Director – Sales, Meesho AI Services (MAS) | North India

About MAS

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 sales leader who thrives in ambiguity, is genuinely excited about selling AI-led offerings, and can operate at the intersection of AI, services, and enterprise problem-solving. You'll own the NCR region end-to-end — not just the last mile. This is not a role where you wait for a handed-off, qualified deal. Our internal team owns top-of-funnel prospecting, but you're expected to get your hands dirty across the first and middle mile too — opening doors yourself when a target account needs it, staying close to discovery and org-mapping on your region's marquee deals, and not just parachuting in for the close. You're the face of MAS in North India: building trust with CXOs and BU heads, running the room in high-stakes conversations, owning the commercial close, and building the regional team and playbook as you go. A lot of enterprise AI-services deals across this market stall before signature for the same reason: sellers never get deep enough into an account to know what the client is actually buying, or who really decides. Closing that gap — real discovery, real stakeholder mapping, real champions inside the account — is as much a part of this role as the close itself.

What You Will Do

• Own and drive deal closure for MAS's enterprise/mid-market book across NCR — from qualified conversation to signed contract.

• Build and nurture senior relationships with CXOs, BU heads, and key decision-makers as the primary face of MAS in North India.

• Personally lead high-stakes discovery, solutioning, and commercial negotiation on the region's flagship deals — and be willing to self-source, cold-call, or open a door directly when a priority account needs it, rather than waiting only on the central lead-gen team.

• Own pricing strategy and structuring for the region — guaranteed-savings and outcome-based models, slab-based and pilot structures — and negotiate terms to closure while holding the line on our pricing floor rather than discounting to close.

• Map client org structures to identify the true economic buyer, decision-makers, influencers, and blockers — and build internal champions who advocate for MAS when you're not in the room.

• Run structured, MEDDPICC-style account qualification on every live deal, so you have an honest diagnosis of why a deal is stuck rather than just a stage in a pipeline.

• Guide and unblock deals being run by the region's junior GTM talent — reviewing discovery notes, org maps, and pricing approaches, and stepping in directly when a deal stalls.

• Coach and develop junior GTM generalists in the region on discovery, stakeholder mapping, and pricing fundamentals, building a bench for future sales leadership (note: depending on how the team structure evolves, some of these hires may report directly into this role, others into the VP Sales).

• Identify product and service gaps through client conversations and feed insights back to Product, Tech, and Ops.

• Own the demo and proposal narrative for regional deals — refining what we show, how we show it, and why it resonates with senior stakeholders.

• Track competition and market positioning in North India, and adapt the sales/commercial playbook accordingly.

• Represent MAS at regional forums and industry conversations to build brand and pipeline as the region — and your remit — grows.

• drive deal closure for enterprise/mid-market accounts—from qualified conversation to signed contract.

• Build and nurture senior relationships with CXOs, BU heads, and key decision-makers as the primary face of MAS.

• Lead high-stakes discovery conversations, solutioning discussions, and commercial negotiations.

• Own pricing strategy and structuring—outcome-based, slab-based, pilots, risk-sharing models—and negotiate terms to closure.

• Map client org structures to identify true decision-makers, influencers, and blockers, and manage stakeholders accordingly.

• Partner closely with the internal lead-gen/prospecting team to convert qualified opportunities into closed deals.

• Identify product and service gaps through client conversations and feed insights back to Product, Tech, and Ops.

• Own the demo and proposal narrative—refining what we show, how we show it, and why it resonates with senior stakeholders.

• Continuously track competition and market positioning, and adapt the sales/commercial playbook accordingly.

• Bring structured, consultative thinking to each deal rather than a transactional sales approach.

What you will need • 10–15 years of experience in enterprise sales, GTM, or consulting roles, with strong exposure to Indian mid-market/enterprise customers.

• Proven ability to operate a deal end-to-end — comfortable opening a door yourself as well as closing a complex, high-value contract; this is not a pure closer role.

• Background in consulting, strategy, or solution-selling environments preferred — comfort operating as a trusted advisor, not just a vendor rep.

• Demonstrated experience owning commercial/pricing negotiations end-to-end, including outcome-based and risk-sharing constructs, without defaulting to discounting to close.

• Working knowledge of structured account-qualification frameworks (e.g., MEDDPICC), or the instinct to build that discipline for yourself.

• Demonstrated ability to build and sustain relationships with CXOs and senior BU stakeholders.

• Some experience mentoring or informally leading junior talent — you don't need a large prior team, but you should be excited to build one.

• Genuine interest and curiosity in AI and emerging technology — you don't need to code, but you must "get it" and be excited to sell it.

• Excellent oral/written communication — able to create crisp decks, proposals, and structured commercial documents.

• High ownership, executive presence, and the ability to represent the company credibly in the room.

• Comfortable working in ambiguity, without established playbooks, in a 0–1/1–10 business environment.

• Based in or willing to relocate to Delhi NCR.

• 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 marquee brand, or a reputation for excellence in high-stakes, CXO-facing work). We care about the evidence of excellence, not which box it comes from.