The Role
Own the full sales cycle for B2B SaaS accounts, from prospecting and discovery through presentations, solutioning, negotiation, and close. Manage customer relationships after the sale, driving adoption, renewals, upsells, and cross-sells. Maintain pipeline and forecast accuracy, engage enterprise stakeholders, lead demos, and collaborate with solution engineers and internal teams. The role requires strong commercial acumen, communication, organization, customer relationship management, and the ability to sell complex AI-driven technology in a fast-paced startup environment.
Summary Generated by Built In
About the Position
Role: Account Executive / Account Manager
Designation: Senior Executive / Manager, Sales
Experience: 3 to 7 Years
Location: Gurgaon (On Site, 5 Days)
Education: Tier 1 Bachelor's degree, MBA preferred
Industry Type: Technology / B2B SaaS / AI driven platforms
Functional Area: Sales / Revenue / Account Management
About Salescode.ai
Founded by ex Coke business leaders, we are a sales tech startup guaranteeing sales upliftment with the help of AI. We are already working at scale with top global companies like MARS, SHELL, RB, Coca-Cola, Colgate, Perfetti, and others across 16+ countries across Asia, Europe, and LATAM.
What We Do
Large CPG companies lose 12 to 35% of sales daily due to inherent human inefficiencies and store level execution gaps. Even a 1 to 2% improvement can drive millions of dollars in incremental revenue. Our mission is to exponentially augment sales teams' competency and intelligence using AI, enabling execution at a speed and scale impossible through human effort alone.
With our AI platform, we are leading key transformations in CPG sales:
• Augmented Intelligence for Sales Teams through our proprietary AI Supervisor platform
• Digital RTM Transformation through our E-B2B platform powered by AI Sales Agents
Roles & Responsibilities
1. Own the Sales Cycle and Close New Business
• Own the full sales cycle for your accounts as the primary seller and closer, from the first conversation to a signed contract.
• Build and manage a healthy pipeline of qualified opportunities across new and existing accounts.
• Run sharp discovery to understand each prospect's business goals, buying process, and success criteria.
• Own meeting preparation and readiness so that every client interaction is well planned and moves the deal forward.
2. Lead Presentations, Demos and Solutioning
• Lead first level presentations and product demos that clearly connect Salescode.ai capabilities to customer outcomes.
• Bring in Solution Engineers at the right stage, early for top accounts and at the deep dive and solution phase for others.
• Partner with the solution team on deep dives, solutioning, and RFP responses to drive conversion.
• Translate complex AI and sales concepts into clear business value for both business and technical buyers.
3. Account Management, Growth and Retention
• Own the ongoing relationship for your accounts and act as their trusted point of contact after the win.
• Drive adoption, renewals, and account expansion by continuously demonstrating measurable value.
• Identify upsell and cross sell opportunities across the product suite and convert them into revenue.
• Build relationships at multiple levels within each account, from everyday users to senior decision makers.
4. Stakeholder and Executive Engagement
• Build and maintain strong relationships with senior stakeholders across your accounts.
• Represent Salescode.ai with credibility in front of enterprise leadership and buying committees.
• Navigate complex buying processes with many stakeholders in a patient and structured way.
• Act as the voice of the customer internally, sharing insights and feedback with Product and leadership.
5. Forecasting, Pipeline and CRM Discipline
• Maintain accurate and timely pipeline, activity, and forecast data in the CRM.
• Provide clear and honest forecasts and flag risks to the deal early.
• Track the key sales metrics for your accounts and use them to prioritize your effort.
• Manage several opportunities in parallel without losing momentum on any of them.
6. Collaboration and Ways of Working
• Operate as an individual contributor within a pod, working closely with your Account and Solution colleagues.
• Report into the Regional Director or Manager who leads the pod, and align on account priorities.
• Take the first meeting independently for smaller accounts and grow into leading larger, more complex accounts.
• Work with the wider team as accounts are segmented by product or category, sharing playbooks and learnings.
Desired Candidate Profile
• Experience: 3 to 7 years in:
• B2B SaaS or technology sales
• Account Executive, Account Manager, or similar quota carrying roles
• Managing the full sales cycle from prospecting through to close
• Enterprise or mid market software, ideally AI or analytics platforms (preferred)
• Startup or high growth company environment (preferred)
Preferred Background:
• Exposure to CPG, retail, or sales and distribution space
• Experience selling to or managing global or international accounts
• Selling technical or complex products that involve multiple stakeholders
Core Skills
• Selling and Closing: Strong end to end sales ability with a clear track record of winning accounts
• Presentation and Demo: Confidence to lead first level presentations and product demos on your own
• Discovery and Solutioning: Ability to uncover needs and, together with Solution Engineers, shape the right solution
• Relationship Building: Skill in building trust with everyday users and senior decision makers alike
• Commercial Acumen: Comfort with pricing, negotiation, and business value conversations
• Communication: Excellent written and verbal communication with both business and technical audiences
• Organization: Strong planning and meeting preparation, managing several opportunities at once
Mindset & Behavioural Fit (Critical for Success)
• Ownership Mentality: Takes full accountability for account outcomes and revenue targets
• Bias for Action: Moves quickly, follows up relentlessly, and learns from every deal
• Customer Obsession: Genuinely understands customer problems and earns their trust
• Adaptability: Thrives in a fast paced, ambiguous startup environment
• Hunger to Win: Carries the drive of a rockstar seller who is focused on winning and closing
• Collaboration: Works well within a pod alongside Solution Engineers and peers
What Success Looks Like (6 to 12 Months)
• Became a product expert within the first few weeks and can run demos independently
• Built a healthy, qualified pipeline across your accounts
• Closed your first wins and are contributing meaningfully to revenue targets
• Established strong relationships with the key stakeholders in your accounts
• Working smoothly within your pod alongside Solution Engineers and the Regional Director
• Driving adoption and early expansion within existing accounts
Why Join Us?
• Be part of a high growth AI SaaS company with proven market traction
• Work with leading global brands like MARS, SHELL, Coca-Cola, Colgate, and Perfetti across 16+ countries
• Own the full sales cycle and see the direct impact of your wins on company growth
• Sell a differentiated AI product that is transforming how the largest CPG companies work
• High visibility and close collaboration with the founding team and top tier talent
• A clear path to grow into senior sales and leadership roles as the business scales
• Participate in wealth creation through an attractive ESOP plan designed for high performers
Skills Required
- 3 to 7 years of experience in B2B SaaS or technology sales
- Experience as an Account Executive, Account Manager, or in a similar quota-carrying role
- Experience managing the full sales cycle from prospecting through closing
- Experience with enterprise or mid-market software sales
- Tier 1 bachelor's degree
- MBA
- Experience selling AI or analytics platforms
- Experience in a startup or high-growth company environment
- Exposure to CPG, retail, or sales and distribution
- Experience selling to or managing global or international accounts
- Experience selling technical or complex products involving multiple stakeholders
- Strong end-to-end selling and closing ability
- Ability to independently lead presentations and product demos
- Ability to conduct discovery and collaborate on solutioning
- Strong relationship-building skills with users and senior decision makers
- Commercial acumen involving pricing, negotiation, and business value
- Excellent written and verbal communication
- Strong planning, meeting preparation, and organizational skills
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The Company
What We Do
SalesCode.ai, Guarantees Sales Uplift for CPG companies. We are the world’s first intelligent RTM platform and our future-ready solutions include AI for SFA, AI-powered eB2B and Next-Gen SFA. We are proud to partner with 8 out of 15 leading CPG companies, including ITC, Mondelez, P&G, Coca-Cola, Perfetti, MARS, Pepsico, and Reckitt. We have executed 1B+ transactions with 1.2M+ users across 65+ CPG brands spread across 18+ countries. SalesCode.ai (formerly known as ApplicateAI) has won several accolades such as Nasscom AI GameChangers Award, Nasscom Retail-Tech Award for multi-principal eB2B platform, CIO Choice Award among others. Led by CPG and tech veterans, we are a team of 175+ professionals, with offices in Gurugram and Bangalore. Welcome to The New CODE of CPG Sales!! #AIforSales #eB2B #NextGenSFA #AIforCPG
