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
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
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