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.