capacity operated from our Pune centre, embedded in the client's product or platform roadmap. Longer-duration, higher-ACV engagements with sticky renewal economics. Clients retain technical control; we provide the team, the management layer, and the delivery infrastructure.
Both service lines sell to the same buyers through the same motion. The typical land is a ₹15–25 lakh project engagement; the expand is a managed team at 3–5x the initial contract value
MILESTONES
Exhibit 1: Year-one de
First 30 days
Territory plan defined. Target account list of 50+ accounts built and prioritised. CRM configured. First outbound sequences live.
First 60 days
Minimum 15 first meetings completed. At least 5 qualified opportunities in pipeline with identified budget and decision-maker.
First 90 days
Pipeline value at 2x forward target. First proposals submitted. At least one deal in advanced negotiation
First 180 days
First closed-won deals on the board. Pipeline coverage at 3x forward target. Clear expansion path identified in at least two landed accounts
End of year one
₹75 lakh in closed revenue — roughly four deals at our average size. At least one account in active expansion from project to managed team.
COMPENSATION
Cash role — fixed plus variable, no ESOP attached. We'd rather be transparent about the economics than quote an OTE and let you reverse-engineer it.
Exhibit 2: Compensation structure
Fixed ₹12–15L
Target ₹75 lakh
Variable Plan ₹5.6L
OTE AT Plan ₹18–21L
FIXARGE VARIABLE AT PLA OTE AT PLA
Variable is a flat 7.5% of closed revenue, uncapped. The rate doesn't taper past target — close ₹1 crore and the plan pays ₹7.5L variable, no renegotiation. Variable pays pro-rata from 70% of target, on revenue closed at or above floor margin. We're not going to pay you to discount, and you shouldn't want a plan that does.
DETAILS
Exhibit 3: Role parameters
Location
Pune. Remote (India) considered for strong candidates, with monthly onsite weeks.
Buyer geography
India-domiciled enterprises
Reports to
Chief Operating Officer
Year-one target
₹75 lakh in closed revenue
Typical deal size
~₹20 lakh
Travel
~30%, primarily metro India and the Pune industrial belt
Team
Individual contributor. Pre-sales and delivery support on qualified deals.
Start
Immediate
HOW HIRING WORKS
Three conversations over about two weeks:
1. Screening call (30 min) — your track record, deal examples, and whether the buyer profile matches what you've sold.
2. Pipeline walkthrough (60 min) — pick one of your best deals and walk us through it end-to-end: how you found it, how you qualified it, how you closed it, and what you'd do differently.
3. Leadership conversation (45 min) — with the COO: territory, the number, and the terms.
Decision within 5 working days of the last conversation, either way.
Click on Apply to know more.