Anubhav Sahay

Led the full commercial function - new logo acquisition, enterprise deal closure, account expansion, and team scaling - delivering category-leading revenue growth in a competitive B2B IT market. Owned and grew a $25M+ ARR portfolio across 50+ enterprise and mid-market accounts, managing the complete revenue lifecycle from prospecting and pipeline generation through closure, expansion, and renewal. Delivered 75% YoY revenue growth - driven by structured outbound sales strategy, ICP-focused new logo acquisition, account-based selling (ABS), and disciplined upsell/cross-sell execution - with sustained NRR of 115% and renewal rate of 90%. Closed high-value enterprise contracts exceeding $1M USD through consultative and value-based selling, multi-stakeholder deal management, and executive-level relationship development; maintained a churn rate of 7%. Built and scaled a 25-member revenue team - SDRs, AEs, Pre-Sales, Account Managers, CSMs, and Revenue Ops - establishing a high-performance sales culture, structured onboarding, and a coaching framework that drove consistent quota attainment. Built repeatable revenue infrastructure: sales playbooks, SPIN qualification process, MEDDPICC Framework, Salesforce CRM governance, pipeline health dashboards, and revenue forecasting models - improving executive visibility. Improved CSAT to 4.0+ through proactive escalation management, structured EBRs/QBRs, and outcome-driven value realization - reinforcing client trust and accelerating expansion conversations.

Bootstrapped and scaled a National D2C retail venture to INR 1 Cr in revenue within 2 years, operating dual channels: e-commerce (50%) and physical retail (50%) - with full P&L ownership from inception. Built and led cross-functional teams across tech., operations, marketing, and logistics with lean resources. Closely collaborated with the government's 'Jal Jeevan Hariyali Abhiyaan' - recognised by the regional media for Eco-Entrepreneurship and Sustainable Development contributions (2022). Made a deliberate, ROI-driven exit decision - assessed and discontinued the digital channel scaling which required disproportionate capital investment. Transitioned ownership of profitable physical retail store to family.

Drove 200% revenue growth in 2020 through solution selling, account penetration, and strategic expansion using BANT Framework - managing and growing the team from 3 to 10 members in 12 months - ranked top performer in the business unit. Built a GTM strategy with a $1M+ revenue projection, received formal company accolade for strategy innovation (2020). Conducted QBRs / EBRs with C-suite stakeholders, aligning delivery milestones with business outcomes and benefit realisation metrics - strengthening executive relationships with CSAT 4.5. Trained 50+ client-facing professionals on consultative selling techniques, stakeholder management, and objection handling - building team capability and accelerating ramp-to-productivity.

Sold automated financial reporting solutions to enterprise clients in the US MBS domain leveraging the BANT Framework, managing a cross-functional team of 5 and driving new product adoption and wallet share expansion. Built C-suite relationships within regulated financial accounts, resolving complex escalations resulting in expansion opportunities. Developed account-specific success and expansion plans, identifying upsell opportunities aligned to client KPIs and delivering pipeline and account health reporting to inform commercial decisions. Role concluded upon 1-year contract completion.

Advised C-suite executives on risk mitigation, compliance, and operational efficiency, aligning strategies with long-term client objectives - foundational exposure to enterprise advisory and stakeholder management. Facilitated executive business reviews, tracked KPIs, and measured success metrics to drive re-engagement and support account renewals and long-term client retention. Delivered board-level reporting and strategic recommendations, contributing to continuous value delivery and client satisfaction.