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Sales Leader
Location: Pune
Experience: 5–8 Years
Domain: B2B IT Services / Software Development
12th Wonder has 70+ engineers, 100+ customers, and 12 years of delivery capability across Indian enterprises.
We are now building our India sales function from the ground up and are looking for a hands-on Sales Leader / Player-Coach who can personally drive revenue while building a scalable sales engine.
The Role
You'll build the India sales function from scratch. No inherited pipeline, no inbound engine, no SDR team. You bring the commercial capability; we bring the delivery machine behind it.
Year one splits roughly 70/30. 70% is CXO selling — prospecting strategic accounts, running discovery, shaping solutions with pre-sales, presenting proposals, negotiating contracts, and closing. 30% is building the SDR motion — hiring the first SDR around month two, defining outreach strategy, setting targets, and coaching. When the two collide, closing wins.
You own the number and the playbook. You define the ICP, choose the target industries, design the outbound motion, pick the CRM, and build the team around it. Strategy is not handed down. You're the first commercial hire in the seat, with a titled path to Head of Sales — India within 18 months on plan, and a seat in the weekly leadership meeting from week one.
Your buyer: India-domiciled enterprises in three segments — automotive OEMs and Tier-1 suppliers, testing and certification (TIC) labs, and enterprise engineering R&D centres. Rupee-denominated, relationship-led, CXO-level deals averaging ~₹20 lakh.
WHAT YOU'LL HAVE BEHIND YOU
This isn't a startup asking you to sell vapourware. You're selling a proven delivery capability to new buyers.
70-person engineering team across full-stack development, managed teams, and R&D services
100+ existing customers — referenceable proof that the delivery model works
Pune delivery centre operational since 2019, with the Chakan–Talegaon automotive belt inside a morning's drive
Budget for the CRM you choose in month one, plus data, tooling, and events
Direct reporting line to the COO, with leadership access from day one
What We’re Looking For
5–8 years in B2B sales of software development and IT services to Indian enterprises
Built pipeline from scratch not just worked what marketing generated
Comfortable selling to CXOs, CTOs, CIOs, engineering heads, and procurement
Can defend a rate card and a delivery model, not just a relationship
Thinks in conversion rates, pipeline coverage ratios, and forecast accuracy
Has managed or coached SDRs and knows the difference between activity and output
Wants a role where hitting target is the floor, not the ceiling
Role Highlights
Year-one revenue target: ₹1 Crore
Fixed compensation: ₹18–20 LPA
Variable at target: ₹7.5 LPA
OTE at target: ₹25–28 LPA
Variable commission: 7.5% of closed revenue, uncapped
Approximately 30% travel across metro India
Direct leadership exposure
Clear path to Head of Sales – India within 18 months, based on performance
This is an opportunity for someone who wants to build a sales function, not simply inherit an existing pipeline.
Work arrangement
No
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