Enterprise Sales – India GCCs (AI for AP & Revenue Leakage)

About Discover Dollar

• $450B+ spend analyzed | $1B+ recovered
• >4× ROI typically within 8 weeks
• Risk-mitigated commercial model (pay-after-results)

Role Overview

Key Responsibilities

• Own the GCC market: Target CFO, Finance Ops, Procurement, Shared Services & Controllers across top India GCC hubs. Also influencers like GCC Heads, innovation leaders and AI and Data science leaders to drive interest in AI solution for Finance/AP
• Run complex cycles: Discovery > POC/Pilot > Business Case > InfoSec > Procurement > Contracting (often with global HQ) using MEDDPICC rigor.
• Build pipeline & close: Maintain 3–4× qualified pipeline coverage; deliver consistent new ACV/TCV against quarterly goals.
• Quantify value: Craft ROI narratives tied to overpayment recovery & prevention; secure Finance sign-off and executive sponsorship.
• Orchestrate resources: Partner with pre-sales, delivery, and customer success for rapid time-to-value and referenceability.
• Operate with precision: CRM hygiene, stage exit criteria, mutual close plans, and >90% commit forecast accuracy.

Required Qualifications

• 6–10 years enterprise SaaS/tech/services sales with multi-threaded, complex deals
• Relevant selling experience into India-based GCCs with demonstrable wins
• Consistent 100%+ quota attainment
• Proven POC/Pilot Scale motion and business-case creation with CFO/Finance
• Mastery of MEDDIC / MEDDPICC / Challenger; executive storytelling & negotiation
• Familiarity with InfoSec & Procurement (ISO 27001, SOC 2, DPDP/GDPR, MSA/DPA)
• Based in a major GCC hub; comfortable with frequent in-person meetings and travel

Preferred Qualifications

• Sold into AP/Procurement/Finance domains (recovery audit, spend/AP automation, fintech)
• ERP fluency (SAP/Oracle/Dynamics) and understanding of AI/analytics in finance
• Background in finance, accounting, audit, or procurement operations
• Bachelor’s degree required; MBA is a plus (not required)

Success Metrics (KPIs)

• Quota Attainment: 100%+ of quarterly/annual ACV/TCV targets
• Pipeline Coverage: Maintain 3–4× qualified pipeline-to-quota
• Conversion: POV/pilot win rate, stage conversion, time-to-contract
• Forecasting: >90% accuracy at commit
• New Logos: Net-new GCC wins per quarter; executive references

Compensation & Benefits

• Competitive base + uncapped variable with accelerators; new-logo bonuses
• Hybrid work model; comprehensive health benefits; professional development budget
• Clear path to Director/VP Sales; opportunity to build the India GCC vertical

Why Discover Dollar

• Risk-mitigated commercial model reduces buyer friction
• Proven outcomes: $1B+ recovered; >4× ROI; case studies and references
• Expanding market: 1,700+ GCCs in India with growing mandate for finance transformation
• High-impact seat: Multi-million-dollar deals with Fortune 500 organizations

How to Apply