Services Sales Executive

About the Role

12th Wonder is seeking a Services Sales Executive in Pune, India, to identify and close new enterprise deals across India. This is a pure selling role focused on building pipeline from scratch and acquiring new logos.

Key Responsibilities

• Spend 80%+ of your time engaging with customers:
• Identifying strategic accounts.
• Building relationships with CXOs and engineering leaders.
• Running discovery sessions.
• Shaping solutions with pre-sales and delivery teams.
• Writing proposals.
• Negotiating contracts.
• Closing deals.
• Allocate remaining time to pipeline hygiene, forecasting, and territory plan refinement.
• Own your territory and your sales number.
• Define target accounts within assigned segments.
• Determine outbound approach and manage pipeline cadence.
• Leverage pre-sales engineer and delivery leadership support on qualified opportunities.

What You're Selling

• Custom software development: Full-stack engineering teams to design, build, and ship applications (web, mobile, cloud, data, integration). Engagements typically start as fixed-scope projects and can expand into ongoing development partnerships.
• Managed engineering teams: Dedicated engineering capacity from the Pune center, embedded in client roadmaps. These are longer-duration, higher-ACV engagements with renewal economics.

Buyer Profile

• India-domiciled enterprises across three primary segments:
• Automotive OEMs and Tier-1 suppliers.
• Testing and certification (TIC) labs.
• Enterprise engineering R&D centers.
• Deals are Rupee-denominated, relationship-led, and CXO-level.
• Average deal size is approximately ₹20 lakh.

Milestones

• First 30 days: Territory plan defined, target account list of 50+ built and prioritized, 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 (approximately four deals at average size), at least one account in active expansion from project to managed team.

Compensation

• Cash role: Fixed plus variable compensation.
• Fixed: ₹12–15 Lakhs
• Variable Plan: ₹5.6 Lakhs (at plan)
• OTE (On Target Earnings): ₹18–21 Lakhs
• Variable: A flat 7.5% of closed revenue, uncapped.
• Variable pays pro-rata from 70% of target.
• Variable is paid on revenue closed at or above floor margin.

Role Parameters

• Location: Pune. Remote (India) considered for strong candidates, with monthly onsite weeks.
• 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 with pre-sales and delivery support on qualified deals.
• Start: Immediate.

Hiring Process

• Three conversations over approximately two weeks:
• Screening call (30 min): Track record, deal examples, buyer profile match.
• Pipeline walkthrough (60 min): End-to-end walk-through of a best deal.
• Leadership conversation (45 min): With the COO regarding territory, number, and terms.
• Decision provided within 5 working days of the last conversation.