Bhushan Naik

• Leading a high-impact team of 15 Renewal Sales Analysts (RSAs), each managing a portfolio of accounts worth over $20 million in ARR, focused on maximizing retention and minimizing churn across the Avalara customer base. The role involves driving structured renewal processes, enabling proactive customer engagement, and aligning cross-functional teams to protect and grow recurring revenue.
  Key Responsibilities: Team Leadership: Overseeing a 15-member RSA team to ensure timely renewal execution 120+ days in advance for both H1 and H2 periods.
  Revenue Ownership: Managing a renewal pipeline exceeding $300M in annual recurring revenue, with accountability for retention outcomes and expansion opportunities.
  
  Renewal Strategy & Collaboration: Aligning with Customer Account Managers (CAMs) and AE Managers to meet 95%+ AR targets, identify risk segments, and implement revival strategies for high-risk accounts.
  Pricing & Quoting Governance: Ensuring compliance with price lock clauses and discount guidelines; driving accurate quote creation via CPQ, and email-based customer approvals.
  
  Forecasting & Risk Reporting: Delivering monthly MRR forecasts, tracking MoM churn, and providing risk signals to CAM leadership for early intervention.
  Process Excellence & Audit: Conducting regular audits in Salesforce, CPQ, Gong, and Gainsight to ensure renewal pipeline hygiene, and adherence to next-step actions.
  Enablement and Capability Building: Partnering with enablement teams to train RSAs on smart task management, cancellation processes, invoicing, payment workflows, and Gainsight account health scoring.

• Leading sales efforts for WegoPro in the Asia Pacific market, transforming businesses with the right solutions, and bringing extensive experience in sales, business development, and strategic partnerships. Drove growth and expanded WegoPro's footprint across diverse markets in Asia.
• Business Expansion: Established WegoPro as a leading SaaS platform in the region, focusing on simplifying business travel and expense management for companies of all sizes. Spearheaded the opening of the Mumbai office, handling location selection, setup, and operations.
• Client Engagement: Onboarded high-profile clients across sectors, demonstrating the value and efficiency of WegoPro's solutions. Contributed to travel GMV exceeding USD $10 million.
• Event Representation: Represented WegoPro at major industry events, including GBTA Singapore 2023, Tech in Asia - Malaysia 2024, Techsauce Bangkok 2024, The Business Show Asia - Singapore 2024, ITB Asia Travel Tech Singapore, and Switch 2024 Singapore, showcasing platform capabilities to potential clients and industry leaders.
• Client-Centric Approach: Focused on understanding unique client needs, delivering customized solutions aligned with business goals, and driving significant cost savings.
• Leadership and Team Development: Provided leadership to enhance team productivity and morale. Led cross-functional teams to achieve project milestones and deliver high-quality results. Consistently met or exceeded annual performance targets. Collaborated with peers from other departments to drive organizational success. Improved team performance by providing comprehensive training and fostering a collaborative work environment.
• Operational Excellence: Managed budgets effectively, achieving financial objectives while controlling expenditures for the Mumbai office. Boosted team productivity by enhancing performance monitoring and instituting motivational approaches. Reduced costs, optimized resource allocation, and improved efficiency in managing projects.

• Spearheaded business expansion and partnership efforts in the APAC region for an early-stage B2B SaaS startup, Travelstop, leading to a successful acquisition by wego.com.
• Signed deals worth $1.4 million USD in GMV by securing key accounts and scaling the company's revenue streams.
• Developed strategic partnerships to drive growth and establish Travelstop as a key player in the industry.
• 80% Hunting and 20% Farming - with Key accounts such as AEM holdings, BDx World, Olam Agri, Rainforest.life, Ada Asia.

•Pioneered launch of Perform With Music course for Byju's

Future School in July 2021 for North America, achieving over

INR 2.5 crore revenue in first 3 months with 10 sales managers

, resulting in most successful product category.

•Drove month-on-month sales growth exceeding 100% at

product level, with conversion rates over 20%.

•Featured as top sales team lead in US/Canada region across

multiple product categories.

•Managed team of 25 Business Development Associates for

K-12 product category for Byju's, achieving top performance

January-March 2021.

•Led pre-sales team of 30 sales managers, delivering

benchmark productivity of 15 leads per day per manager,

ranking as top team in US market for lead generation and

user experience.

•Recruited, led, and nurtured team of 12 sales managers for

India market (coding category), achieving top performance

July-December 2020.

•Excelled as individual contributor April-June 2020,

generating INR 60 lakh in sales, ranking as highest-

performing sales manager across cohorts.

• Made over 250+ calls per week (50+ connected calls daily) and conducted 6 demos weekly, consistently exceeding sales target of INR 300,000, resulting in award of international trip.
• Built market position by locating, developing, defining, negotiating, and closing business relationships, contributing to overachieving targets.
• Contributed an overall 2Crore in Revenue during the time by exceeding weekly targets.

• Participated in agile development processes, effectively adapting to changing requirements while maintaining high-quality results.