Gaurav Sule
Mumbai
Summary
A growth and revenue leader with over 15 years of experience building and scaling sales, partnerships, and client success teams across accounting, outsourcing, research, and professional services. I’ve built go-to-market engines from the ground up, worked closely with HNI and Tier-1 clients, and led complex, high-value deals across global markets.
I’m known for working shoulder-to-shoulder with CXOs to position global delivery models as long-term growth partners, not just service providers. My strength lies in combining strategy with execution thus shaping enterprise sales motions, managing key accounts, leading RFPs and bids, and guiding cross-functional teams through every stage of the deal lifecycle.
What sets me apart is a practical, market-driven approach that turns insight into action, helping organizations build multi-year partnerships, drive sustained growth, and deliver outcomes that truly matter.
Overview
18
18
years of professional experience
1
1
Certification
Work History
Sr. Manager - Client Success, Growth & Partnership
befree Global (SuperRecords Pty Ltd)
Mumbai
11.2023 - 11.2025
- Built and scaled the sales function from inception by recruiting, onboarding, and leading a team of 8 BDEs,
AMs, and BDMs; significantly improved onboarding efficiency and consistently delivered against revenue targets. - Drove sustained target achievement through structured coaching, performance reviews, and capability development frameworks.
- Conduct market research and analysis to identify emerging trends, competitive threats, and growth opportunities.
- Executed multi-channel outreach strategies (calls, LinkedIn, industry events) to build a high-quality pipeline and accelerate conversions, exclusively focusing on HNI/Tier-1 firms.
- Delivered compelling sales presentations, proposals, and solution demonstrations to strengthen firms value proposition and support enterprise deal closures.
- Established strong, trusted relationships with CFOs, Partners, and senior leaders across Finance & Accounting Sector.
- Collaborated closely with marketing, delivery, and cross-functional stakeholders to align go-to-market strategies and ensure seamless client onboarding and transition.
- Managed end-to-end proposal creation. Owned the bid lifecycle from opportunity qualification and win strategy to solution design, pricing alignment, and final submission.
- Led complex commercial negotiations and closed deals with global accounting and bookkeeping firms, including owning and closing the organization’s largest deal to date, setting a new benchmark for deal size, commercial complexity, and senior stakeholder engagement.
- Prepared sales presentations for clients showing success and credibility of solutions we offered.
- Provided data-driven insights and forecasts through CRM reporting to support leadership decision-making and revenue planning.
- Devised marketing plans using digital strategies, print advertising, and word of mouth tactics.
- Deployed well-coordinated campaigns, events and public relations strategies to promote brand.
- Created content and promotional materials to drive engagement and conversions.
- Coordinated with design and media teams to develop high-quality creative assets.
- Represented the organization at industry events across Australia, enhancing brand visibility, strengthening market presence, and driving lead generation.
- Led the launch of the US service line and planned booth execution at the Global F&A Event at Las Vegas.
Client Growth Partner - Channel Partnerships
MarketsandMarkets Research Pvt Ltd
Mumbai
09.2022 - 10.2023
- Developed and executed targeted sales and marketing campaigns to drive lead generation and boost
channel engagement. - Coached and mentored partner teams to strengthen their sales capabilities and support joint go-to-market
execution. - Built and expanded revenue through strategic, mutually beneficial partnerships with key channel partners.
- Supported partners in selling, implementing, and servicing offerings to ensure strong client satisfaction and
retention. - Led sales planning, account development, and negotiation efforts to grow existing partnerships and secure
new accounts. - Maintained transparent communication with clients to align solutions with evolving business needs.
- Identified new customers through pipelining, pre-qualification and territory analysis and management.
- Identified new opportunities through pipeline development, pre-qualification, and effective territory management.
- Strengthened market reach by fostering productive, strategy-aligned relationships with channel partners.
- Owned the end-to-end RFP lifecycle for enterprise and strategic opportunities.
- Crafted compelling executive summaries, solution narratives, and value propositions aligned to client priorities.
- Ensured full compliance with bid guidelines, evaluation criteria, and submission timelines.
- Built and maintained a central bid repository, case studies, and reusable content.
- Led cross-functional coordination across sales, delivery, finance, legal, and leadership to gather inputs and ensure timely submissions.
- Consistently delivered revenue in line with MnM’s sales targets with a strong focus on net-new logo acquisition.
- Identified C-suite and senior executives through a consultative approach to align solutions with business
challenges. - Owned the full sales cycle from prospecting to closure, ensuring achievement of assigned quotas.
Business Development Manager
befree Global (SuperRecords Pty Ltd)
Mumbai
10.2019 - 08.2022
- Consistently achieved and exceeded sales targets through strategic lead generation, proactive outreach, and
strong pipeline management. - Led outbound prospecting efforts including cold calls, email campaigns, and networking to build a
high-quality sales funnel. - Collaborated with and coached a Business Development Executive to strengthen outreach, meeting booking,
and pipeline development. - Developed strong expertise in core services to independently qualify prospects and align solutions with client
needs. - Managed the full sales lifecycle from prospecting and qualification to proposal creation, negotiation, and
contract closure. - Partnered with cross-functional teams and senior leadership to tailor solutions and support key stages of the
sales process. - Provided detailed inputs for proposals, including prospect briefs, service scope, pricing terms, and special
conditions. - Maintained accurate CRM records across pipelines, forecasts, and client interactions to support data-driven
decision-making. - Ensured clear, transparent communication with clients around timelines, deliverables, and expectations.
- Identified additional business opportunities and communicated to team.
- Identified upsell and cross-sell opportunities within existing accounts and coordinated with internal teams to maximize value.
- Contributed to marketing strategies and sales plans to enhance brand visibility and improve lead conversion.
- Oversaw the client journey from first contact to onboarding, ensuring a seamless transition and high satisfaction.
- Conducted continuous market and competitor research to uncover new business opportunities and refine
go-to-market strategy. - Supported organizational growth by driving change initiatives and implementing performance-focused sales
practices.
Sales Development Manager
Aranca Mumbai Pvt Ltd
Mumbai
07.2018 - 10.2019
- Conducted targeted market research using industry networks and LinkedIn to identify high-potential leads
and emerging trends. - Engaged senior decision-makers to secure meetings and unlock new business opportunities.
- Managed CRM systems to track lead movement, market insights, and client interactions.
- Approached clients with tailored, data-driven solutions aligned to their industry needs.
- Drove solution-based selling through consistent, consultative follow-ups and value-led conversations.
- Coordinated client discussions with delivery/operations teams to ensure smooth project progression and handover.
- Built a strong referral network to support continuous pipeline growth.
- Identified upsell and cross-sell opportunities within existing accounts.
- Strengthened account penetration and retention by engaging wider client stakeholders.
- Set and achieved account growth targets with measurable business development results.
- Executed end-to-end consultative sales for syndicated and customized B2B research offerings.
- Maintained strong focus on revenue growth and performance optimisation across engagements.
- Worked closely with senior leadership to enhance business processes across functions.
- Developed skills on, seeking and providing information to help companies determine their position in the marketplace and also collect and analyze data on customer demographics and preferences.
- Demonstrated strong industry knowledge, market orientation, and a client-centric approach to consistently
exceed sales goals.
Senior Associate – Escalations & Team Manager
Sutherland Global Services
Mumbai
03.2011 - 07.2018
- Led a 14+ member Dell South Asia support team, managing daily task allocation based on ticket volume and priority
to ensure optimal performance. - Conducted daily team meetings to plan activities, assign responsibilities, and ensure SLA adherence.
- Delivered regular training on Dell process updates to maintain quality and timely implementation.
- Identified and triggered escalations as per defined criteria, ensuring quick resolution of critical incidents.
- Coordinated with different departments involving incident owners, problem managers, and SMEs to resolve
high-impact issues. - Set accurate customer expectations, led incident reviews, and ensured high satisfaction throughout the
escalation cycle. - Worked directly with enterprises to define escalation plans and planned resourcing accordingly.
- Initiated hierarchical escalations involving senior leadership to accelerate resolutions.
- Maintained detailed documentation of metrics, action items, and outcomes in CRM.
- Presented performance metrics and root cause analyses to clients to drive continuous improvement.
- Ensured proper post-resolution monitoring and closed escalations only after full client sign-off.
- Refined escalation workflows based on lessons learned to improve incident response and reduce recurrence.
Customer Service Officer
Citi Group
Mumbai
02.2008 - 12.2008
- Handled inbound calls with the objective of collecting delinquent accounts
- Researched, analyzed, and settled customer billing disputes
- Developed new processes to reduce aged accounts from up to 120 to 0 days
- Negotiated settlements and established promise to pay
- Adapted to changes at work (products, services, policies).
- Advised debtors on payment options and set up payment plans.
- Reasoned with customers and attempted to negotiate full balance payments.
Education
MBA - International Business
Sikkim Skill Univerity
Bachelors - Commerce
Karnataka State Open University
2010
HSC -
Indian Council of Senior Secondary
Mumbai2007
Skills
- Sales leadership
- Lead generation
- Profit and revenue-generating strategies
- Performance goals
- Sales and market development
- Multidisciplinary team leadership
- Rapport and relationship building
- Client relations
- Strategic account development and management
- Closing tactics and contract negotiations
- End-to-End Project management
- Strategic Planning
Certification
Six Sigma - Yellow Belt - Jan 2018
Dell Hardware NHT - July 2011
Additional Information
- SPOT Award (Most hardworking & passionate) FY21-22 - BeFree Business Resourcing LLP
- SPOT Award (Most hardworking & passionate) FY20-21 - BeFree Business Resourcing LLP
- Bright Beginner FY19-20 - BeFree Business Resourcing LLP
- Top Inside Sales Associate for Q1FY19 - Aranca
- Best Resolution Expert Award Q3FY17 - Dell
- Best Resolution Expert Award Q2FY17 - Dell
- Best Resolution Expert Award Q4FY16 - Dell
- Extra Mile Award Q3FY15 - Dell
- Top Associate FY15 - Dell 1st Runner Up Associate Q4 FY15 - Dell
Business Visits
Melbourne and Sydney, Australia | befree Global (SuperRecords Pty Ltd) | 16 March 2024 – 29 March 2024
➢ Conducted multiple face-to-face client meetings in Sydney and Melbourne to review ongoing engagements, strengthen client relationships, and explore future collaboration opportunities.
➢ Represented SuperRecords at the Accounting Business Expo 2024 in Melbourne, engaging with industry professionals, accounting technology providers, and potential business partners.
➢ Participated in the SMSF Auditors Event 2024 in Sydney, gaining valuable insights into regulatory updates, audit technologies, and market trends in the Australian superannuation sector.
Sydney, Australia | Befree Global (SuperRecords Pty Ltd) | 15 June 2024 – 22 June 2024
➢ Attended a series of client meetings focused on account growth, service optimization, and long-term partnership planning. Represented SuperRecords at the ACE 2024 (Accounting, Consulting & Excellence) Event in Sydney, facilitating strategic networking and knowledge-sharing with key players in the accounting and consulting industry.
➢ Explored emerging trends in accounting software, workflow automation, and digital transformation to enhance SuperRecords offerings and client value proposition.
➢ Engaged with both existing and prospective clients to gather feedback, identify pain points, and assess opportunities for expanding service delivery and operational efficiency.
★ Having a valid Australian Business Visitor Visa (subclass 600) until Feb 2029
Timeline
Sr. Manager - Client Success, Growth & Partnership
befree Global (SuperRecords Pty Ltd)
11.2023 - 11.2025
Client Growth Partner - Channel Partnerships
MarketsandMarkets Research Pvt Ltd
09.2022 - 10.2023
Business Development Manager
befree Global (SuperRecords Pty Ltd)
10.2019 - 08.2022
Sales Development Manager
Aranca Mumbai Pvt Ltd
07.2018 - 10.2019
Senior Associate – Escalations & Team Manager
Sutherland Global Services
03.2011 - 07.2018
Customer Service Officer
Citi Group
02.2008 - 12.2008
Bachelors - Commerce
Karnataka State Open University
HSC -
Indian Council of Senior Secondary
MBA - International Business
Sikkim Skill Univerity