Startup & ISV Manager

Startup & ISV Manager
Location - Delhi NCR/Bengaluru
India's AI economy is being built right now — and the startups and ISVs at the centre of it need infrastructure that scales with their ambition. At Yotta, we are looking for someone who can own the GTM motion for this segment end-to-end: from shaping how we position ourselves in the startup ecosystem, to closing the deals that put Yotta's GPU cloud at the heart of the next generation of AI-native companies.
This is a commercially driven role with strategic depth. You will define how Yotta shows up for founders and product teams, build the relationships that convert early conversations into long-term platform commitments, and work across functions to ensure our messaging, campaigns, and outreach are consistently sharp and effective.
What You Will Do
Define and evolve Yotta's GTM approach for the startup and ISV segment — including positioning, messaging, target profiles, and channel strategy.
Build and manage a portfolio of accounts across growth stages, structuring the right commercial engagements and ensuring long-term platform retention.
Drive pipeline through well-timed campaigns, ecosystem partnerships, and direct outreach to Founders, CTOs, and product leadership.
Work on and refine content narratives and sales assets — collateral, thought leadership, and technical proof points — that help the Yotta story land with technical and business buyers alike.
Cultivate relationships with the VC and startup incubator/accelerator ecosystem — to get Yotta in front of portfolio companies early.
Collaborate with Solutions, Product, and Marketing teams to ensure what we promise in the market reflects what we deliver.
Identify ISV co-sell opportunities and structure joint GTM motions with software platforms embedding Yotta into their customer stack.
Track pipeline, forecast accurately, and continuously evaluate what is working — optimising based on data and market feedback, not instinct alone.
What We're Looking For
We want someone who can think strategically and stay close to execution — not one or the other. The Indian startup ecosystem rewards people who move fast, speak credibly, and follow through.
6–10 years in enterprise or startup sales, GTM, growth, or ecosystem roles within cloud, SaaS, or technology infrastructure.
Strong grasp of B2B SaaS and cloud ecosystems — how buying decisions get made, how budgets move, and how infrastructure fits into a startup's build vs. buy calculus.
Ability to craft messaging and positioning that resonates — with a technical CTO and a commercial CFO in the same conversation.
Existing relationships in the Indian startup ecosystem, whether through prior roles, community involvement, or investor networks.
Experience in early-stage or high-growth environments where you have built process, not just followed it.
Data-driven mindset — focused on outcomes, not just activity.
Comfort operating across functions and driving alignment without relying on hierarchy to get things done.

Work arrangement
No