Account Executive

We are looking for a high-energy, entrepreneurial, and consultative Account Executive for startups and digital companies to drive growth within India's startup ecosystem. This role is ideal for someone who understands startup buying behavior, thrives in fast-moving environments, and can engage founders, CTOs, engineering leaders, and product teams in meaningful business conversations.

You will own the complete sales cycle from opportunity qualification to deal closure while positioning Comprino's Cloud, DevOps, Managed Services, Data Analytics, and AI offerings to help startups scale efficiently. The ideal candidate combines strong business acumen, consultative selling skills, startup ecosystem awareness, and a passion for technology-led transformation.

The core responsibilities for the job include the following:

Own the Startup Sales Motion End-to-End:

• Own the complete sales cycle: Discovery, Qualification, Solutioning, Proposal Development, Commercial Negotiation, and Deal Closure.
• Manage opportunities sourced through: Marketing-generated leads, inbound inquiries, outbound prospecting, AWS referrals, startup ecosystem partnerships
• Consistently achieve quarterly and annual revenue targets.
• Maintain accurate pipeline visibility and forecasting within CRM systems.

Consultative Cloud and AI Selling:

• Engage founders, CTOs, VPs of Engineering, product leaders, and technology decision-makers.
• Understand customer business objectives, growth challenges, and technology priorities.
• Position Comprinno's offerings, including cloud migration, cloud modernization, platform engineering, DevOps transformation, managed services, security and compliance, data analytics, and generative AI.
• Articulate business value, ROI, scalability, and operational benefits.
• Collaborate closely with Presales and Solution Architecture teams for technical solutioning.

Startup Ecosystem Development:

• Build and maintain strong relationships with startup founders, CTOs, accelerators, incubators, venture capital firms, and startup communities.
• Represent Comprinno at startup events, meetups, hackathons, webinars, and industry forums.
• Build ecosystem-driven lead generation channels.
• Create long-term strategic relationships within the startup ecosystem.

AWS Startup Program Alignment:

• Collaborate with AWS Startup, ISV, and Digital Native Business teams.
• Leverage AWS programs, including AWS Activate, MAP, Well-Architected Reviews, GenAI Programs, and Startup Funding Initiatives.
• Build relationships with AWS startup account managers and startup solution architects.
• Position Comprinno as a trusted AWS implementation and innovation partner.

Revenue Growth and Account Expansion:

• Drive acquisition of new startup customers.
• Identify upsell and cross-sell opportunities within existing accounts.
• Expand engagements from migration, modernization, managed services, data, AI, and security.
• Develop long-term account growth strategies.

Collaboration and Market Feedback:

• Work closely with: Marketing, SDR Teams, Presales, Delivery Teams, AWS Partner Teams
• Provide market intelligence and customer feedback.
• Help refine messaging, offerings, and GTM strategies for startup customers.
• Contribute to startup-focused sales playbooks and best practices.

Requirements:

• Bachelor's degree in engineering, technology, computer science, or related disciplines.
• 4-7 years of experience in B2B technology sales, cloud consulting sales, IT services sales, or startup-focused solution sales.
• Strong understanding of India's startup ecosystem, including Seed, Series A, Series B, and growth-stage companies.
• Experience selling one or more of the following: cloud services, DevOps services, managed services, data analytics, AI/GenAI solutions, and SaaS platforms.
• Proven ability to engage founders, CTOs, and senior technology stakeholders.
• Strong consultative selling and value-based sales skills.
• Excellent communication, presentation, negotiation, and relationship-building abilities.
• Experience managing opportunities through the complete sales lifecycle.
• Strong CRM discipline and forecasting accuracy.
• High ownership mindset and ability to operate independently.
• Entrepreneurial mindset and startup DNA.
• High urgency and execution focus.
• Strong hunter mentality with account expansion capability.
• Ability to simplify complex technology into business outcomes.
• Curiosity, resilience, and a continuous learning mindset.
• Relationship-oriented approach with strong commercial acumen.
• Passion for helping startups scale through technology.

Desired Qualifications and Skills:

• MBA from a reputed institution.
• AWS Cloud Practitioner or AWS Solutions Architect - Associate certification.
• Experience working with the AWS Partner ecosystem and startup programs.
• Existing network within startup, VC, accelerator, or founder communities.
• Exposure to cloud, data analytics, AI, or GenAI solution selling.
• Experience working in high-growth startup or consulting environments.