Senior Manager - Enterprise sales

What is this role all about?

As a Senior Manager – Enterprise Sales, you will drive revenue growth by identifying, developing, and closing large enterprise opportunities for Kapture's AI-powered CX and automation solutions across India, with a strong focus on North India / Delhi NCR.

You will work closely with CXOs, business leaders, technology teams and other senior stakeholders, understanding their business challenges and positioning Kapture's AI, Agentic AI and CX solutions to deliver measurable business outcomes.

This is a hands-on enterprise sales role where you will own the sales cycle end-to-end, from prospecting and discovery through solution positioning, commercial negotiations and closure.

Here's what you will do

• Identify, prospect and close high-value enterprise opportunities across India.
• Build and maintain strong relationships with CXOs, VPs, Business Heads, CIOs, CTOs, COOs and CX leaders.
• Own the complete sales cycle from prospecting, discovery and solution positioning to negotiation and closure.
• Understand customer business challenges and position AI, Agentic AI, Voice AI, Conversational AI and CX automation solutions around measurable business outcomes.
• Lead complex, consultative sales cycles involving multiple business and technical stakeholders.
• Effectively engage and nurture enterprise customers throughout long sales cycles, maintaining momentum and stakeholder alignment.
• Work closely with Pre-Sales, Product, Customer Success and Marketing teams to develop tailored solutions and proposals.
• Build a strong and predictable enterprise sales pipeline and consistently achieve revenue targets.
• Drive commercial negotiations, deal structuring and contract closure.
• Maintain accurate CRM data, sales forecasts and opportunity tracking.
• Develop strategic relationships with key accounts and identify opportunities for expansion, cross-sell and upsell.
• Build and leverage an enterprise network across North India / Delhi NCR, while also contributing to Pan-India opportunities.

What does success look like in this role?

You consistently achieve or exceed revenue targets, build a healthy enterprise pipeline, close strategic enterprise deals, and establish Kapture CX as a trusted AI-powered Customer Experience and automation partner for large enterprises.

You are able to independently manage complex enterprise sales cycles, engage senior decision-makers effectively, and translate customer business challenges into compelling technology solutions.

What would make you a good fit?

Must-Have

• Minimum 4 years and up to 10 years of experience in Enterprise Sales / B2B Technology Sales / SaaS Sales / Solution Sales.
• Proven track record of closing enterprise deals and consistently achieving sales targets.
• Strong experience in enterprise sales and complex solution selling.
• Experience managing large, multi-stakeholder sales cycles and the ability to appropriately engage customers throughout long sales cycles.
• Proven experience engaging with CXOs and senior business / technology decision-makers.
• Strong understanding of consultative, value-based and solution-based selling.
• Experience owning the complete enterprise sales cycle, from prospecting and discovery to negotiation and closure.
• Strong commercial negotiation, deal structuring and stakeholder management skills.
• Demonstrated ability to build and manage a healthy enterprise pipeline.
• Minimum ARR ownership of ₹4–5 Cr is good to have.

Good to Have

• Experience selling AI, GenAI, AI Agents, Agentic AI, Voice AI, Conversational AI, CX, CRM, Contact Center, automation or enterprise software solutions.
• Experience in B2B SaaS or enterprise technology sales.
• Experience selling CRM solutions.
• Existing enterprise relationships across BFSI, Retail, E-commerce, Travel, Logistics, Consumer Brands or other large enterprise segments.
• Experience closing high-value / multi-year SaaS or technology contracts.
• Experience in fast-growing SaaS, AI or technology companies.
• Strong enterprise network across North India / Delhi NCR.
• Pan-India enterprise sales experience is a strong advantage.
• Experience working closely with Pre-Sales, Solution Consulting, Product and Customer Success teams on complex enterprise opportunities.

Note: Domain expertise in CRM, BFSI, Retail, Digital Transformation or AI is an advantage but not mandatory. The key requirement is strong enterprise sales experience, CXO engagement, complex solution selling and revenue ownership.

Why should you be interested?

• Opportunity to sell and scale AI-led enterprise solutions with a rapidly growing SaaS company.
• Ownership of strategic enterprise opportunities with direct exposure to senior leadership.
• Opportunity to work at the forefront of Agentic AI and Customer Experience transformation.
• High-impact role with significant ownership of revenue and GTM growth.
• Competitive compensation, performance-based incentives and ESOPs.
• Fast-paced culture that values ownership, customer obsession and execution.