Career With Ellume
Manager – Enterprise SaaS Sales
Experience: 5–8 years
Who we are
At Ellume, we are pioneering the future of clean power. We operate across three verticals—Renewable Energy, Independent Power Production (IPP), Engineering, Procurement & Construction (EPC), and Technology—committed to driving innovation across the renewable sector.
Our Technology vertical builds software-driven solutions that help operators maximise the efficiency and compliance of their renewable assets, including Ellume360 (a unified OS for Solar, Wind, and BESS), Ellume VECTOR (physics-aware AI for predictive yield), and Ellume BRIDGE (an automated NERC GADS compliance engine).
We are always looking for talented, motivated people eager to contribute, grow, and make a lasting impact. If you are ready to be part of a forward-thinking team building the future of renewable energy infrastructure, we want to hear from you.
What we're looking for
Build and manage a qualified enterprise pipeline with healthy coverage against ARR targets.
Deliver 8–10 product demonstrations per month to qualified enterprise prospects.
Lead CXO-level sales engagements (CTO, CIO, VP Operations) using a consultative selling methodology.
Structure and negotiate multi-year SaaS contracts (2–3 year terms) with annual pricing escalation clauses.
Drive account expansion within existing clients — upsell, cross-sell, and multi-division rollout.
Maintain disciplined pipeline stages for accurate ARR forecasting.
Collaborate with Product on market feedback, feature prioritisation, and competitive positioning.
Define and execute pricing strategy — tiered pricing, volume discounts, and enterprise licensing.
Own SaaS metrics: ARR, net revenue retention, churn, and ACV trends.
Deliver regular updates to the GM covering pipeline health, win/loss analysis, and ARR trajectory.
Applicant requirements
Based at our Mumbai HQ, with remote flexibility and ~20% travel.
5–8 years of enterprise SaaS sales experience, with a track record of ₹5+ Cr in annual ARR.
Demonstrated ability to close enterprise deals with ACV of ₹50 Lakhs or more.
Experience with full-cycle enterprise sales: prospecting → discovery → demo → POC → negotiation → close.
Strong CXO-level consultative selling skills — MEDDIC, SPIN, or Challenger methodology experience.
Proficiency with Salesforce / HubSpot CRM and pipeline management best practices.
Experience structuring multi-year SaaS contracts with renewal and expansion frameworks.
Ability to collaborate cross-functionally with Product, Customer Success, and Marketing teams.
MBA from a Tier-1/2 institution preferred; B.Tech + MBA is an ideal combination.
Fluent in English.
Nice to have: SaaS sales in energy, cleantech, or industrial technology; selling to Indian enterprise buyers in manufacturing, infrastructure, or utilities; product-led growth (PLG) motions; partner / channel SaaS distribution; fluency in SaaS metrics (ARR, MRR, NRR, CAC, LTV, payback period).