Enterprise Account Executive - IT/ITES, Delhi NCR

About the role

You operate as a hunter, owning the full sales cycle and partnering with technical and executive stakeholders to advance API strategies and developer transformation.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

A self-generated pipeline is built and maintained at three to four times the quarterly quota through outreach, partnerships, events, referrals, and inbound opportunities.

Quarterly and annual new ARR targets are met and exceeded consistently.

Requirements

Required Qualifications

B2B technology sales experience of 13 to 15 years with a strong track record in enterprise SaaS, developer tools, cloud, infrastructure, or platform software.

A proven history of new logo acquisition and consistent quota attainment at or above target across multiple years is demonstrated.

Experience selling into IT/ITES organizations such as TCS, Infosys, Wipro, HCLTech, Tech Mahindra, LTIMindtree, Cognizant, Capgemini, Nagarro, Coforge, Birlasoft, Publicis Sapient, GlobalLogic, and similar enterprises is required.

Enterprise software buying cycles and stakeholder management are understood deeply.

Engineering, platform, infrastructure, cloud, DevOps, and product organizations are engaged with experience and confidence.

Presentation, negotiation, and executive communication skills are strong and effective.

Complex multi-stakeholder enterprise sales cycles are managed effectively.

Salesforce and modern sales engagement platforms are used proficiently.

A hunter mentality and self-starter approach enable independent generation and closure of opportunities.

Nice to have

An existing network across IT Services, Digital Engineering, GCCs, SaaS companies, and technology consulting firms in Delhi NCR and North India is valuable.

Experience from a Product-Led Growth (PLG) company is preferred.

Familiarity with Postman or adjacent developer-focused platforms is beneficial.

Experience selling developer productivity, DevOps, cloud-native, API management, observability, testing, or security solutions is helpful.

Enterprise sales methodologies such as MEDDIC, Challenger Sale, or Command of the Message are applied.

Understanding of API-first architectures, microservices, cloud-native development, and enterprise AI adoption is present.

Practical notes

This role is based in Pune and requires regular in-person engagement across Pune, Mumbai, and occasionally other metros with an estimated travel commitment of 20%.

You will work within a collaborative environment with a fun, flexible schedule and a culture that values transparency, honesty, and in-person collaboration.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

Questions to ask

Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.