Founding Head of Sales Full Time NEW

Salary: Confidential (based on experience)

Expected Notice Period: 30 Days

Shift: (GMT+05:30) Asia/Kolkata (IST)

Opportunity Type: Remote

Placement Type: Full Time Permanent position(Payroll and Compliance to be managed by: AI-powered B2B procurement platform)

(*Note: This is a requirement for one of Uplers’ client – AI-powered B2B procurement platform)

Work Location- | North (Delhi), West (Gujarat), Mumbai/Pune, India (with frequent customer travel)

The 30-second version

WW is the AI operating system for industrial projects, tendering, estimation, procurement, vendor management, PO, GRN, and site execution on one AI-native platform. We have paying customers. Our first customer is also a strategic industry investor. We”re well-capitalised with 3+ years of runway. AI agents already work inside our workflows today.

We”re hiring our founding head of sales, the person who turns a deeply broken industry into a pipeline of multi-year enterprise contracts. Reports directly to the CEO. Equity in the early single-digit to early double-digit percent range, depending on profile and timing.

You will be selling something genuinely new, an AI-native operating system into companies that today run ₹100–5000 crore projects on Excel and WhatsApp, and don’t need to alter their behaviour when they work with WW. This is not a “we”re 10% cheaper than the incumbent” pitch. This is a “you have not seen anything like this before” pitch.

The market we”re going after

Industrial capex projects in India alone create over ₹25 lakh crore of value every year. Even if just 1–2% of that value eventually gets digitized or intelligence-enabled, that”s a ₹20,000–40,000 crore annual opportunity in India, and north of $50 billion globally.

And that”s before the bigger monetization layers kick in:

• Vendor monetization
• Project financing
• Embedded commerce
• AI agents-as-a-service

The underlying market is enormous. The workflows are deeply broken, most large EPCs still run projects on Excel, email, and WhatsApp. The right product becomes the operating system for an entire sector. We believe WW is that product.

And there”s a larger play here too, beyond software, we have conviction on owning a meaningful slice of the supply layer in industrial procurement. We”d rather discuss that in person.

The product vision

We”re building a deep AI agent that understands industrial projects from bidding to commissioning, one that works 24/7, is 10x faster and smarter than the best project manager on earth, and is impossible not to use once a team has it.

Concretely: an AI coworker embedded in every team of a contractor, tendering, estimation, procurement, engineering, finance, that does 80% of the work and only pulls a human in when judgment is genuinely needed. It works when the team is asleep. It works when they”re not in office. It picks up emails, WhatsApp messages, vendor quotes, drawings, and BOQs from wherever they already live, and turns them into structured project intelligence.

That”s the product. We”re already on the path. The next few years are about making it real at enterprise scale.

Why this role matters

WW has the product, the customers, and the proof. What we don”t yet have is a sales engine, a repeatable motion that takes the right kind of company from a cold outreach to a signed pilot to a multi-year contract.

Building that engine is the job.

Industrial enterprise software is not sold transactionally. It is sold by understanding workflows that finance MDs can”t fully describe, by building trust with project heads who”ve been burned by ERP implementations before, and by showing, not telling, what an AI-native system can do. The companies we sell to run 5–50 capex projects in parallel. Getting them onto WW materially changes how they run.

That”s the conversation. It”s a high-trust, high-conviction sale. Done right, every closed deal is multi-year and meaningful.

What Makes This Role Unusual

Here”s a pattern we”ve seen play out repeatedly, and it”s the single most powerful sales lever in industrial SaaS today:

First meeting: you sit with the customer, understand their workflow, hear what”s broken, capture the feedback.

Second meeting, which can happen within 48 hours, you walk in with a working interactive prototype of exactly what they asked for. Not a slide. Not a roadmap. A working demo, built around their actual workflow, that looks and feels very close to the real product.

In that moment, the customer”s belief in us goes up by an order of magnitude. They”ve never sat across from a vendor who actually built what they asked for, let alone in two days. That moment didn”t exist as a sales motion two years ago. AI has made it possible, and it changes the entire shape of the conversation.

You will personally:

• With the help of AI SDR
• Identify the right companies and the right people inside them
• Open the conversation, cold, warm, referral, network, whatever works
• Sit with the customer and understand their different project workflows
• Run the demo yourself, in their language, against their real documents
• Negotiate the pilot
• Hand off to the founding CS lead for execution, but stay close because pilot conversion is your number too
• Bring product feedback back into the company with the sharpness of someone who”s already in the next deal

You will also shape the GTM motion of the company. ICP definition, messaging, pricing structure, channel choices, hiring the next sales hires.

This is a builder”s sales seat. If you”ve ever wanted to create the playbook instead of running someone else”s, this is the seat.

What You”ll Actually Own

These are real problems, not bullet-point abstractions.

• Closing the next set of enterprise customers. Take Ww from a handful of paying customers to a real customer base across power, energy, infrastructure, renewables, and selectively, hospitality.
• Owning the full cycle, outbound, qualification, discovery, demo, proposal, pilot signing, conversion. Eventually you”ll hire under you, but the first 6–12 months you”re carrying real quota yourself.
• Defining the ICP. Not every EPC is the right buyer. Figure out which companies, which roles, which moments in their project cycle, and which buying signals matter. Document it. Refine it. Make it repeatable.
• Building the pitch from the ground up. What”s the 5-minute version? The 30-minute version? The CFO version? The MD version? The procurement head version? Today these exist in the founder”s head, your job is to externalise and sharpen them.
• Running the pilot motion alongside the founding CS lead. Pilots are paid. Pilots convert into multi-year contracts. The handoff between sales and CS is the most expensive seam in any enterprise company, you”ll own getting it right.
• Being WW”s eyes and ears in the market. Which features close deals? Which objections keep coming up? Which competitors are showing up in conversations? You”ll bring this back with structure and rigour, not anecdotes.
• Hiring and building the sales team over time. As volume grows, you”ll bring in the next salespeople, define their playbook, and set the bar for what “selling WW” looks like.

Building channels beyond direct sales

Direct enterprise selling is the heart of the role, but it”s not the only motion. Industrial procurement and EPC ecosystems have rich, underused distribution paths, and figuring out which ones actually scale is part of the job.

Channels we”re already exploring, or want to build:

• Consultants as a distribution layer. Project consultants, PMC firms, and advisory partners already sit inside our buyers” offices, often before tendering even starts. Designing a partner program where they introduce WW to the clients they work with, and earn meaningful commission on closed deals, is one of the highest-leverage moves available to us. You”ll design and own this.
• Turning events from lead-gen into closings. Today, industry events get us leads. The goal is for events to become MOU-signing days, where pre-conversations, pre-built prototypes, and senior stakeholder attendance compress what would have been a 3-month cycle into a single day on the floor. We”ve seen the first version of this we want to make it the norm.
• LinkedIn and webinar motions: both as inbound generation and as targeted outbound, designed for how industrial buyers actually consume content and make decisions.
• Other channels worth experimenting with. ERP implementation partners. Industry associations. Vendor co-marketing. EPC alumni networks. Some will work, most won”t, figuring out which is the job.

The right person here treats channels the same way they treat deals: with hypothesis, urgency, and zero precious attachment to ideas that aren”t working.

What The First 90 Days Look Like

The first 90 days are about landing the next set of pilots and earning the right to build the engine. That means:

• Going deep on the existing customers and pilots, understanding the buying conversations that worked, the objections that came up, and the workflows that closed
• Building the first version of the qualified pipeline, companies, people, openings
• Personally closing pilots, not orchestrating from a distance
• Drafting v1 of the sales playbook, ICP, messaging, pricing, objection handling, pilot terms
• Working in lockstep with the founder, the CS lead, and product, what”s selling, what”s stuck, what needs to be built

After 90 days, the work expands into team-building, channel building and partnerships, and scaling the motion across sectors. But the first 90 days are about closing deals, not slide decks.

What We”re Looking For

Someone who combines:

• 3+ years of relevant sales experience
• A real enterprise sales track record, closed multi-stakeholder deals at companies that bought non-trivial software. ERP, procurement, workflow, analytics, infra, any of these are good signals.
• Comfort with conceptual / consultative selling, you”re not selling a SKU, you”re selling a shift in how a company operates. You”re comfortable talking workflows, not features.
• The ability to learn an industry quickly, if you haven”t sold into industrial / EPC / procurement before, you”re the kind of person who”d come up to speed in weeks, not months.
• Builder instincts, you don”t wait for marketing to hand you leads or for someone else to write the deck. You make it.
• Comfort with senior stakeholders, project heads, CFOs, MDs, promoters. You can hold a conversation in their language and not flinch when the CFO presses you on ROI in month 3.
• High ownership and stamina, enterprise sales cycles are long. You don”t let them die.
• Founder partnership instincts, the right hire here works with Siddharth like a co-conspirator, not a direct report. The two of you debate ICP, pricing, messaging, and ship.

Strongly preferred: experience selling enterprise SaaS, CRM, ERP, procurement, project management, workflow software, or analytics platforms. Especially strong: any prior exposure to industrial / EPC / infrastructure / energy buyers.

Strong pluses:

• Experience as an early or founding sales hire at a high-growth startup
• A network in the industrial / procurement / EPC ecosystem
• Hands-on with modern sales tooling (AI-assisted outbound, deal intelligence, pipeline ops)
• Experience hiring and building small sales teams from scratch

The setup

• Team: Lean team of 2 today. You”ll be the founding sales seat and will hire under you as we grow.
• Reporting line: Directly to the CEO (Siddharth). Operates as a founding member of the company.
• Location: Significant onsite customer engagement, primarily industrial hubs across India.
• Funding & runway: Well-capitalised by a strategic industry investor. Over 3 years of runway. We are not in fundraising-survival mode we”re in build-and-scale mode.

Why someone should join

To put it plainly:

• The market is enormous and real, ₹25+ lakh crore of annual industrial capex in India alone, $50B+ globally for the digitization layer.
• You”re selling something genuinely new, not a me-too SaaS product. AI-native, category-defining, and demonstrably differentiated.
• Deal sizes are real, multi-year enterprise contracts with companies running ₹500–5000 crore project portfolios.
• The buyer pull is there, paying customers, strategic investor from the industry, market that”s actively looking for a real solution.
• You”ll build the playbook, not inherit one.
• The upside is real ownership, early single to early double-digit equity, with a credible path to a major outcome.
• The team is small and the work is foundational, what you build in the first year shapes the next decade.

How to apply for this opportunity?

• Step 1: Click On Apply! And Register or Login on our portal.
• Step 2: Complete the Screening Form & Upload updated Resume
• Step 3: Increase your chances to get shortlisted & meet the client for the Interview!

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(Note: There are many more opportunities apart from this on the portal. Depending on the assessments you clear, you can apply for them as well).

So, if you are ready for a new challenge, a great work environment, and an opportunity to take your career to the next level, don’t hesitate to apply today. We are waiting for you!