Abhay Kapkoti
New Delhi
Summary
Accomplished professional with expertise in Enterprise SaaS Sales, excelling in both hunting and farming strategies. Demonstrates proficiency in Strategic Account Management, CXO Engagement, and Stakeholder Management, ensuring successful contract negotiation and compliance. Skilled in Sales Pipeline Development, Forecasting, and RFP/Tender Management, with a proven track record of enhancing customer success and retention. Adept at leading sales teams through effective coaching and utilising SaaS Sales Methodologies to drive business growth. Committed to leveraging Business Storytelling and GTM Strategy to achieve strategic objectives.
Overview
9
9
years of professional experience
5
5
years of post-secondary education
1
1
Certification
Work history
Senior Sales Manager
Manupatra Information Solutions Pvt. Ltd.
Noida
01.2022 - 07.2025
- Transferred to lead and scale new SaaS verticals, digitizing complex manual processes for legal teams- contract, compliance, and office management; grew ARR from ₹0.2 Cr to ₹4.5 Cr in 24 months (CAGR ≈182%).
- Closed 50 enterprise deals (₹2L–₹20L TCV) in 2024-25; average cycle 90 days, average deal ₹6L.
- Managed a portfolio of 150+ enterprise accounts (₹3 Cr TCV), driving cross-sell/upsell and 85%+ retention.
- Represented company at national conferences and key product demonstrations across India, generating brand visibility and new enterprise leads.
- Orchestrated InfoSec/RFP reviews for BFSI & PSU clients (SEBI audits, ISO 27001).
- Partnered with cross‑functional squads—product, engineering, QA, customer success, marketing, and executive leadership—to shape roadmap features and elevate overall client experience.
Sales Manager
Manupatra Information Solutions Pvt. Ltd.
04.2020 - 12.2021
- Annual quota: ₹1.5 Cr | FY21 attainment: 90% | 2-year avg.: 80%.
- Added ₹1.5 Cr new ARR across 400+ accounts; YOY growth 20%.(Avg 0.20L – 1L)
- Conducted webinars and demos at NLUs, Central Universities, Stanford University (Online), and NELLCO (Online).
- Partnered with marketing on GTM campaigns, expanding corporate & government market.
Assistant Sales Manager
Manupatra Information Solutions Pvt. Ltd.
05.2017 - 03.2020
- Annual quota: ₹.75 Cr | FY20 attainment: 90% | 3-year avg.: 115%.
- Averaged 115% of quota; generated ₹0.75 Cr net-new ARR across three fiscal years.
- Built referral engine contributing 30% of pipeline.
- Onboarded and trained 100+ new clients, ensuring high adoption rates.
- Conducted door‑to‑door cold calling across Delhi‑NCR, generating the first 25 SME leads and seeding early pipeline.
Co-Founder/Business Development Lead
Uttarakhandli Internet Services
03.2016 - 05.2017
- Bootstrapped eco-tourism marketplace to 40+ partner listings and hosted guest to show local heritage.
- Executed a buy-grow-flip strategy for web assets—acquired under-performing sites, expanded their organic traffic through SEO and content optimization, boosted revenue via ads and affiliates, and sold each property at a premium.
Education
Five Years Integrated MBA Course - Finance & Marketing
Kumaun University
Nainital, Uttarakhand 05.2011 - 07.2016
Intermediate - undefined
Amtuls Public School
Skills
- Enterprise SaaS Sales (Hunting & Farming)
- Strategic Account Management
- Product presentation
- CXO Engagement & Stakeholder Management
- Contract Negotiation & Compliance
- Sales Pipeline Development & Forecasting
- RFP/Tender Management
- Sales Team Leadership & Coaching
- SaaS Sales Methodologies
- Business Storytelling & GTM Strategy
- Customer Success & Retention
Certification
- Salesforce Essentials
- Project Management Reinvented
- AI for Everyone
Affiliations
- Marathon running & high-altitude trekking • Avid reader of business and psychology non-fiction • Regular listener to SaaS and tech podcasts • AI enthusiast
Timeline
Senior Sales Manager
Manupatra Information Solutions Pvt. Ltd.
01.2022 - 07.2025
Sales Manager
Manupatra Information Solutions Pvt. Ltd.
04.2020 - 12.2021
Assistant Sales Manager
Manupatra Information Solutions Pvt. Ltd.
05.2017 - 03.2020
Co-Founder/Business Development Lead
Uttarakhandli Internet Services
03.2016 - 05.2017
Five Years Integrated MBA Course - Finance & Marketing
Kumaun University
05.2011 - 07.2016
Intermediate - undefined
Amtuls Public School
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