Karan Sharma

Market Coverage: SEA, Europe, US, MEA & India

• Enterprise account hunting and revenue opportunity generation across global markets, leveraging ZoomInfo Intent Scoops, intent signals, technographics, technology tracking, and account intelligence to identify active/in-market prospects.
• Conducted account research and ICP/TAM identification, mapping stakeholders and engaging CXOs, VPs, Directors, and decision-makers across sales, marketing, recruitment, and GTM functions to drive tailored engagement.
• Led consultative discovery and product-led conversations, aligning ZoomInfo solutions with business objectives, data needs, sales productivity, and GTM priorities.
• Built account penetration and growth strategies through new buying centers, whitespace identification, multi-team use cases, and tracking former ZoomInfo users/champions to initiate opportunities at their new organizations.
• Managed 60 active enterprise accounts, identifying expansion opportunities, new stakeholders, and additional use cases to increase platform penetration.
• Re-engaged 250+ churn-risk/churned accounts, leveraging account intelligence and stakeholder re-mapping to identify reactivation and new-business opportunities that contributed to revenue recovery.
• Drove upsell, cross-sell, and pipeline generation by identifying customer gaps and positioning relevant ZoomInfo products, modules, and premium capabilities.
• Conducted QBRs and strategic reviews, assessing account health to identify business priorities, adoption gaps, competitive opportunities, and expansion potential, enhancing client relationship management.
• Partnered with Sales, Pre-Sales, Product, and Customer Success to qualify opportunities, develop account strategies, and progress high-value deals through the funnel.
• Maintained SFDC, account intelligence, pipeline, engagement, and opportunity data, ensuring accurate visibility into account penetration and revenue opportunities.

Market Coverage: Southeast Asia (SEA) – Philippines, Indonesia, Thailand & Singapore

• Business development, market penetration, and full-cycle sales across SEA, targeting $100M+ enterprise accounts across Philippines, Indonesia, Thailand, and Singapore for Managed Power BI Services.
• Generated and nurtured MQLs through LinkedIn webinars, knowledge sessions, referrals, and targeted digital outreach, building a qualified enterprise pipeline.
• Conducted account research and consultative discovery with business and technology stakeholders to understand analytics, reporting, data, and operational challenges.
• Engaged CXO, VP, Director, and senior decision-makers, presenting tailored BI solutions and articulating business value, use cases, and ROI.
• Qualified opportunities using BANT methodology, prioritizing high-value accounts and advancing prospects through discovery, demo, proposal, negotiation, and closed-won stages.
• Managed end-to-end opportunity progression, including meetings, solution presentations, proposals, commercial discussions, negotiation, and closure.
• Collaborated with Pre-Sales, Delivery, and technical teams to develop customized solutions and proposals aligned with enterprise requirements.
• Maintained CRM, pipeline dashboards, activity reports, and opportunity tracking, ensuring accurate funnel visibility and sales forecasting.

Market Coverage: Southeast Asia (SEA) & Middle East & Africa (MEA)

• Own business development, TAM/account research, GTM initiatives, and pipeline generation across SEA & MEA, targeting enterprise accounts across Logistics, Retail, FMCG, BFSI, Education, and Technology.
• Participated in People Matters TechHR Singapore, HRX Manila, PMAT HR Tech Thailand, and People Matters EX Indonesia, generating prospect engagement, meetings, and pipeline.
• Managed partner-led events with People Matters, HR Tech, SHRM, and Gartner HR, coordinating booth setup, partner/event-organizer communication, pre-event outreach, on-ground execution, and post-event follow-up against event targets.
• Executed omnichannel prospecting via LinkedIn, Sales Navigator, cold calling, email, and marketing campaigns; mapped RPCs, CXOs, Directors, and key decision-makers.
• Managed the lead-to-SQL lifecycle including prospecting, discovery, meeting setting/execution, follow-ups, and BANT qualification, with qualified opportunities handed over to AEs.
• Built enterprise relationships and delivered consultative SaaS value propositions to senior stakeholders, contributing to market penetration, brand awareness, and new-business development.
• Supported RFP/RFQ and proposal management, coordinating with Sales, Pre-Sales, Product, and internal teams to address customer requirements.
• Maintained CRM, pipeline dashboards, activity reports, and market intelligence to ensure accurate funnel visibility and opportunity progression.

Market Coverage: APAC / SEA & MEA

• Managed quarterly TAM analysis and GTM strategy, identifying target accounts, markets, personas, and opportunities to drive brand penetration and communicate a compelling value proposition.

• Owned B2B SaaS prospecting and pipeline generation across APAC, with a target of 4 SQLs per quarter, using an omnichannel approach across Ameyo, LinkedIn campaigns, cold outreach, LinkedIn posts, email, and cold calling.

• Executed account research, stakeholder/RPC mapping, personalized outreach, meeting setting, and meeting execution with enterprise prospects and key decision-makers.

• BANT-qualified leads and generated SQLs for AE pursuit, providing detailed handovers covering business needs, stakeholders, qualification, and engagement history.

• Built and maintained CRM and lead databases, ensuring accurate pipeline visibility, activity tracking, qualification, and timely follow-up.

• Generated enterprise opportunities through major industry events, including Telecoms World Asia (Thailand), AfricaCom / Africa Tech Festival (Africa), MWC (Spain), and ITW Asia (Singapore).

• Managed prospect and customer relationships across APAC, SEA, and MEA, supporting enterprise business development, account penetration, pipeline growth, and sales-cycle progression.

• Managed B2B healthcare accounts across the US market, supporting healthcare providers in optimizing Accounts Receivable (AR) and collections processes.

• Managed individual client accounts within TFL, ensuring timely resolution of account-level requirements, overpayments, and outstanding balances.

• Reviewed and accurately processed overpayments and account settlements, ensuring data accuracy and adherence to defined processes.

• Monitored and reported daily, weekly, and monthly backlogs, tracking account performance and identifying areas requiring timely action.

• Planned and organized account activities to support higher collections, reduced AR, and improved operational efficiency.

• Addressed client queries and complaints, providing effective resolutions and escalating complex issues to the appropriate stakeholders when required.

• Maintained, analyzed, and published team performance data and operational metrics, supporting a result-oriented approach and informed decision-making.

• Prepared and presented weekly dashboard reports to management, highlighting key performance indicators, backlog status, collection progress, and operational trends.