Santosh K
Summary
Results-driven Account Executive with 8+ years of SaaS sales experience, specializing in cybersecurity and application security solutions. Proven ability to exceed sales targets, build strong client relationships, and drive revenue growth across APAC, India, and the Middle East. Adept at consultative selling, lead generation, and full-cycle sales management.
Overview
2025
2025
years of professional experience
5
5
Certifications
4
4
Languages
Work History
Sales Development Representative
Indusface Pvt Ltd
- Conducted prospecting & list building through online research
- Engaged prospects through targeted email campaigns & LinkedIn outreach
- Led cold calling & discovery, identifying pain points and assessing fit
- Scheduled product demos with key decision-makers
- Assisted Account Executives in deal progression & closures
- Maintained CRM records of leads, contacts, and sales activities
- Refined sales messaging & tactics for higher conversion rates
- Performance: Achieved 133% of pipeline targets, generating meetings and advancing prospects
Account Executive
Indusface Pvt Ltd
01.2023 - Current
- Own the full sales cycle for AppTrana WAF & Web Application Scanner across APAC, India, and the Middle East
- Engage with CXOs & IT leaders, driving enterprise deal closures
- Optimize lead management in Zoho CRM, improving pipeline accuracy and forecasting
- Expand Middle East revenue by collaborating with key partners and closing enterprise deals
- Hands-on experience in SMB (inbound) & Enterprise sales (partner channels)
- Utilize MEDDICC methodology for deal qualification, forecasting, and closures
- Build & execute territory plans, developing an ecosystem of partners and consultants
- Present Indusface's value proposition to C-level executives & corporate decision-makers
- Develop strategic sales plans, managing a high-volume pipeline through execution
- Lead contract negotiations, ensuring customer satisfaction and solution adoption
- FY-23 Performance: Generated ₹2.09 Cr in new & upsell business, achieving 84% of the target
- Closed 66 new logos
- FY-24 Performance: Achieved 100% of revenue targets in Q1, Q2, and Q3
Business Development Manager
Securax Pvt Ltd (Acquired by ADP)
08.2018 - 09.2020
- Sold attendance & workforce management SaaS solutions
- Led B2B prospecting through outbound calls & self-generated leads
- Partnered with channel & HRMS solution providers to drive joint sales initiatives
- Conducted product demonstrations and trained channel partners
- Closed enterprise accounts (1,000+ employees per quarter)
- Managed billing, collections, and full sales cycle
Enterprise Development Manager
ManasIT
06.2017 - 07.2018
- Managed B2B corporate sales for Enterprise, SMBs, and Startups
- Built customer relationships with end-users, purchase teams, and management
- Drove commercial negotiations and closed deals
- Successfully onboarded India’s largest fashion e-commerce & B2B e-commerce enterprises
Education
B.E - Electrical Engineering
Siddaganga Institute of Technology
II PUC - undefined
Sri Sapthagiri PU College
High School - undefined
Kendriya Vidyalaya
Skills
Sales & Business Development
Prospecting & Lead Generation
Consultative Selling & Sales Forecasting
Pipeline & Account Management
Cold Calling & Email Outreach
Negotiation & Deal Closure
Web Application Security (WAF, API Security)
Compliance (PCI-DSS, GDPR, ISO-27001)
CRM Tools (Zoho, HubSpot, LeadSquared)
Vulnerability Scanning & Risk Assessment
DDoS Protection & Threat Intelligence
Certification
MEDDICC Certified
Core Skills
Prospecting & Lead Generation, Consultative Selling & Sales Forecasting, Pipeline & Account Management, Cold Calling & Email Outreach, Negotiation & Deal Closure, Web Application Security (WAF, API Security), Compliance (PCI-DSS, GDPR, ISO-27001), CRM Tools (Zoho, HubSpot, LeadSquared), Vulnerability Scanning & Risk Assessment, DDoS Protection & Threat Intelligence
Timeline
Account Executive
Indusface Pvt Ltd
01.2023 - Current
Business Development Manager
Securax Pvt Ltd (Acquired by ADP)
08.2018 - 09.2020
Enterprise Development Manager
ManasIT
06.2017 - 07.2018
II PUC - undefined
Sri Sapthagiri PU College
High School - undefined
Kendriya Vidyalaya
Sales Development Representative
Indusface Pvt Ltd
B.E - Electrical Engineering
Siddaganga Institute of Technology