Yugal Gautam

Role Overview:

• Own the end-to-end outbound sales motion for net-new enterprise and mid-market accounts across multiple industries.
• Partner with senior stakeholders to diagnose complex business challenges and architect media and social intelligence solutions that drive measurable business outcomes.
• Act as the Directly Responsible Individual (DRI) for revenue ownership, forecasting accuracy, and deal execution.
• Feed customer and market insights into go-to-market strategy and solution positioning.

Key Responsibilities & Impact:

• Own full-cycle outbound sales execution: prospecting, discovery, qualification, solution positioning, negotiation, and close.
• Architect account-specific deal strategies aligned to customer priorities, stakeholder alignment, and quantified value creation.
• Build and maintain a high-quality, high-velocity pipeline, consistently exceeding outbound activity benchmarks.
• Drive disciplined weekly and monthly forecasting with strong Salesforce hygiene to support leadership decision-making.
• Engage C-level and senior stakeholders in value-based conversations grounded in real-time market and industry intelligence.
• Apply MEDDICC and SPICED rigorously to improve deal quality, conversion rates, and first-year retention.
• Collaborate closely with product, research, and marketing teams to translate customer insights into GTM and solution improvements.
• Monitor industry, competitor, and macro trends to sharpen prospecting narratives and improve deal relevance.

Performance Highlights:

• 2023: 100% quota attainment (YTD)
• 2024: 120% quota attainment (YTD)
• 2025: 150% quota attainment (YTD) following a 25% quota increase
• Consistently exceeded outbound KPIs with low first-year churn
• Recognized for structured, process-driven deal execution and forecasting discipline

Select Enterprise & Mid-Market Customers:

• Sirion Labs, Biocon, Indoco Remedies, Mafatlal Group, Amagi Corporation
• Union Bank of India, Tesco, Lowe’s, Nayara Energy, NPCI
• Nippon India Mutual Fund, Anand Group, JCB Sharda University, Galgotias University

• Spearheading P&L, driving profitability through strategic decisions and business development.
• Managing budgets, sales forecasts, and reporting aligned with business goals.
• Forecasting material demand and coordinating with cross-functional teams to ensure stock availability.
• Leading product roadmap planning, customer feedback analysis, and performance tracking.
• Designing and executing distribution strategies to meet regional sales and market share targets.
• Enhancing market presence via category management and outlet-level visibility initiatives.
• Building strong distributor/dealer networks, ensuring timely collections and healthy cash flow.
• Developing service and marketing strategies to expand into new markets and customer segments.

• Managed a PSU portfolio generating INR 128 Cr, contributing 15% to BU revenue (2019).
• Acted as the SPOC across departments (SCM, Logistics, Service) to resolve customer issues and drive cross-sell.
• Launched GFA (Guarantee for Availability) as a new revenue stream.
• Conducted market and competitor analysis to adapt sales strategies.
• Mapped 520 retailers across Noida and Greater Noida; identified 162 as high-potential leads.
• Handled the end-to-end sales cycle with approximately 20 daily customer interactions.
• Led 2 DSOs to boost outreach and sales.
• Optimized inventory through cycle counts and timely reorders.