Account Executive

Founding Enterprise Account Executive

About us
Zenskar is building new-age billing and pricing infrastructure for SaaS companies. As SaaS pricing evolves from vanilla subscription based models to more granular usage based models, billing and pricing infrastructure needs to be completely reimagined.

Zenskar is founded by Apurv Bansal & Saurabh Agrawal, who sold their previous startups to Snapdeal and Gaana respectively. They have experience at organizations such as Google, Basepair, Elevation Capital, IIT Bombay, IIT Delhi and Harvard Business School. We are funded by marquee global investors, including Bessemer Venture Partners.

We are building our founding team, and are looking for folks who are excited about learning and meaningfully shaping the trajectory of an early stage startup from Day 0 in its journey.

We’re default alive: http://www.paulgraham.com/aord.html

Sales @ Zenskar
In order to succeed, SaaS companies need to innovate not only on product, but also GTM (go to market). An innovative, multi-pronged GTM approach is critical to stand out and attract customers.

The good part is that we are building a “pain-killer”, as opposed to a “vitamin”, which makes it much easier to sell and market 🙂 The pain is severe, the product is best in class, and the market is huge - it doesn’t get better than this.

We are selling to the mid market and enterprise, with a fairly high touch sales process. We are setting up best-in-class sales machinery to scalably and predictably drive revenue.

Vision, Market, Funding

See details here: ~

We have raised $6.5M from marquee investors. This ensures that we are well capitalised for the next couple of years :)

• Memo from our investors (Bessemer Venture Partners)

Building the operating system for cloud quote-to-cash: Why we invested in Zenskar

• Techcrunch coverage

Bessemer backs SaaS platform that automates billing workflows

About this role
We are building our founding team and are looking for folks who are excited to get their hands dirty in a 0 to 1 journey. If you are expecting a working playbook that you can scale, Zenskar is probably not the right fit for you at this point. However, if you are excited about creating the playbook from scratch, we would love to hear from you 

As a Founding Enterprise Account Executive at Zenskar, you will lay the foundation for our sales culture. You will directly work with the founders.

We have hit Product market fit, and are seeing strong demand for our product. If you are an ambitious sales person, you can make significant upside in commissions!

Sales

1. End to end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise them
2. Sourcing: While you will have access to some leads (marketing, BDRs), you will be responsible for sourcing atleast some of your own leads. Iterate and experiment with messaging - outbound email sequences, inbound lead responses etc
3. Discovery and demos: Lead discovery calls, Conduct compelling product demos for prospects; Work with Engineering to create custom demos that drive higher impact
4. Pilots: Manage pilots (free trials) and demonstrate the value of Zenskar for the specific use case of the prospect. Your project management game and proactiveness need to be top notch.
• Given the long sales cycle, which also involves pilots (free trials), you will need to project manage deals and steer them to victory through sheer hustle and proactiveness. Whether it is internal coordination with engineers, or external follow ups with prospects, the deal owner (you) will need to act as a force of nature.
5. Negotiate contracts, demonstrate Zenskar’s value compared to legacy vendors and win deals
6. Implementation: Work with Engineering and Solutions to manage implementations and nudge prospects towards go-live
7. Exceed sales quotas
8. Instil best in class CRM hygiene so we have better visibility on the pipeline
9. Partnerships - Forge strategic partnerships that drive revenue
10. Drive product improvement: You will be closest to understanding our customers’ pain points and expectations, and thus their biggest champion. You will advocate for their needs in discussions with Product, Design and Engineering.
11. Hire and build a team of AEs over time

Partnerships
In an early stage startup, people are expected to wear multiple hats. Atleast some of your bandwidth will be devoted to building out a partnerships motion for Zenskar.

Iterate to figure out a scalable and revenue generating partnerships motion by running experiments with a quick feedback loop.

1. Identify, target, and cultivate high-value partnerships with partners across various industries (e.g. Accounting firms, Fractional CFOs, MSPs, ISVs etc).
2. Lead negotiations, draft partnership agreements, and ensure alignment with both company goals and partner expectations.
3. Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration and execution of partnership initiatives.
4. Develop joint go-to-market strategies and co-selling initiatives to drive revenue growth, including identifying new business opportunities, managing pipeline, and tracking partnership performance.
5. Design and deliver onboarding and enablement programs for partners, ensuring they have the tools, training, and support necessary to successfully sell and support our solutions.
6. Represent Zenskar at industry events, conferences, and partner meetings to enhance brand awareness and network with potential partners.

Key qualifications

1. 6+ years of experience selling B2B SaaS to US customers
2. Prior success as one of the first AEs at a startup; comfortable working in a fast-paced, early stage startup environment
3. Track record of consistently beating your quota
4. Solid hustle and entrepreneurial mindset; Thrive under the uncertainty that comes with an early stage setup
5. Strong project management skills and proactiveness, given the long sales cycle and pilot (free trials) heavy nature of deals.
6. Strong first principles understanding of business fundamentals; Ability to understand the product at a granular level; Ability to empathise with the end user, and understand their pain points
7. Strong first principles understanding of different stages of the sales funnel, and experience with good CRM hygiene
8. Strong first principles understanding of sales processes e.g. MEDDPICC
9. Willingness to get your hands dirty and do the grunt work in the early days
10. MANDATORY**:** Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have flexibility on when you want to start your day in the afternoon (IST), or take breaks (e.g. family time, gym etc). This role will require you to stretch outside your comfort zone.
11. Excellent written and oral communication skills
12. Ability to build, manage and motivate a team
13. Self driven individual with high ownership and strong work ethic
14. Previous entrepreneurial experience is a huge plus
15. Experience catering to CFO persona is a plus
16. Familiarity with billing systems, CPQ and accounting systems is a plus
17. Not taking yourself too seriously :)

About Us:
Zenskar, headquartered in New York, is an Order-to-Cash platform that automates billing and revenue recognition for complex subscription and usage-based pricing. It also offers usage data metering, receivables management, analytics and SaaS reporting.