Meesho · via Lever
Manager – GTM & Sales Strategy, Meesho AI Services (MAS)
Mumbai · India · On-site
Job description
About MAS MAS's mission is to accelerate the build and deployment of an AI workforce for every business — from kirana to conglomerate. Our vision is to deliver a billion-plus workflows through our agents in ways that drive real client outcomes, not automation for its own sake. We go deep rather than wide. Today that means known, process-defined, repeatable service workflows — inbound contact-centre work (calls, chats, tickets), plus the outbound work that behaves like a cost workflow rather than a conversion one (lead qualification and verification, not lead conversion) — anywhere we can benchmark against a cost line the client already feels, guarantee savings, and hold the quality bar. We're deliberately building a technology company, not an AI BPO: models are a commodity, so our moat is the workflow knowledge, integrations, and client relationships that only come from actually running the work — not a generic AI layer bolted onto a call centre. We've proven this model works — with marquee clients across consumer durables, auto, and D2C/marketplace businesses — and we're still early. We'll keep evolving it as we go, staying client-first rather than assuming we already have the answer. This is a 0–1 business inside Meesho: no fixed playbook, high ownership, and the ground floor of how India's enterprises adopt AI-led operations. About the Role This role is for a sales leader who thrives in ambiguity, is genuinely excited about selling AI-led offerings, and can operate at the intersection of AI, services, and enterprise problem-solving. You'll own the NCR region end-to-end — not just the last mile. This is not a role where you wait for a handed-off, qualified deal. Our internal team owns top-of-funnel prospecting, but you're expected to get your hands dirty across the first and middle mile too — opening doors yourself when a target account needs it, staying close to discovery and org-mapping on your region's marquee deals, and not just parachuting in for the close. You're the face of MAS in North India: building trust with CXOs and BU heads, running the room in high-stakes conversations, owning the commercial close, and building the regional team and playbook as you go. A lot of enterprise AI-services deals across this market stall before signature for the same reason: sellers never get deep enough into an account to know what the client is actually buying, or who really decides. Closing that gap — real discovery, real stakeholder mapping, real champions inside the account — is as much a part of this role as the close itself.
Responsibilities
- Own the middle mile of the sales cycle — from a client's first "yes, let's talk" through to a well-packaged, close-ready opportunity.
- Run structured discovery conversations to understand a client's real pain points, current workflows, and AI-readiness.
- Map client org structures — identify the true economic buyer, decision-makers, influencers, and blockers — and keep stakeholder engagement alive between senior-level touchpoints.
- Help identify and nurture an internal champion for MAS within the account — someone advocating for us when we're not in the room.
- Support structured, MEDDPICC-style account qualification alongside your closer, so every deal has an honest diagnosis of what's actually blocking it.
- Make cold calls and run client meetings yourself where needed, working alongside (not just waiting on) the central lead-gen team.
- Own the follow-up cadence after every client conversation — chasing next steps, addressing objections, and making sure momentum doesn't drop.
- Build a working understanding of MAS's guaranteed-savings and outcome-based pricing models (per-minute, slab-based, pilot, risk-sharing) and contribute early pricing inputs on deals you're driving.
- Brief and prep senior closers ahead of high-stakes conversations — sharp account context, clear stakeholder maps, clear next steps.
- Bonus: build and iterate on client-specific product demos in partnership with Product/Tech.
- Feed client and market insights back into the sales playbook and to Product, Tech, and Ops.
- Bring structured, consultative thinking to every account rather than a transactional, task-based approach.
- 4–7 years of experience in enterprise sales, GTM, business consulting, or client-facing analyst/BD roles, ideally with exposure to Indian mid-market/enterprise clients.
- Strong discovery and analytical skills — able to quickly and accurately unpack a client's business problem and current workflow.
- Comfort making cold calls and running early client meetings — this is not a purely inbound or coordination role.
- A structured communicator — able to produce crisp meeting notes, account maps, and follow-up briefs.
- Basic commercial acumen — able to understand and reason about pricing structures (you won't be expected to own pricing negotiations independently yet).
- Genuine curiosity about AI and emerging technology — you don't need to code, but you should "get it."
- Exposure to (or curiosity about) structured account-qualification frameworks like MEDDPICC is a plus — we'll teach you the specifics.
- High ownership and follow-through — comfortable chasing a deal over weeks or months without losing momentum.
- Comfortable working in ambiguity, without established playbooks, in a 0–1/1–10 business environment.
- Ambition to grow — either toward a full closing/sales-leadership role, or into Business/GTM Operations — over time.
- Bonus: prior exposure to building or presenting product demos.
- Evidence that you're genuinely top-tier talent — that might show up as academic pedigree (a strong record at a top institute) or as a professional track record (success at a recognizable brand, or a reputation for excellence in high-stakes client work). We care about the evidence of excellence, not