HubSpot
Neelima Tiwari
Associate Director - Enterprise Sales
Gurgaon,HR
Summary
Revenue and GTM leader with deep expertise in enterprise SaaS sales, global market expansion, and strategic partnerships. Generated $5M+ in revenue contributing ~40% of total company ARR at Spyne, while owning a $3M quota and leading a 10-member sales pod.
Track record of acquiring and scaling enterprise accounts across the US, EU, and UK, including Top 150 automotive dealer groups and Fortune 500 companies, while driving cross-functional collaboration with Product, Marketing, and Engineering to influence roadmap and GTM strategy.
Known for building scalable revenue engines in fast-growing SaaS companies by combining enterprise deal execution, strategic partnerships, and customer-led product innovation.
Overview
8
8
years of professional experience
Work History
Associate Director Enterprise Sales
Spyne AI
09.2023 - Current
- Generated $5M+ in net new revenue, contributing ~40% of the company’s total revenue, making me one of the largest revenue contributors in the organization.
- Own a $3M annual quota while leading enterprise sales across the US, and driving sales initiatives in the EU and UK markets, expanding the company’s international footprint.
- Acquired and expanded enterprise accounts including Top 150 automotive dealer groups and Fortune 500 automotive retailers, structuring multi-store SaaS deployments and long-term commercial partnerships.
- Lead a revenue pod of 10 Account Executives and SDRs, driving pipeline generation, deal strategy, and revenue execution across complex enterprise opportunities.
- Closed and scaled high-value enterprise contracts, enabling multi-location rollouts across automotive dealer networks and marketplaces.
- Partner closely with Product and Engineering to translate enterprise customer feedback into high-impact feature development and product roadmap decisions.
- Collaborate with Marketing on go-to-market strategy and execution, shaping messaging, positioning, and demand generation for the automotive dealer ecosystem.
- Develop and manage strategic partnerships and affiliate channels, onboarding ecosystem partners to expand distribution and accelerate enterprise adoption.
- Act as a cross-functional leader across Sales, Product, Marketing, and Partnerships, ensuring customer insights inform product innovation and scalable revenue growth.
- Operate in a high-growth startup environment, balancing individual revenue ownership, team leadership, and strategic company-building initiative
Client Growth Partner
Marketsandmarkets Pvt Ltd
05.2023 - 08.2023
- Closed $30K in new business within the first 4 months, driving revenue through enterprise research and advisory solutions for B2B clients.
- Led a small revenue pod of 2 SDRs, overseeing pipeline generation, prospecting strategy, and early-stage deal qualification.
- Collaborated closely with Marketing to support go-to-market initiatives, aligning outreach strategies with targeted industry segments and demand-generation campaigns.
- Partnered with Customer Success teams to identify expansion opportunities across existing accounts, enabling upsell and cross-sell of research subscriptions and advisory services.
- Managed full-cycle sales engagements, from prospecting and discovery to deal closure, while strengthening relationships with enterprise stakeholders.
- Operated at the intersection of Sales, Marketing, and Customer Success, ensuring alignment across acquisition and expansion revenue streams.
Associate Account Executive
Spyne AI
12.2021 - 03.2023
- First sales hire after the Head of Sales, helping lay the foundation of the company’s early sales motion and revenue processes.
- Owned the complete sales cycle (full-cycle AE) — from prospecting and discovery to negotiation and closure — across international markets.
- Generated $200K in revenue within 1.5 years, driving new business across Europe, Southeast Asia, and India.
- Managed both account acquisition and expansion, balancing new logo hunting with account farming to maximize customer lifetime value.
- Started with only 3 initial accounts and scaled the customer base, contributing to early market validation and revenue growth for the company.
- Sold AI-powered SaaS solutions to automotive and digital commerce businesses, developing deep expertise in solution selling and consultative sales.
- Gained exposure to GTM engineering and early-stage revenue strategy, working closely with leadership to refine sales playbooks, positioning, and customer targeting.
- Built strong cross-functional collaboration with Product and Engineering, translating customer requirements into product insights during the company’s early growth phase.
Key Account Manager
Growthmaximisers Pvt Ltd
01.2021 - 12.2021
- Closed ₹35L+ in revenue per quarter through a combination of new business acquisition (hunting) and account expansion (farming) across high-growth technology and consumer brands.
- Managed and grew strategic enterprise accounts, working with clients including **Zomato (Eternal), Zepto, Goodera, Hiver, Noise, and Park+.
- Led end-to-end client engagement, balancing revenue ownership, account management, and operational delivery to ensure successful execution of client programs.
- Managed internal delivery and operations, coordinating cross-functional teams to ensure timelines, quality standards, and customer expectations were consistently met.
- Led a team of 3 associates, overseeing project execution, account servicing, and day-to-day client communication.
- Strengthened long-term enterprise relationships, driving repeat business and account expansion through proactive engagement and value delivery.
- Operated at the intersection of Sales, Operations, and Client Success, ensuring both revenue growth and high customer satisfaction across key accounts.
Assistant Manager Sales
Corporatedge Serviced Offices
03.2020 - 08.2020
- Drove enterprise workspace solutions sales by partnering with leading commercial real estate advisory firms including CBRE, JLL, and Cushman & Wakefield, expanding the company’s referral network and client acquisition channels.
- Developed strategic broker relationships, enabling a consistent pipeline of corporate clients seeking flexible office and managed workspace solutions.
- Managed end-to-end client engagements, from requirements discovery and solution design to contract negotiations and onboarding.
- Collaborated with internal operations and facility teams to ensure seamless delivery of workspace services and high client satisfaction.
- Supported revenue growth through a partnership-led sales model, strengthening the company’s presence within the commercial real estate ecosystem.
Business Development Executive
The Palms Town & Country Club
05.2018 - 02.2020
- Promoted from Management Trainee to Business Development Executive, recognizing early performance and ability to drive new business.
- Generated ₹10–15L in average monthly revenue through corporate partnerships, event sales, and membership-driven engagements.
- Acquired and managed enterprise clients, onboarding organizations including Philips, Willis Towers Watson, Samsung, Gartner, and National Geographic.
- Developed and executed corporate outreach strategies, building a strong pipeline of enterprise clients for events, memberships, and corporate engagements.
- Managed end-to-end business development cycles, from prospecting and relationship building to contract negotiation and account servicing.
- Built foundational experience in enterprise sales, client relationship management, and revenue generation, laying the groundwork for a career in B2B sales and strategic account growth.
Education
Bachelor of Science - Hospitality Administration And Management
IHM Lucknow
Lucknow 04.2001 -
Skills
Enterprise Sales:Enterprise SaaS Sales, Strategic Account Management, Complex Deal Negotiation, Global Sales (US/EU/UK), Pipeline & Forecast Management
Revenue Leadership:Sales Team Leadership, SDR Development, Territory Planning, Quota Ownership, Performance Management
GTM Strategy:Go-To-Market Strategy, Market Expansion, Pricing & Packaging, Demand Generation Alignment
Cross-Functional Leadership:Product Roadmap Influence, Strategic Partnerships, Customer Insight Translation, Stakeholder Management
Software
LinkedIn Sales Navigator
Zoominfo
Apollo
HubSpot Marketing Hub
Slack
Asana
Notion
Timeline
Associate Director Enterprise Sales
Spyne AI
09.2023 - Current
Client Growth Partner
Marketsandmarkets Pvt Ltd
05.2023 - 08.2023
Associate Account Executive
Spyne AI
12.2021 - 03.2023
Key Account Manager
Growthmaximisers Pvt Ltd
01.2021 - 12.2021
Assistant Manager Sales
Corporatedge Serviced Offices
03.2020 - 08.2020
Business Development Executive
The Palms Town & Country Club
05.2018 - 02.2020
Bachelor of Science - Hospitality Administration And Management
IHM Lucknow
04.2001 -