Summary
Overview
Work History
Education
Skills
Software
Timeline
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Varun Kaushal

Varun Kaushal

Sales Leader
Bangalore

Summary

Enthusiastic professional with 12+ years of diverse industry experience in Sales & Strategic Account Management in Fintech, SaaS (Digital Transformation, Traveltech), Consulting , Online Workspace Solutions.

Experience Details:

Expertise in scaling business Zero to One, One to Ten growth stage (Razorpay, WeWork & RateGain)

Maximum Team Size Handled - 20

Geography - India, North America, EMEA & APAC

Sales Methodologies Used - MEDIPPIC, Solution Selling, SPIN & ABS

Last 3 Years Quota Achievement - Yr1 140%, Yr 2 207%, Yr 3 170%

Industry Focus (Main Buyer) - IT Consulting, Health-tech, Fintech, Travel- Tech, SaaS, Aero-space & Defence, Logistics & Supply Chain, Digital Lending, Online Gaming, Automotive Manufacturer, Consumer Elec, Auto Insurance, Edtech, Ecommerce & Manufacturing.

Persona - C-Suite, SVP, VP, Director ( IT , IoT, Digital Experience, Pricing, Revenue, L&D, Finance, Business Strategy,)

Overview

14
14
years of professional experience
5
5
years of post-secondary education

Work History

Functional Head, Associate Director Growth

Razorpay
Bangalore
12.2021 - 04.2023

Roles & Responsibilities

  • Leading growth for RazorpayX neobanking and capital lending products for named accounts Mid-market & SME.
  • Build customer experience strategy - PAN India
  • Key metrics - CSAT, NPS, Retention, Cross sell & Upsell

Key Achievements

  • CSAT score improved by 120% in FY ’23. Led 2x increase in NPS score for online and offline users.
  • Balance Growth from 120 Cr to 550 Cr, 4.5x growth in GMV volumes. 150% growth in our lending business, 130% overall achievement against set annual quota for FY ’23
  • Main Buyer - JSW Steel, Gameskraft, Smart Coin, Housing, Magic Bricks, Third Unicon, Zepto, Ola Electric, Shiprocket & Nykaa.

Associate Director - Strategic Account Management

Whatfix
Bangalore
08.2020 - 12.2021

Roles & Responsibilities

  • Lead growth for Enterprise Portfolio in NA, EMEA & India
  • Drive Go to Market strategies to penetrate within large enterprises.
  • Team Size Handled - 3 AE, 1 Sr AE

Key Achievements

  • Achieved 105% of overall quota in Q1, Q4 2020, 100% in Q2 2021
  • Closed ELA in FY 2021, resulting in 1.2 Million USD revenue
  • Main Buyer - United Parcel Service, GEICO, DaVita, Bausch Lomb, Triumph Group, Humana & Hollister Incorporated

Associate Director, Commercial Advisory

Savills India
Gurgaon
06.2019 - 07.2020

Roles & Responsibilities

  • Leading growth and revenue generation from Flexible workspace solutions market PAN India.
  • Responsible for launching “Workthere.com” global online technology platform for flexible workspaces in India.

Key Achievements

  • Closed 14 contracts in FY 2019 resulting in $450k in new revenue
  • Main Buyer - Softbank, Bytedance, Thoughtworks, Sterlite Technologies, Gartner, Thoughtworks, Uber & Zomato

Enterprise Sales Lead

WeWork India
Gurgaon
11.2017 - 06.2019

Roles & Responsibilities

  • GTM strategy to grow base of fortune 1000 companies
  • Create and execute strategy for product adoption, positive customer experience and growth in outbound sales.
  • Assist and coach team members in all phases of selling process to achieve agreed-upon targets and performance metrics

Key Achievements

  • Quota achievement for FY 2017 (98%) & FY 2018 (125%)
  • Closed 54 service agreements in FY 2017,2018 resulting in USD 7.5 million in new revenue
  • Achieved 87% conversion rate for Enterprise leads
  • Main Buyer - Godaddy, VeRisk, Becton Dickinson, Ruckus Wireless, Farfetch, Rackspace, Wood Group, United Airlines, Salesforce, Economist & Volkswagen.

Sr. Account Manager - Growth

RateGain Travel Technologies
Noida
07.2013 - 07.2017

Roles & Responsibilities

  • Responsible for the growth in global markets (North America, Europe & APAC) via acquisition of Enterprise accounts and handling the P&L of the travel division.
  • Primary owner and escalation point for existing Enterprise portfolio, Client Relationships, Sales, Revenue attainment, Contract Renewals, contractual negotiations.
  • Worked closely with the product and engineering teams to develop and test several products such as Rate Audit for GDS, Rate Shopping User Interface for OTAs, Airlines & Car Rentals, Rate

Key Achievements

  • Grew base from $1.56 million to $5.68 million in 36 months, increasing account count from 7 to 35
  • Main Buyer - OTAs, Airlines, Car Rental Companies & Cruises

Senior Associate Consultant - Growth

Boston Analytics
Gurgaon
06.2012 - 06.2013

Roles & Responsibilities

  • Directly work with C-level executives and Business Directors to customize tailored solutions to match their needs
  • Helping clients with Research and Analytics in designing market entry and growth, Investment strategy and digital transformation

Key Achievements

  • Generated new business worth $780K in FY 2012

Associate - Growth

SITEL India
Gurgaon
10.2009 - 01.2010

Roles & Responsibilities

  • Upsell & Cross sell financial products to customer base in US, inbound lead & revenue generation unit.

Key Achievements

  • Achieved monthly unit quota by 150% in Q1,Q2 FY 09

Education

MBA - General

Australia Catholic University
Sydney, Australia
02.2010 - 03.2012

BBA - Commerce

Dyal Singh College, Delhi University
New Delhi
06.2005 - 07.2008

Skills

Sales Planning, Strategy, BD, Customer Experience, Customer Advocacy, Prospecting, Negotiation, Contracting, Retention, Marketing, P&L Management & Business Analysis

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Software

CRM tools, SaaS, MS Office Suite, Cloud HRIS solutions, Mobile Applications, HUBSpot and ERP technologies

Timeline

Functional Head, Associate Director Growth

Razorpay
12.2021 - 04.2023

Associate Director - Strategic Account Management

Whatfix
08.2020 - 12.2021

Associate Director, Commercial Advisory

Savills India
06.2019 - 07.2020

Enterprise Sales Lead

WeWork India
11.2017 - 06.2019

Sr. Account Manager - Growth

RateGain Travel Technologies
07.2013 - 07.2017

Senior Associate Consultant - Growth

Boston Analytics
06.2012 - 06.2013

MBA - General

Australia Catholic University
02.2010 - 03.2012

Associate - Growth

SITEL India
10.2009 - 01.2010

BBA - Commerce

Dyal Singh College, Delhi University
06.2005 - 07.2008
Varun KaushalSales Leader