Sales Development Representative

SERVICES SALES EXECUTIVE — INDIA

Software Development & Managed Engineering · 12th Wonder · Pune

12th Wonder has delivered custom software and managed engineering teams to 100+ Indian enterprises since 2012. The delivery engine is proven — 70 engineers, a Pune centre operational since 2019, and a client base that renews.

What's missing is a dedicated hunter who can systematically connect this capability to new buyers. We're hiring a Services Sales Executive to own a territory, build pipeline from scratch, and close new-logo deals across India.

THE ROLE

This is a pure selling role. No team to manage in year one. No SDR motion to build. Your job is to find enterprise buyers who need custom software development or managed engineering capacity, and close them.

You'll spend 80%+ of your time in front of customers — identifying strategic accounts, building relationships with CXOs and engineering leaders, running discovery, shaping solutions with our pre-sales and delivery teams, writing proposals, negotiating contracts, and closing. The remaining time goes into pipeline hygiene, forecasting, and sharpening your territory plan.

You own your territory and your number. You'll define target accounts within assigned segments, decide your outbound approach, and run your own pipeline cadence. You'll have a pre-sales engineer and delivery leadership behind you on every qualified opportunity — but the deal is yours to win or lose.

Your buyer: India-domiciled enterprises across three primary 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. Pune's position inside the Chakan–Talegaon supplier belt puts the densest cluster of target accounts within a morning's drive.

WHAT YOU'RE SELLING

Two proven service lines, both with referenceable customers and repeatable delivery models:

Custom software development. Full-stack engineering teams that design, build, and ship applications for enterprise clients — web, mobile, cloud, data, and integration. Engagements typically start as fixed-scope projects and expand into ongoing development partnerships.

Managed engineering teams. Dedicated engineering capacity operated from our Pune centre, embedded in the client's product or platform roadmap. Longer-duration, higher-ACV engagements with sticky renewal economics. Clients retain technical control; we provide the team, the management layer, and the delivery infrastructure.

Both service lines sell to the same buyers through the same motion. The typical land is a ₹15–25 lakh project engagement; the expand is a managed team at 3–5x the initial contract value.

WHAT YOU'LL HAVE BEHIND YOU

You're not selling a pitch deck. You're selling a delivery capability that already works.

— 70-person engineering team across full-stack development, managed teams, and R&D services

— 100+ existing customers — referenceable proof that the delivery model works

— Pre-sales engineering support on every qualified opportunity

— Pune delivery centre operational since 2019, inside the automotive supplier belt

— CRM, data tools, and an events budget from day one

— Direct reporting line to the COO, with weekly leadership access

RESPONSIBILITIES

Hunt new logos. Identify and qualify enterprise accounts within your territory. Build your own outbound pipeline through cold outreach, referrals, events, LinkedIn, and partnerships. No inbound engine exists — you create the conversations.

Run the full sales cycle. From first meeting through discovery, solution shaping, proposal, negotiation, and close. You'll work with pre-sales engineers to scope engagements and with delivery leadership to confirm capacity and timelines.

Grow accounts after landing. The land-and-expand model is central. A ₹20 lakh project win should become a ₹60–80 lakh managed team engagement within 12 months. You own the relationship end-to-end.

Maintain pipeline discipline. Keep CRM current. Forecast accurately. Maintain pipeline coverage at 3x the forward quarter. Report weekly on stage progression, win/loss, and coverage gaps.

MILESTONES

Exhibit 1: Year-one delivery cadence

Timeframe

Expected Outcome

First 30 days

Territory plan defined. Target account list of 50+ accounts built and prioritised. CRM configured. First outbound sequences live.

First 60 days

Minimum 15 first meetings completed. At least 5 qualified opportunities in pipeline with identified budget and decision-maker.

First 90 days

Pipeline value at 2x forward target. First proposals submitted. At least one deal in advanced negotiation.

First 180 days

First closed-won deals on the board. Pipeline coverage at 3x forward target. Clear expansion path identified in at least two landed accounts.

End of year one

₹75 lakh in closed revenue — roughly four deals at our average size. At least one account in active expansion from project to managed team.

REQUIREMENTS

— 3–6 years in B2B sales of software development, IT services, or engineering services to Indian enterprises

— Has built pipeline through outbound — not just worked marketing-generated leads

— Comfortable selling to CXOs, CTOs, engineering heads, and procurement

— Can articulate a delivery model and defend a rate card in a pricing conversation

— Thinks in pipeline coverage, conversion rates, and forecast accuracy

— Wants a role where commission is uncapped and effort directly drives income

Nice to have: An existing network in the Pune–Chakan–Talegaon automotive belt or the TIC/testing sector; experience closing services deals in the ₹15–30 lakh range; exposure to staff augmentation or managed-team delivery models.

COMPENSATION

Cash role — fixed plus variable, no ESOP attached. We'd rather be transparent about the economics than quote an OTE and let you reverse-engineer it.

Exhibit 2: Compensation structure

FIXED

TARGET

VARIABLE AT PLAN

OTE AT PLAN

₹12–15L

₹75 lakh

₹5.6L

₹18–21L

Variable is a flat 7.5% of closed revenue, uncapped. The rate doesn't taper past target — close ₹1 crore and the plan pays ₹7.5L variable, no renegotiation. Variable pays pro-rata from 70% of target, on revenue closed at or above floor margin. We're not going to pay you to discount, and you shouldn't want a plan that does.

DETAILS

Exhibit 3: Role parameters

Location

Pune. Remote (India) considered for strong candidates, with monthly onsite weeks.

Buyer geography

India-domiciled enterprises

Reports to

Chief Operating Officer

Year-one target

₹75 lakh in closed revenue

Typical deal size

₹20 lakh

Travel

30%, primarily metro India and the Pune industrial belt

Team

Individual contributor. Pre-sales and delivery support on qualified deals.

Start

Immediate

HOW HIRING WORKS

Three conversations over about two weeks:

1. Screening call (30 min) — your track record, deal examples, and whether the buyer profile matches what you've sold.

2. Pipeline walkthrough (60 min) — pick one of your best deals and walk us through it end-to-end: how you found it, how you qualified it, how you closed it, and what you'd do differently.

3. Leadership conversation (45 min) — with the COO: territory, the number, and the terms.

Decision within 5 working days of the last conversation, either way.

INTERESTED

Send your CV and a short note to [HIDDEN TEXT] — tell us about the best services deal you ever sourced and closed yourself. Three lines beats a cover letter.

If your instinct reading this is give me the territory and get out of my way — we should talk.

12th Wonder is an equal opportunity employer. We hire on evidence of capability and nothing else.