Services Sales, IT Sales /SaaS

About the Role

12th Wonder is seeking a Services Sales Executive to acquire new enterprise clients across India. This is a pure selling role focused on identifying, engaging, and closing deals for custom software development and managed engineering services.

Key Responsibilities

• Identify enterprise buyers needing custom software development or managed engineering capacity.
• Build pipeline from scratch within an assigned territory.
• Close new-logo deals across India.
• Spend 80%+ of time in front of customers:
• Identifying strategic accounts.
• Building relationships with CXOs and engineering leaders.
• Running discovery.
• Shaping solutions with pre-sales and delivery teams.
• Writing proposals.
• Negotiating contracts.
• Closing deals.
• Manage pipeline hygiene, forecasting, and territory planning.
• Define target accounts within assigned segments.
• Determine outbound approach and run pipeline cadence.
• Own territory and sales number.

What You're Selling

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

Buyer Profile

• India-domiciled enterprises.
• Primary segments: automotive OEMs and Tier-1 suppliers, testing and certification (TIC) labs, and enterprise engineering R&D centers.
• Deals are Rupee-denominated, relationship-led, CXO-level.
• Average deal size: ~₹20 lakh.

Milestones (Year One)

• First 30 days: Territory plan defined, target account list of 50+ accounts built and prioritized, CRM configured, first outbound sequences live.
• First 60 days: Minimum 15 first meetings completed, at least 5 qualified opportunities in pipeline.
• 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 (approx. four deals), at least one account in active expansion.

Compensation

• Cash role: Fixed plus variable, no ESOPs.
• Fixed: ₹12–15L
• Variable Plan: ₹5.6L (at target)
• OTE (On Target Earnings): ₹18–21L
• Variable is a flat 7.5% of closed revenue, uncapped.
• Variable pays pro-rata from 70% of target.
• Variable pays on revenue closed at or above floor margin.

Details

• 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.

How Hiring Works

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