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.

About us 

Welcome to Meesho, where every story begins with a spark of inspiration and a dash of entrepreneurial spirit. We're not just a platform; we're your partner in turning dreams into realities.

Curious about life at Meesho? Explore our Glassdoor - our people have a lot to say and they've helped us become a loved workplace in India.

Our Mission

Democratising internet commerce for everyone — Meesho (Meri Shop) started with a single idea in mind: to be an e-commerce destination for Indian consumers and to enable small businesses to succeed online.

We provide our sellers with benefits such as zero commission and affordable shipping solutions in the market. Today, sellers nationwide are growing their businesses by tapping into Meesho’s large and diverse customer base, state-of-the-art tech infrastructure, and pan-India logistics network through trusted third-party partners.

Affordable, relatable merchandise that mirrors local markets has helped us connect with internet users and serve customers across urban, semi-urban, and rural India. Our unique business model and continuous innovation have established us as a part of India’s e-commerce ecosystem.

Culture and Total Rewards

Our focus is on cultivating a dynamic workplace characterized by high impact and performance excellence. We prioritize a people-centric culture, dedicated to hiring and developing exceptional talent.

Total rewards at Meesho comprise a comprehensive set of elements — monetary, non-monetary, tangible, and intangible. Our 9 guiding principles, or "Mantras," are the backbone of how we operate, influencing everything from recognition and evaluation to growth discussions. Daily rituals and processes like “Problem First Mindset,” “Listen or Die,” our Internal Mobility Program, Talent Reviews, and Continuous Performance Management embody these principles.

We offer competitive compensation — both cash and equity-based — tailored to job roles, individual experience, and skill, along with employee-centric benefits and a supportive work environment. Our holistic wellness program, MeeCare, includes benefits across physical, mental, financial, and social wellness. This includes extensive medical insurance for employees and their families, wellness initiatives like telehealth, wellness events, and fitness-related perks.

To support work-life balance, we offer generous leave policies, parental support, retirement benefits, and learning and development assistance. Through personalized recognition, gratitude for stretched work, and engaging activities, we promote employee delight at the workplace. Additional benefits such as salary advance support, relocation assistance, and flexible benefit plans further enrich the Meesho experience.

At Meesho, we are committed to creating an inclusive and accessible workplace where every individual can thrive. In compliance with the Rights of Persons with Disabilities Act, 2016, we uphold the following principles:

• Equal Opportunity: We ensure that employment opportunities are never denied on the grounds of disability if the candidate is otherwise competent to perform the job.

• Accessible Workplace: Our facilities are designed to be fully accessible, with amenities and assistive devices provided to support differently abled individuals in their work.

• Inclusive Hiring Process: We adopt a transparent and non-discriminatory selection process, including providing application forms in alternate formats and offering reasonable accommodations during interviews upon request.

• Career Growth: We provide adequate training post-recruitment and pre-promotion, with training materials available in accessible formats to enable equal career progression.

• Support & Confidentiality: A dedicated liaison officer/committee addresses concerns and grievances, while maintaining strict confidentiality of disability-related information.

• Awareness & Inclusion: We conduct awareness programs to promote a culture of inclusivity across the organization.

Meesho welcomes applicants and employees of all abilities and is dedicated to fostering an environment where differently abled persons can achieve their full potential.

Know more about Meesho here : https://www.meesho.io/