Senior Account Executive - Mumbai

The Opportunity :

We are looking for a highly driven, experienced, and results-oriented Senior Account Executive based in Mumbai to accelerate Aerospike’s new customer acquisition across India.

This is a pure hunter role, focused on identifying, developing, and closing new enterprise business opportunities, with a strong emphasis on Banking & Financial Services (BFSI), Capital Markets, and FinTech. The role will also cover opportunities across other strategic industry verticals, including Digital Natives, E-commerce, AdTech, Gaming, and Telecommunications.

The ideal candidate will have a strong track record of selling complex enterprise software solutions, building relationships with senior technology and business leaders, and consistently exceeding sales targets. Candidates with established relationships and enterprise sales experience within the Banking and Financial Services sector will be given preference.

This role requires someone who thrives on creating opportunities, challenging the status quo, navigating complex enterprise sales cycles, and winning competitive deals.

Key Responsibilities

1. New Logo Acquisition & Revenue Growth

• Own and drive the end-to-end sales cycle for new enterprise customer acquisition across assigned accounts and territories in India, with a focus on strategic BFSI and financial services accounts.
• Develop and execute a strategic territory plan to build a sustainable pipeline of high-value enterprise opportunities.
• Identify, qualify, develop, negotiate, and close new business opportunities to consistently achieve or exceed annual revenue targets.
• Proactively generate opportunities through executive networking, strategic prospecting, industry relationships, partners, and targeted account-based engagement.
• Build and maintain a healthy, predictable pipeline with strong deal qualification and forecast accuracy.

2. Strategic Enterprise Selling

• Establish and nurture relationships with CIOs, CTOs, CDOs, Chief Architects, Heads of Engineering, Infrastructure Leaders, and senior business stakeholders.
• Understand customers’ technology landscapes, business challenges, and modernization priorities to position Aerospike’s differentiated value proposition.
• Lead consultative, value-based selling conversations focused on business outcomes, application performance, scalability, resilience, and infrastructure cost optimization.
• Navigate complex buying processes involving technology evaluations, procurement, legal, finance, and executive leadership.
• Build compelling business cases and executive-level proposals that clearly demonstrate measurable business value and ROI.

3. Technical & Solution-Led Sales

• Collaborate closely with Solution Architects and technical teams to identify and develop use cases for Aerospike.
• Position Aerospike across high-value workloads such as real-time payments, fraud detection, customer 360, personalization, recommendation engines, high-performance caching, AI-driven applications, and real-time analytics, particularly within banking and financial services environments.
• Understand competitive database technologies and effectively position Aerospike against alternative solutions, including Redis, Oracle, DynamoDB, ScyllaDB, and other NoSQL platforms.
• Drive customer evaluations, proof of concepts (POCs), and technical validation processes toward successful commercial outcomes.
• Translate complex technical capabilities into compelling business and financial value propositions.

4. Account Strategy & Sales Execution

• Develop comprehensive account plans, stakeholder maps, competitive strategies, and clear deal-closing plans for strategic opportunities.
• Apply structured sales methodologies such as MEDDPICC, Command of the Message, or equivalent enterprise sales frameworks.
• Maintain strong sales discipline, including opportunity management, CRM hygiene, pipeline reviews, and accurate forecasting.
• Work collaboratively with marketing, business development, solution engineering, alliances, and leadership teams to accelerate opportunity creation and deal progression.
• Engage senior Aerospike executives strategically to strengthen customer relationships and advance critical opportunities.

Qualifications & Experience

Required

• 10–15 years of enterprise technology sales experience, including significant experience in direct enterprise software sales in India.
• Proven success in acquiring new enterprise customers and consistently achieving or exceeding revenue quotas.
• Strong experience selling databases, data infrastructure, cloud platforms, middleware, or other mission-critical enterprise technologies.
• Established relationships with senior technology decision-makers across large Indian enterprises.
• Demonstrated ability to manage complex, multi-stakeholder sales cycles and close high-value enterprise software deals.
• Strong business acumen, commercial negotiation skills, and executive communication capabilities.
• Ability to work independently, demonstrate ownership, and operate effectively in a fast-paced, high-growth environment.
• Strong understanding of enterprise IT architectures, cloud adoption, digital transformation, and modern application infrastructure.

Preferred

• Proven experience selling enterprise technology solutions to Banking, Financial Services, Capital Markets, or FinTech organizations, with established relationships in the BFSI ecosystem.
• Experience selling database technologies, NoSQL platforms, distributed systems, cloud infrastructure, or real-time data platforms.
• Prior experience with companies such as MongoDB, Redis, Confluent, Couchbase, Databricks, Snowflake, Oracle, AWS, Microsoft Azure, Google Cloud, or similar enterprise technology providers.
• Experience successfully displacing incumbent technologies and winning competitive transformation opportunities.
• Familiarity with cloud consumption models, enterprise subscriptions, and marketplace-based commercial transactions.
• Experience working in a global technology company with a high-growth, entrepreneurial culture.