Sales Excellence(Strategy & Ops) - Paytm - Delhi/NCR
Paytm
Greater Noida, Uttar Pradesh, IndiaPosted 3 months ago
Skill Required
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Key highlights
- Location: Noida
- Required experience: 7–12 years in sales excellence or related fields
- Required degree: Bachelor's in Engineering, Business, Economics, Statistics, or related field (MBA preferred)
- Focus on AI product sales within enterprise and mid‑market segments
- Ownership of sales review cadences, dashboards, and enablement programs
- Strong analytical skills with advanced Excel and CRM platform proficiency
Role overview
Paytm is seeking a Sales Excellence Lead within its Inference and Agentic AI organization to drive sales effectiveness, funnel governance, and sales enablement for AI products. The role collaborates closely with sales leadership, product, business, and marketing teams to improve productivity, strengthen pipeline conversion, and accelerate revenue growth across enterprise and mid‑market segments.
Responsibilities
- Own the operating rhythm for weekly, monthly, and quarterly sales reviews across enterprise and mid market sales teams.
- Track and analyze funnel performance across lead generation, opportunity creation, pipeline progression, proposal conversion, closures, activation, and expansion.
- Identify bottlenecks, conversion leakages, and productivity gaps across sales channels and recommend corrective actions.
- Drive structured opportunity reviews, pipeline reviews, and deal progression reviews with sales leadership.
- Build actionable dashboards and reports highlighting performance against targets, forecast accuracy, and sales productivity metrics.
- Monitor adherence to sales processes, CRM hygiene, and opportunity management standards.
- Analyze sales productivity across teams, geographies, products, and sales channels.
- Conduct win loss analysis and identify patterns impacting conversion rates and sales effectiveness.
- Partner with sales managers to improve funnel conversion, sales velocity, and overall productivity.
- Establish sales scorecards and performance benchmarks across different sales motions.
- Drive structured root cause analysis for underperformance and recommend improvement plans.
- Track effectiveness of interventions and continuously refine sales processes.
- Partner with product, presales, marketing, and business teams to equip sales teams with the knowledge and tools required to sell Paytm AI products effectively.
- Own sales readiness for new product launches, feature releases, pricing updates, and GTM initiatives.
- Develop and maintain sales enablement assets including pitch decks, product overviews, battlecards, case studies, objection handling guides, demo scripts, and FAQs.
- Organize and conduct sales training programs, certifications, workshops, and enablement sessions.
- Ensure sales teams are equipped to articulate product value propositions, use cases, competitive differentiation, and business outcomes.
- Continuously gather feedback from sales teams and customers to improve enablement content and training effectiveness.
- Support sales teams on strategic opportunities by helping structure value propositions, business cases, and customer presentations.
- Work with business, product, and presales teams to address recurring objections and strengthen sales messaging.
- Drive special initiatives aimed at improving adoption of new products, sales motions, or market segments.
- Coordinate cross functional efforts required to improve sales effectiveness and customer acquisition outcomes.
- Support leadership reviews with insights, recommendations, and action plans.
- Build and maintain executive dashboards tracking funnel health, conversion metrics, productivity, and sales performance.
- Develop data driven insights on customer segments, product performance, channel effectiveness, and sales trends.
- Provide regular performance updates to leadership highlighting opportunities, risks, and required actions.
- Support annual planning exercises by providing insights on sales capacity, productivity, and growth opportunities.
- Establish measurement frameworks to evaluate the impact of enablement and sales excellence initiatives.
Requirements
- 7 to 12 years of experience in Sales Excellence, Sales Enablement, Revenue Operations, Business Operations, GTM Strategy, Consulting, or Sales Strategy roles.
- Experience working closely with enterprise sales teams in SaaS, enterprise technology, fintech, CPaaS, CRM, AI, cloud, or software businesses.
- Strong understanding of B2B sales funnels, enterprise sales cycles, pipeline management, and sales productivity metrics.
- Proven experience running sales reviews, performance management processes, and sales enablement programs.
- Experience creating sales training programs, sales collateral, battlecards, playbooks, and product readiness initiatives.
- Strong analytical skills with the ability to convert data into actionable business insights.
- Excellent stakeholder management skills with the ability to influence senior sales leaders and cross functional teams.
- Ability to balance analytical rigor with practical execution.
- High ownership mindset and comfort operating in a fast paced environment.
- Bachelor's degree in Engineering, Business, Economics, Statistics, or a related field.
- Strong analytical skills with advanced proficiency in Excel and presentation tools.
- Experience with CRM platforms such as Salesforce, HubSpot, LeadSquared, or similar tools.
- Strong understanding of sales performance metrics, forecasting, funnel analytics, and productivity measurement.
- Excellent communication, presentation, and training skills.
- Ability to create executive level reports, dashboards, and business reviews.
Nice to have
- MBA preferred.
- Experience with BI tools such as Power BI, Tableau, Looker, or similar platforms.
- Familiarity with AI, SaaS, enterprise software, CRM, marketing automation, or customer engagement platforms.
Additional details
- Location: Noida
- Company: Paytm
- Paytm is a pioneer of digital payments in India, serving over 450 million consumers and 45 million merchants across payments, financial services, and commerce.
- Paytm is building a full stack AI platform focussed on Inference and Agents, enabling large enterprises to deploy AI driven automation across sales, service, operations, and analytics.
- The Inference and Agentic AI team operates as a cross functional unit spanning engineering, product, data science, business management, and sales, and owns the full lifecycle of AI solutions from opportunity discovery to deployment and scale.