MADHAV LAHOTI
Enterprise Sales | Account Management | Business Development | Outbound SaaS, PaaS
Bengaluru
Summary
Results-driven B2B SaaS sales professional with 6+ years of experience in outbound sales, pipeline generation, & stakeholder management. Proven track record in owning full-cycle sales, executing cold outreach, & closing high-value deals across SMB to Enterprise accounts. Adept at GTM execution, co-selling with partners (GitLab, AWS, Grafana), and collaborating with Sales, Product, & Delivery to drive growth. Recognized for exceeding quotas, leading demos, managing forecasts with leaders.
Overview
9
9
years of professional experience
2
2
years of post-secondary education
3
3
Certifications
2
2
Languages
Work History
Associate Manager - Sales Success (Enterprise Sales | Partner GTM)
VivaOps
04.2026 - Current
- Owned outbound and partner co-sall motions (ISV) with GitLab, AWS, and Grafana across Mid-Market & Enterprise accounts, driving $1.5M+ Influenced ARR till date.
- Developed and executed GTM plans with Client Partners and Sales Leadership, aligning on ICP targeting, pipeline hygiene, partner quota contribution, and forecast accuracy.
- Conducted outbound prospecting and demand gen via Linkedin Navigator, ZoomInfo, and Apollo-contributing 30+ New logos (Ignite) and koy client conversions from cold outreach post ignito.
- Led partner sales forecasting calls with internal/external stakeholders; built real-time dashboards tracking active engagement & pipeline, Revenue metrics: ACV, TCV, ARR, MRR, Sourced or Influenced contract value.
- Conducted technical discovery, objection handling, and value articulation through demos and created Account Plane.
- Collaborated closely with Client Partner on crafting SOW/MSA for the Clients, also Sales Engineers and Delivery team to drive customer onboarding.
Account Executive (SMB & Mid-Market)
Adit
05.2023 - 04.2024
- Closed $223K in ARR through discovery-led demos and full-cycle deal ownership.
- Exceeded quotas 90%+ monthly; improved demo-to-close by 15% through tailored objection handling and competitor battlecards.
- Tracked pipeline performance using Salesforce, maintained weekly forecast reports, and aligned with leadership on QQ revenue trends.
- Contributed to onboarding new SDRs, ran weekly sales playbook to improve qualification and cold call conversion metrics.
Founding Sr. Business Development Representative (Data Science)
InterviewBit (Scaler Academy)
09.2022 - 03.2023
- Founding Member-Outbound Sales | Sr. BDR | Team Lead (IC & Leadership Hybrid) for Data Science and Machine Learning pod.
- Surpassed outbound sales initiatives, consistently achieving 185% of quota for over 10 months by onboarding accounts and decision-makers across the US and India through cold calling, email, and LinkedIn.
- Conducted 2+ daily demos with a 60%+ conversion rate (SPIN/BANT), expertly managing a $22.5K+ monthly MRR pipeline.
- Acted as a team lead for 3 SDRs, providing mentorship in onboarding, cold call script development, and objection handling.
- Strategically defined ICP segmentation and collaborated with Sales Leaders to establish the sales strategy for Data Science and ML cohorts.
- Fostered cross-functional partnerships with Renewals and Customer Success to guarantee strong customer retention and drive expansion opportunities.
Inside Sales Manager
Whitehat Jr
07.2020 - 01.2021
- Delivered tailored product demos, managing a high-velocity pipeline, improving deal closure by 15% via walkthrough strategies.
- Handled 85%+ of quarterly quotas with consultative engagement and buyer persona alignment.
Sales & Business Development Executive
Geolife Agritech
08.2016 - 03.2018
- Negotiated strategic vendor partnerships for agricultural inputs, resulting in a 15% Improvement in client satisfaction with organic offerings.
- Crafted targeted pitch strategies for organic fertilizer products, leading to Increased sales conversion and customer retention.
Education
Post Graduate Programme - Management
ICFAI Business School
06.2018 - 05.2020
Bachelor of Engineering - Industrial Engineering
RCOEM, RBU University
Skills
Salesforce
HubSpot
Apollo
LinkedIn Sales Navigator
Jira
Trello
GitLab
Outbound Sales Management
Solution Selling
Partnership Sales
DevSecOps
Cloud Exposure
Client Relationship Management
Cold Prospecting
CXO Engagement
Executive Sales Presentation
Sales Methodologies
Account Management
Client Success
Sales Process Optimization
Contract Life Management
Certification
GitLab Sales Accredited Professional
Timeline
Associate Manager - Sales Success (Enterprise Sales | Partner GTM)
VivaOps
04.2026 - Current
Account Executive (SMB & Mid-Market)
Adit
05.2023 - 04.2024
Founding Sr. Business Development Representative (Data Science)
InterviewBit (Scaler Academy)
09.2022 - 03.2023
Inside Sales Manager
Whitehat Jr
07.2020 - 01.2021
Post Graduate Programme - Management
ICFAI Business School
06.2018 - 05.2020
Sales & Business Development Executive
Geolife Agritech
08.2016 - 03.2018
Bachelor of Engineering - Industrial Engineering
RCOEM, RBU University