Senior Manager/Director - Enterprise Sales

The Opportunity

Robosoft Technologies is looking for a Senior Enterprise Sales Director based in Mumbai to own revenue growth across West and East India our most commercially significant territory. This is a dual-mandate role: managing and expanding a portfolio of strategic accounts in BFSI (Mutual Funds, Insurance, Wealth Management, NBFCs), Media & Entertainment (OTT, Broadcast, Digital Media), and Retail (D2C, FMCG, Omnichannel Commerce), while simultaneously hunting new enterprise logos in these verticals. You will leverage strong CXO-level relationships CMOs, CTOs, CDOs, and Heads of Digital Transformation to position Robosoft's AI-powered digital engineering capabilities, including our ARIA platform and ADLC (AI-Driven Lifecycle), as the enabling layer for our clients' next phase of digital and AI transformation. The West & East India territory carries one of Robosoft's largest revenue targets ~$ 4.5M USD and this hire is central to the business delivering on its FY26-27 plan.

Leadership Expectations

• Own the full West & East India existing account retention and growth, and new logo acquisition against a confirmed annual target
• Maintain and deepen C-suite relationships across BFSI (AMC heads, CIOs, CTOs), Media (CDOs, VPs Digital, Platform heads), and Retail (CMOs, CDOs, Heads of E-Commerce) relationships, not just contacts
• Build a predictable pipeline engine structured outbound, referral networks, and event-led prospecting; not reactive account management
• Champion ARIA AI and ADLC as the primary commercial narrative across all three verticals every client conversation must include an AI angle
• Represent Robosoft at BFSI, Media, and Retail industry forums in Mumbai NASSCOM, CII Digital, FICCI FRAMES, India Retail Forum, and sector AMC/insurance events

What You Will Do

• Manage and grow existing accounts across West & East India deepen engagement, identify expansion opportunities, and ensure retention of Robosoft's contracted base
• Hunt new enterprise logos across BFSI (Mutual Funds, Insurance companies, NBFCs, Neo-banks), Media & Entertainment (OTT platforms, broadcast networks, digital-first media), and Retail (D2C brands, FMCG digital, omnichannel retailers)
• Position ARIA AI capabilities run AI Opportunity Assessment conversations with CTOs and CDOs to identify deployment-ready use-cases: AI-powered Virtual RM, Intelligent Content Recommendation, Agentic AI for operations, Predictive Analytics, and LLM-based customer engagement
• Lead commercial negotiations fixed-price bids, AMS (Application Managed Services) retainers, and milestone-based delivery contracts; protect margins and avoid T&M-only positioning
• Develop account plans for top 10 accounts annual revenue target, expansion opportunities, AI use-case pipeline, and C-suite engagement calendar
• Manage the full sales cycle from prospecting and discovery through solution design (with pre-sales support), commercial proposal, negotiation, and contract closure
• Maintain Salesforce CRM pipeline hygiene — accurate deal stages, monthly revenue forecast, and weekly opportunity reviews with the SVP
• Collaborate with India delivery leads, bid managers, and pre-sales to ensure that every proposal is technically sound and commercially competitive
• Lead AMS Managed Services GTM in the territory — Robosoft's AMS model provides predictable retainer-based revenue; first new AMS deal in the territory is a FY26-27 priority

Core Skills

• Enterprise B2B Sales — full cycle from outbound prospecting to signed contract; BFSI, Media, and/or Retail verticals
• CXO Relationship Management — CMO, CTO, CIO, CDO, and Head of Digital engagement at India's top 500 enterprises
• ARIA AI Platform Positioning — articulate AI use-cases across BFSI, Media, and Retail; run AI Opportunity Assessment conversations
• AMS / Managed Services GTM — position fixed-cost AMS retainers as an alternative to T&M; commercial structuring of managed services contracts
• Commercial Structuring — fixed bids, milestone billing, AMS retainers, and complex contract governance with India's enterprise procurement teams
• Salesforce CRM — pipeline management, forecast accuracy, and deal velocity in a structured review cadence
• Mumbai Enterprise Network — active presence in BFSI (AMC, Insurance, NBFC), Media (OTT, Broadcast), and Retail (D2C, Fashion, FMCG) decision-making circles

Working at Robosoft

At Robosoft, we are guided by six values: Care, Creativity, Collaboration, Empowerment, Excellence and Integrity that shape how we work with each other and with our clients. We bring together people from different disciplines and backgrounds to solve complex digital problems for some of the world's most recognised organisations. If you are someone who holds themselves to a high standard, works well with others and wants to be part of a team that does work that matters, we would like to hear from you.