Sales Lead – Enterprise, PSU & Infrastructure Business

Company: Hypotenuse Analytics India Pvt. Ltd. Location: Remote Experience: 5–8+ Years Employment Type: Full-Time Leadership Role Function: Enterprise Sales & Business Development Reporting To: Founder & CEO **About Hypotenuse Analytics** Hypotenuse Analytics is a DeepTech company building AI-led solutions across Critical Infrastructure Intelligence, AI-based Structural Health Monitoring, Digital Twins, Surveillance Intelligence and Reality Trust / Deepfake Detection. We work at the intersection of AI, Computer Vision, Infrastructure Intelligence and Digital Transformation, solving high-value problems for enterprises, infrastructure companies, government organisations and PSUs. We are now building our enterprise sales engine and are looking for a high-energy Sales Lead who can own market development, enterprise relationships, revenue strategy and team building. **The Opportunity** This is not a conventional sales job. We are looking for someone who can open doors, build strategic relationships, understand enterprise problems, influence CXO-level stakeholders and convert complex opportunities into large, long-term business engagements. The ideal candidate should already understand how large organisations buy technology and should have meaningful exposure to PSUs, Government organisations, EPC/infrastructure companies, large enterprises and technology decision-makers. Your ability to bring an existing professional network across CIOs, CTOs, CISOs, IT Heads, Digital Transformation leaders, Infrastructure Heads, EPC leadership and senior procurement stakeholders will be a significant advantage. **Key Responsibilities** 1. **Enterprise Business Development** * Build and own the enterprise sales pipeline across India. * Identify and acquire strategic customers across PSUs, Government organisations, EPC companies, infrastructure developers and large private enterprises. * Drive the complete sales cycle from prospecting → CXO meeting → requirement discovery → PoC → commercial proposal → negotiation → closure. * Build large-ticket, multi-year enterprise opportunities. * Develop strategic account plans for high-value customers. 2.**CXO & Strategic Relationship Management** * Develop strong relationships with CIOs, CTOs, CISOs, CEOs, Digital Transformation Heads, Infrastructure Heads and senior government/PSU decision-makers. * Create executive-level conversations around AI, infrastructure intelligence, surveillance, digital twins and critical infrastructure monitoring. * Leverage professional networks to generate qualified enterprise opportunities. * Represent Hypotenuse Analytics in CXO forums, industry events, conferences and strategic meetings. 3. **PSU & Government Business** * Develop business opportunities with Central/State Government departments and PSUs. * Understand enterprise/public-sector procurement processes, RFPs, RFQs, tenders, GeM/e-procurement and system-integrator ecosystems. * Identify opportunities where Hypotenuse solutions can become part of larger infrastructure, technology or digital-transformation projects. * Build relationships with SIs, EPCs, consultants, OEMs and strategic technology partners. 4. **Infrastructure & Enterprise Vertical Growth** Develop focused GTM strategies for sectors such as: * Infrastructure & Construction * Roads & Highways * Railways & Metro * Smart Cities * Airports & Ports * Mining & Tunnelling * Energy & Utilities * Manufacturing * Defence & Strategic Infrastructure * Government & PSUs * Large Enterprise Technology 5. **Sales Strategy & Business Planning** * Develop quarterly and annual sales plans. * Define target accounts, territories, sectors and revenue priorities. * Build accurate pipeline forecasts. * Establish sales KPIs and conversion metrics. * Analyse market trends, competitors and emerging customer requirements. * Work with the Founder/CEO to develop GTM strategy and revenue plans. 6.**Solution Selling** The candidate should be comfortable selling technology outcomes rather than commodities. You will work closely with the technology/pre-sales team to translate customer problems into commercially compelling solutions involving: AI | Computer Vision | Digital Twins | Structural Health Monitoring | Surveillance Intelligence | Deepfake Detection | Critical Infrastructure Intelligence 7. **Team Leadership** * Build and lead the enterprise sales/business development team. * Mentor Sales Managers, BDMs and Account Executives. * Define individual targets and performance metrics. * Establish sales processes, CRM discipline and reporting mechanisms. * Build a high-performance, accountable sales culture. 8. **Commercial Ownership** * Lead commercial negotiations and deal structuring. * Prepare business cases, proposals and executive presentations. * Coordinate with technical, finance, legal and delivery teams for deal closure. * Own revenue forecasting and sales conversion. * Maintain strong focus on revenue, margins, collections and customer expansion. **What We Are Looking For** **Must Have** * 5–8+ years of experience in enterprise B2B technology / solution sales. * Proven experience selling to PSUs, Government organisations, infrastructure companies or large enterprises. * Existing professional network among CIOs, CTOs, CISOs, CEOs, IT Heads or senior business decision-makers is highly desirable. * Experience managing complex enterprise sales cycles. * Strong understanding of consultative and solution selling. * Demonstrated ability to generate new business rather than only manage existing accounts. * Strong business presentation and negotiation skills. * Ability to independently create account strategies and sales plans. * Experience working with cross-functional technical/pre-sales teams. * Strong commercial understanding and executive presence. **Strong Advantage** Experience in selling: * AI / ML solutions * Computer Vision * Cybersecurity * IT Infrastructure * Digital Transformation * IoT / Industrial Technology * Smart Infrastructure * Surveillance / Security Technology * Digital Twins * Engineering / Infrastructure Technology Experience working with EPC companies, infrastructure developers, system integrators, OEMs or technology partners will be highly valued. **The Person We Want** We are looking for a hunter + strategist + relationship builder. **You should be someone who:** * Can walk into a CXO meeting and lead the conversation. * Understands business problems, not just product features. * Has the confidence to build relationships from scratch. * Can convert relationships into qualified opportunities. * Can sell a complex DeepTech solution to a non-technical executive. * Thinks in terms of ₹1 Cr+ opportunities and strategic accounts, not only monthly transactions. * Can build a sales organisation from the ground up. * Is comfortable operating in an early-stage DeepTech environment. * Has the hunger to become a core business leader. **Key Performance Indicators** **Success will be measured through:** Revenue Generated | Qualified Enterprise Pipeline | CXO Meetings | New Strategic Accounts | Deal Closures | Average Deal Size | Sales Conversion | Account Expansion | Strategic Partnerships | Team Productivity **Why Join Hypotenuse Analytics?** This is an opportunity to join at a very early stage of the commercial expansion of an Indian DeepTech company. You will not simply inherit a sales territory. You will help build the territory. You will help build the sales team. You will help define the GTM strategy. You will directly influence the company’s revenue trajectory. Growth & Compensation * Industry-competitive fixed compensation * Aggressive performance-linked incentives * Significant upside for exceptional business performance * Equity / ESOP opportunity for the right candidate * Rapid leadership growth based on demonstrated performance * Direct exposure to Founder/CEO and strategic decision-making * Opportunity to grow into Head of Sales / Business Head / Revenue Leadership **Career Path** Sales Lead → Head of Enterprise Sales → Business Head → Chief Revenue / Commercial Leadership For an exceptional performer, this can become a core leadership position within the company. Ideal Candidate Profile 5–8+ Years | Enterprise Sales | PSU/Government/Infrastructure | CXO Network | Solution Selling | Team Leadership | Business Planning | Large Deal Closure If you already have the relationships, sales maturity and ambition to build a ₹10 Cr → ₹50 Cr+ enterprise business, this role is designed for you. We are looking for builders, not order-takers.