Vikash Upadhyay
SaaS Business Head
Delhi
Summary
Results-driven SaaS business head with a CS engineering background and a knack for data science. I orchestrate seamless deals, bridge teams, and exceed revenue goals by optimizing financial metrics. Proficient in CRM management and pioneering growth through innovative GTM strategies.
Overview
6
6
years of professional experience
5
5
years of post-secondary education
3
3
Certifications
3
3
Languages
Work History
Senior Manager, Enterprise & Institutional Sales
Eubrics Digital Pvt. Ltd.
09.2024 - Current
- Leading enterprise & institutional sales strategy to drive revenue growth.
- Developing & executing business expansion plans for international markets and new product categories.
- Overseeing key account management and customer success to ensure long term client retention.
- Establishing standardized sales processes , CRM usage and performance analytics
- Identifying and implementing high impact GTM strategies , including partnerships and reselling programs
- Managing consultative business development and restructuring pricing model
Account Executive
Wizcommerce
11.2023 - Current
- Led cross-functional teams to successfully close complex deals, bridging engineering and post-sales for seamless SaaS implementation, meeting enterprise demands
- Surpassed quarterly activity, pipeline, and revenue targets, achieving 115% over goal in Q4 2023 and Q1 2024, maintaining a 4X pipeline, and managing a $2.2 million portfolio
- Analyzed sales and metrics data to inform strategic evolution, optimizing GTM strategies, and unlocking 30% quarterly growth in new business within unexplored categories
- Demonstrated deep SaaS ecosystem knowledge, leveraging financial metrics like CAC, LTV, ARPA, ARR, and MRR to increase ARPA by 120% while exceeding ARR and MRR by 110%
Senior Manager: Strategy & Expansion
Coding Ninjas
03.2023 - 05.2023
- Responsible for streamlining sales processes in the 0-1 Startup Ecosystem
- Worked directly in collaboration with senior leadership to reduce CAC by 45% and establish practices leading to positive avenues of business
- Revenue forecasting and increasing sales retention at the organizational level
- Increased ARPA by 20% while managing overall revenue stream upward of INR 6 Cr
- Started New Venture while onboarding talent from META & Netflix to launch a new revenue stream
Manager-Expansion & Strategy
Think & Learn Pvt. Ltd.
07.2019 - 02.2023
- Led 1400% team expansion from 200 to 3000 members in the test prep segment, driving growth into Tier 3 cities
- Managed inside the sales inbound function and the North and South regions
- Orchestrated an 800% increase in revenue delivery through scaled direct sales, overseeing a 65-member team
- Strategically leveraged digital resources to achieve targeted outcomes tailored to diverse demographics
- Managed marketing strategies and budget allocations for sales team operations
Education
B.E - CLOUD COMPUTING
C.S.E(HONOURS)
Chandigarh, India 07.2015 - 06.2019
Mathematics Specialization - Machine Learning
Imperial College London
02.2018 - 06.2019
Skills
- Negotiation
- Strategic Planning
- Inside Sales
- Direct Sales
- Effective Communicator
- Market Analysis
- Stakeholder Management
- Cross-functional Collaboration
- Project Management
Certification
IBM Professional Data Science Certification
Accomplishments
- Best Manager North India(Exam Prep), 02/01/22 - 06/01/22
- Best Seller Award, 04/01/23
- Maintained 98% retention rate between 2019 and 2023
- Less than 2% attrition during team management
Personal Projects
- Analysis of Uber Request Data
Figuring out the reason for losses due to a lack of business generation through clustering. Increased ARPA by 20 % while managing overall revenue stream upward of INR 6 Cr.
- Network Analysis of Game of Thrones
Looking at how the importance of the characters changes over the books and TV series.
Utilized degree centrality and various centrality measures to determine key characters in the fifth book, with Stannis, Jon Snow, and Daenerys emerging as the most influential figures based on PageRank analysis
Timeline
Senior Manager, Enterprise & Institutional Sales
Eubrics Digital Pvt. Ltd.
09.2024 - Current
Account Executive
Wizcommerce
11.2023 - Current
Senior Manager: Strategy & Expansion
Coding Ninjas
03.2023 - 05.2023
Manager-Expansion & Strategy
Think & Learn Pvt. Ltd.
07.2019 - 02.2023
Mathematics Specialization - Machine Learning
Imperial College London
02.2018 - 06.2019
B.E - CLOUD COMPUTING
C.S.E(HONOURS)
07.2015 - 06.2019
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