-Dynamic 365 CRM
Rachan Sharma
Key account manager-My Biz@MakemyTrip
Mumbai
Summary
Enterprise SaaS Sales Leader with 6+ years of experience driving B2B revenue growth across travel tech, HR tech - SaaS platforms. Proven success in enterprise account acquisition, strategic upselling, and client retention, consistently exceeding multi-crore annual targets. Adept at leveraging AI-powered sales tools, data analytics, and CRM systems to close high-value deals in competitive markets.
Overview
2026
2026
years of professional experience
Work History
Key Account Manager
Make My Trip
05.2025 - Current
- Driving new client acquisition and enterprise account expansion to fuel year-over-year growth.
- Onboarded 5 enterprise clients in 3 months, generating ~$120K USD GMV.
- Delivered consultative solutions to optimize clients’ travel spend and streamline booking processes.
- Managed end-to-end sales cycles from prospecting to closure and post-sales onboarding.
- Partnered with cross-functional teams to ensure smooth platform adoption and client satisfaction.
Senior Manager -Corporate Sales
Infoedge(Naukri.com)
05.2024 - 05.2025
- Scaled Key/Named account growth and drove new client acquisition across SME & enterprise segments in West India, achieving 100% revenue retention on 400+ accounts.
- Acquired 20 high-value enterprise clients with a combined ACV of $30K USD, through consultative solution selling aligned to client business goals.
- Led and coached a 7-member sales team, implementing territory coverage plans, growth strategies, and performance improvement initiatives.
- Conducted monthly & quarterly business reviews to uncover upsell/cross-sell opportunities and strengthen long-term client partnerships.
- Collaborated cross-functionally with Inside Sales, Solution Design, IT, Legal & Finance to shorten sales cycles and enhance adoption of SaaS solutions.
Business Manager- Corporate Sales
Infoedge-Naukri.com
5 2022 - 05.2024
- Overachieved annual target by 130% (₹8 Cr vs ₹6.2 Cr) while managing 200+ enterprise accounts, including securing 250 billed clients against a 200-client target.
- Directed a 6-member high-performance sales team, focusing on engagement, retention, and capability building through training programs.
- Spearheaded strategic business planning for key accounts, incorporating market insights, competitor analysis, and sales forecasts to capture growth opportunities.
- Managed complex enterprise sales cycles with multiple stakeholders, driving solution adoption and contract renewals.
- Increased account wallet share and product penetration through structured upselling and cross-selling strategies.
Manager- Corporate Sales
Infoedge-Naukri.com
01.2020 - 04.2022
- Delivered 125% of revenue target (~₹4.50 Cr) with consistent YoY growth.
- Increased regional revenue by 25% via acquisition of 120+ named accounts.
- Developed custom sales plans using data from Naukri Talent Pulse to align with client hiring and business goals.
Deputy Sales Manager
New Business, Infoedge, Naukri.com
01.2019 - 01.2020
- Negotiated & closed long-term agreements with new clients in
assigned territory. - Closed ₹0.4 Cr in new business with 120% target achievement in the first year.
Research Analyst
Iresearch Services
01.2015 - 01.2016
- Designed & executed 80+ global surveys with a 20% higher response rate than industry benchmarks.
Education
MBA - Media & Marketing
Welingkar Institute of Management
Mumbai05-2019
Master of Science - Electronics & Telecommunication
Dr. DY Patil College of Engineering
Pune05-2015
Skills
- Enterprise SaaS Sales & Consultative Selling
- Strategic Account Acquisition & Growth
- AI-Powered Sales Enablement (SeamlessAI, ChatGPT, Lavender)
- CRM Platforms: Dynamics 365, Salesforce, Leadsquared
- Negotiation, Objection Handling & C-Level Selling
- Sales Forecasting, Pipeline & Territory Planning
- Client Success & Retention Strategies
- Data Analytics: Tableau
Projects and Achievements
- Sales Excellence Award Q2 FY 24-25
- Top Performer - Naukri Knights Award Q4 FY 22-23
- Top Performer - Naukri Knights Award Q4 FY 21-22
- Top Performer - Naukri Knights Award Q3 FY 20-21
- Top Performer - Naukri Crusader Award Q4 FY 19-20
- Quality champ of the month-I research services FY 15-16
Software
-Microsoft Office Tools
-Tableau
Chat GPT
Leadsquared CRM
Timeline
Key Account Manager
Make My Trip
05.2025 - Current
Senior Manager -Corporate Sales
Infoedge(Naukri.com)
05.2024 - 05.2025
Manager- Corporate Sales
Infoedge-Naukri.com
01.2020 - 04.2022
Deputy Sales Manager
New Business, Infoedge, Naukri.com
01.2019 - 01.2020
Research Analyst
Iresearch Services
01.2015 - 01.2016
Business Manager- Corporate Sales
Infoedge-Naukri.com
5 2022 - 05.2024
MBA - Media & Marketing
Welingkar Institute of Management
Master of Science - Electronics & Telecommunication
Dr. DY Patil College of Engineering
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