Sales Executive, Service

About the Role

12th Wonder is hiring a Services Sales Executive to own a territory, build pipeline from scratch, and close new-logo deals across India. This is a pure selling role focused on finding enterprise buyers who need custom software development or managed engineering capacity, and closing them.

Key Responsibilities

• Spend 80%+ of your 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
• Pipeline hygiene, forecasting, and sharpening territory plan.
• Defining target accounts within assigned segments.
• Deciding outbound approach and running pipeline cadence.

Requirements & Tech Stack

• Service Lines:
• Custom software development (web, mobile, cloud, data, integration)
• Managed engineering teams
• Buyer Profile: India-domiciled enterprises across:
• Automotive OEMs and Tier-1 suppliers
• Testing and certification (TIC) labs
• Enterprise engineering R&D centres
• Deal Structure: Rupee-denominated, relationship-led, CXO-level deals.
• Typical Land: ₹15–25 lakh project engagement.
• Typical Expand: Managed team at 3–5x initial contract value.
• Sales Process: Primarily a relationship-led, hunter motion.
• Support: Pre-sales engineer and delivery leadership support on qualified opportunities.

Qualifications

• Proven track record in enterprise sales.
• Experience closing deals with CXOs and engineering leaders.
• Ability to build pipeline from scratch.
• Strong understanding of software development and managed engineering services.
• Experience selling to Indian enterprises.
• Familiarity with the automotive, TIC, or enterprise engineering R&D sectors is a plus.
• Ability to travel ~30%, primarily metro India and the Pune industrial belt.

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.
• Team: Individual contributor with pre-sales and delivery support.
• Compensation: Cash role - fixed plus variable.
• Fixed: ₹12–15L
• Variable Plan: ₹5.6L
• OTE at Plan: ₹18–21L
• Variable: 7.5% of closed revenue, uncapped.
• Variable pays pro-rata from 70% of target, on revenue closed at or above floor margin.

Hiring Process

• Three conversations over about two weeks:
• Screening call (30 min)
• Pipeline walkthrough (60 min)
• Leadership conversation (45 min)
• Decision within 5 working days of the last conversation.