Manager – GTM & Sales Strategy, Meesho AI Services (MAS)

About the Team 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 GTM generalist who thrives in ambiguity, is genuinely excited about AI-led offerings, and wants to build the full range of enterprise sales skills — with an eye on growing into a closer and sales leader over time, or moving into Business/GTM Operations. Both are real paths from this seat. You own the middle mile of the deal: the stretch between a qualified conversation and a close-ready opportunity. That means deep client discovery, mapping who really decides, understanding how a client's teams actually work today, and making sure the deal never goes cold on your watch — following up, keeping momentum, and setting up the closer to walk into the room fully briefed. Our central team owns top-of-funnel lead-gen, but this isn't a purely inbound or coordination role — you'll still make cold calls and run early client meetings yourself when a deal needs it. A lot of enterprise AI-services deals across this market stall before signature for a simple reason: nobody on the deal ever gets deep enough into the account to know what the client is actually buying, or who really decides. That's exactly the gap this role exists to close — the middle mile is where deals live or die. What You Will Do: 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. What you will need: 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 which box it comes from.