The Role
Own enterprise sales and net-new revenue across India’s ecommerce market, targeting large retail and commerce enterprises. Build and close full-cycle deals ranging from prospecting through negotiation, navigating lengthy procurement and multi-stakeholder approvals. Leverage C-suite relationships, sell AI-powered commerce solutions, and consistently achieve quota. Contribute market insight, ICP refinement, enterprise positioning, and sales-playbook development while using AI tools to improve prospecting, personalization, forecasting, and deal management.
Summary Generated by Built In
About the Company
Join the Rocketship 🚀
We’re building ShopOS — AI agents powering the entire ecommerce stack. Already past PMF, we’re scaling fast and shaping the future of how online brands are built with AI. Co-founded by seasoned builders with multiple successful exits to companies like Flipkart and Polygon Labs — and backed by Binny Bansal — this isn’t just another start-up.
It’s your front-row seat to the next big shift in ecommerce.
Watch: What is ShopOS (from the founders’ lens - Click here)
About the Role
We are looking for a Director- India Sales Lead who lives and breathes Indian Ecommerce. You will not be "building a pipeline from scratch"—you will be activating your existing network. We need a deal-closer who creates immediate access to the C-Suite and VPs of India’s Top 100 Commerce Enterprises (Reliance Retail, Myntra, Nykaa, D2C Unicorns, etc.). You will work directly with the founders to close high-value ACV contracts and define the sales playbook for our next phase of growth.
What You’ll Own
Net New Revenue & Quota Ownership- Own and drive net new enterprise revenue across Tier 1, Tier 2, and Tier 3 ecommerce and adjacent B2B segments in India
- Secure multi-year annual commitments, targeting ~₹1 Cr ARR average deal size
- Your compensation will be performance-linked with a strong variable component
- Own the revenue target for the Indian Enterprise ecommerce market
- Acquire logos from the Top 100 ecommerce and retail conglomerates in India
- Proactively build and close your own enterprise pipeline
Run a complete sales cycle:
- Outbound prospecting -> Discovery & consultative selling -> Solution design -> Contract negotiation -> Closure
- Navigate 6–12 month enterprise deal cycles, including procurement, legal, and multi-stakeholder approvals
- Drive complex buying committees across CMO, CTO, VP Digital, and Ecommerce Heads
- Leverage your existing relationships to secure direct access to senior decision-makers
- Bypass gatekeepers and create strategic conversations
- Build trust and long-term enterprise relationships
- Sell not just software, but a paradigm shift from manual content workflows to AI-driven commerce operations
- Educate enterprises on how to embed Generative AI into cataloging, PDP creation, and marketing automation
- Confidently articulate the business value of AI without buzzword-heavy selling
- Actively leverage AI tools across prospecting, outreach, deal management, and forecasting
- Design and execute an AI-assisted sales workflow with defined human intervention points
- Demonstrate awareness of emerging AI models and their relevance to enterprise selling
- Use AI to improve pipeline intelligence, personalization, and efficiency
- Act as the voice of the market to Product and Engineering teams
- Contribute to refining our ICP, messaging, and enterprise positioning
- Collaborate closely with the existing enterprise sales team in a flat, high-ownership GTM structure
- Help shape the enterprise sales playbook as an early senior member of the sales function
What We’re Looking For
Non-Negotiables- 6–8 years of quota-carrying enterprise sales experience with consistent over-achievement
- Proven hunter — strong track record of closing net new logos (not just renewals/expansion)
- Experience selling to Indian enterprise customers with understanding of buying culture and stakeholder dynamics
- Average deal size experience of ₹80L–₹1 Cr+ ARR per deal
- Compensation history reflecting strong variable structure (60%+ variable preferred)
- Strong reference from a previous manager validating your quota attainment and selling style
- Active user of AI tools in your current sales workflow (mandatory)
- Experience selling to e-commerce companies or adjacent B2B verticals (SaaS, content, marketing tech)
- Background in high-growth companies such as Pepper Content, MoEngage, WebEngage, Unboxed, or similar
- Familiarity with AI-content, media, image/video, or commerce technology ecosystems
- Experience operating in a flat, early-stage startup environment without hand-holding
- Deep understanding of the e-commerce tech stack (Shopify, Magento, Salesforce Commerce Cloud)
- Excellent negotiation skills and enterprise procurement experience
- Strong executive presence and ability to influence C-suite stakeholders
- High ownership mindset with bias for action
- Ability to operate in ambiguity and move faster than corporate speed
You’ll Thrive If You Have…
- Proven track record of closing ₹50L+ to ₹1Cr+ ACV deals in the Indian market.
- Deep understanding of the challenges faced by large e-commerce teams (Cataloging, PDP creation, Marketing automation).
- Experience selling to key stakeholders: CMOs, VP of Digital, Head of E-commerce.
- Excellent negotiation skills and experience with enterprise procurement processes.
Our Values
- Extreme ownership and bias for action
- Honest, high-velocity communication
- Respect for craft and obsession with users
- Fast, scrappy iteration over perfection
- Low ego, high empathy, radical candor
What We Offer
- Competitive salary
- Health & wellness benefits
- Direct exposure to the founders and core Sales motion
- Opportunity to shape the next wave of AI x commerce Sales strategy
- Room to grow into leadership as we scale BD and growth
Location
We're hiring in Bangalore (no remote for this role).
💡 Why Join Us?
- Work on cutting-edge AI products redefining commerce.
- Build with founders who’ve done this before.
- Be part of a high-growth, high-impact journey.
Skills Required
- 6–8 years of quota-carrying enterprise sales experience with consistent overachievement
- Proven success closing net-new logos rather than only renewals or expansions
- Experience selling to Indian enterprise customers
- Experience with average deal sizes of ₹80 lakh to ₹1 crore or more in ARR
- Compensation history with a strong variable component; 60% or more variable preferred
- Strong reference from a previous manager validating quota attainment and selling style
- Active use of AI tools in the current sales workflow
- Experience selling to ecommerce companies or adjacent B2B verticals such as SaaS, content, or marketing technology
- Background in a high-growth company such as Pepper Content, MoEngage, WebEngage, or Unboxed
- Familiarity with AI content, media, image/video, or commerce technology ecosystems
- Experience operating in a flat, early-stage startup environment
- Deep understanding of Shopify, Magento, and Salesforce Commerce Cloud
- Excellent negotiation skills and enterprise procurement experience
- Executive presence and ability to influence C-suite stakeholders
- Ability to operate independently in ambiguity with a bias for action
Am I A Good Fit?
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The Company
What We Do
ShopOS is an AI-native creative content operating system for modern ecommerce and direct-to-consumer brands. It combines AI agents with human experts to help brands create, manage, market, and sell more effectively. Its platform supports product-display pages, catalogs, social-media content, advertisements, product imagery, videos, copy, and other commerce assets, while enabling intelligent personalization and streamlined brand operations across sales and marketing channels.
