Aditya Dhanwar
Summary
Results-driven B2B SaaS sales professional with over 5 years of experience in the North American market. Expertise in engaging decision-makers in finance, accounting, and operations to address compliance challenges with tailored SaaS solutions. Achieved 130% of a $600K ARR target last year, along with securing the largest deal valued at $96K.
Overview
6
6
years of professional experience
Work History
Account Development Representative
Avalara
10.2023 - Current
- Responsible for the end-to-end sales cycle for SMB and Mid-Market US industries, from prospecting and discovery to commercial discussions and deal closure.
- I make cold outbound through telephone, email and LinkedIn with KPIs of 40 calls and 40 emails on daily basis.
- Conduct 15-20 new product demos per month which are acquired through outbound and inbound channels.
- I manage a pipeline of 40-50 active opportunities, progressing deals through discovery, Demo, negotiation, and close stages.
- Collaborate with marketing and product teams to refine messaging based on customer feedback.
- Used Salesforce, Outreach, Gong, ZoomInfo, and LinkedIn Sales Navigator to manage pipeline, prospect engagement, and sales activity tracking. And Ai tools such as ChatGPT, Glean, N8n.
- Exceeded annual sales targets by achieving 130% of a $600K ARR in 2025 through effective solution selling and deal management with deal of $96K.
- Currently trending at 113% YTD.
- A Certified Mentor for new sales hires, supporting onboarding, discovery frameworks, and quota ownership.
Founding Business Development Representative (Full-Cycle Role)
Engagedly Pvt. Ltd.
09.2022 - 09.2023
- Owned the end-to-end sales cycle for SMB and Mid-Market US customers, from prospecting and discovery to commercial discussions and deal closure.
- Conducted discovery calls with Directors, VPs, and CXOs, positioning Engagedly's Mentoring Complete SaaS platform.
- Led product demos, objection handling, pricing negotiations, and contract execution.
- Closed 15 deals totaling $255K ARR, contributing directly to early-stage revenue growth.
- Built and scaled the outbound sales motion, contributing to the company's sales playbook and processes.
- Maintained a robust pipeline using value-based prospecting and follow-up strategies.
- Leveraged tools including HubSpot, LinkedIn Sales Navigator, ZoomInfo, Apollo, Navattic, and Hunter.io.
Business Development Executive
Futurism Pvt. Ltd.
03.2022 - 09.2022
- Generated and qualified inbound and outbound leads for US-based clients using BANT qualification frameworks.
- Nurtured opportunities through consistent follow-ups to maintain pipeline velocity and engagement.
- Conducted market research and account mapping to identify new growth opportunities.
- Maintained CRM hygiene and opportunity tracking to support pipeline forecasting.
Business Development Executive
Indovance Inc.
01.2021 - 03.2022
- Conducted outbound prospecting through cold calls, emails, and LinkedIn outreach to generate new business opportunities.
- Participated in discovery meetings and communicated the value of Indovance solutions to prospects.
- Pricing negotiations and proposal development.
- Utilized LinkedIn Sales Navigator, ZoomInfo, Hunter.io, and Zoho CRM for prospecting and lead management.
- Collaborated with the team to execute sales strategies and achieve revenue targets.
- Successfully generated leads and contributed to the expansion of the client base.
- Responsible for creating Work order forms and getting requirements from the clients.
Education
MBA - Marketing Management
Institute of Management Studies
05-2019
Bachelor of Science - Computational Science
BHPE Society's Ahmednagar College
06-2017
Skills
- Cold calling and outbound email
- Discovery and needs analysis
- Product demonstrations and value storytelling
- Pipeline management
- Deal negotiation and progression
- Solution selling
- Mentorship and coaching
- Full-cycle sales
- SaaS selling strategies
- Cross-functional collaboration
- Strategic prospecting and follow-ups
- Salesforce, hubspot and Zoho CRM expertise
- LinkedIn Sales Navigator proficiency
- Apollo and ZoomInfo utilization
- Navattic and Hunterio experience
- Outreach and 6sense tools
Accomplishments
- Consistently exceeded sales targets across multiple SaaS organizations.
- Proven success engaging and influencing senior decision-makers in U.S. SMB & Mid-Market.
- Recognized for strong communication, discovery depth, and consultative selling approach.
- Contributed to process building and mentoring, beyond individual quota performance.
Tools And Technology
- Salesforce
- HubSpot
- Zoho CRM
- LinkedIn Sales Navigator
- Apollo
- ZoomInfo
- Navattic
- Hunter.io
- Outreach
- 6sense
Timeline
Account Development Representative
Avalara
10.2023 - Current
Founding Business Development Representative (Full-Cycle Role)
Engagedly Pvt. Ltd.
09.2022 - 09.2023
Business Development Executive
Futurism Pvt. Ltd.
03.2022 - 09.2022
Business Development Executive
Indovance Inc.
01.2021 - 03.2022
MBA - Marketing Management
Institute of Management Studies
Bachelor of Science - Computational Science
BHPE Society's Ahmednagar College