Kirubhahar P.
Partner Sales @ElevenLabs
A Partner leader with 5 decades of experience building and scaling SaaS & AI partnership ecosystems across India and APAC.
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Proven success in 0–1 & 1-10 partner motions, hyperscaler alliances, cloud marketplace growth, and enabling partners to drive 50%+ sourced revenue. Strong ties working with AWS, GCP, Google Workspace, Apple, and PE/VC firms to create repeatable GTM motions, and drive predictable ARR. With a passion for and expertise in partnerships, I enjoy building high-performing teams, and lasting partner and customer relationships.
GTM Index
- ELEVENLABSJOB
- GTM Partnerships Lead - In…5M
GTM Partnerships Lead - India
ElevenLabs
- India Partnerships Lead - Responsible for building the ecosystem of SIs, GSIs, Hyperscalers, etc
- JUMPCLOUDJOB
- Head of Partner Sales - In…5M
Head of Partner Sales - India (ISVs, Marketplaces & VARs)
JumpCloud
Leading JumpCloud’s channel and partnership business across India, achieving 120%+ YoY partner growth and expanding reach across mid-market and enterprise segments. Built and scaled a 20+ partner ecosystem, driving new revenue streams through VARs, Cloud, and security alliances. Enabling partners to deliver modern identity, access, and device management solutions while shaping JumpCloud’s go-to-market motion and brand presence in the region.
- Partner Sales Lead - India…1Y 10M
Partner Sales Lead - India (ISVs, Marketplace & VARs)
JumpCloud
- SPENDFLOJOB
- Strategic Partnerships Mgr10M
Strategic Partnerships Manager
Spendflo
Led global partnerships across ISVs, VARs, referrals, and private equity channels. Drove deep collaboration with PE firms (growth/mid-market, and early-enterprise focus) like K1 Investment Management, PSG Equity, and HG Capital to deliver 100% visibility into software spend and unlock immediate EBITDA expansion across portfolios. Forged ecosystem partnerships with leading spend platforms such as Brex and Ramp to position Spendflo as a complementary SaaS spend optimization layer within broader financial operations stacks — enabling joint GTM opportunities and deeper ecosystem relevance.
- FRESHWORKSJOB
- Lead Partner Sales - India11M
Lead Partner Sales - India
Freshworks
President's Club 2021 and 2022. Managed a team of four for end-to-end partner-driven businesses for national strategic partners and distributors. Owned and scaled the AWS Marketplace partnership, driving co-sell alignment with AWS field teams and expanding Freshworks' visibility across AWS ISV Accelerate programs. Grew a GSI partner to achieve an annual target of $1.2 million ARR in the first year of the partnership. Activities: Partner Sales Enablement, Business Planning, GTM Strategy, Partner Marketing activities, Pipeline Generation (70%), and Closure (30%).
- Channel Mgr - India2Y 1M
Channel Manager - India
Freshworks
KPIs: Closure - 100%• Managed the Partner lead Business for India - 2.4 M USD ARR portfolio. Responsible for sourcing via partners and closing deals. Inbound conversion rate grew from 14% to 36% in 16 months. Proactively managed the entire sales cycle, from discovery to closure. Worked with CSPs & ISVs for Lead Gen
- SWIGGYJOB
- Strategic Account Executive6M
Strategic Account Executive
Swiggy
As a Strategic Consultant to the restaurant chains, I find out the cuisine gaps in the city and different areas, spot the demand pockets and create Virtual Brands (exclusive to swiggy), thereby providing multiple touch points for the restaurants at no additional investment improving the overall supply of the platform. Analyzing the kitchen stress and capacity, Chef team's culinary expertise, menu formulation without incurring much additional fixed investment, working on the packaging, demand forecasting to reduce wastage - Focusing on expanding the chef's portfolio into distiguished brands and deep diving further on the bottom line, thereby increasing the profitability. Created a Chinese…
- Lead - Sales (Cloud Kitchen)1Y 11M
Lead - Sales (Cloud Kitchen)
Swiggy
Exploring the new age Cloud Kitchen space, managing the strategic accounts of Swiggy Cloud Kitchens with business worth GMV Rs. 3-4 Crores per month. Being a consultant to the restaurant partner for their growth and other priorities through utilization of sales and operations data, which translate to a growth in revenue for the city. Based on the data, coming up with solutions on how to invest in marketing and discounts, keeping the catalogue dynamic as per the consumer behaviour so that the brand and Menu has its Top Of the Mind Share. Conducting marketing activations, primarily BTL, trade promotions and in-app promotions, in conjunction with the internal teams leveraging the e-commerce…
- TATA CONSULTANCY SERVICESJOB
- Assistant System Eng2Y 8M
Assistant System Engineer
Tata Consultancy Services
• Member of a team of 17 (offshore) which handled the Server infrastructure (deployment & maintenance) of Scottish Widows, a part of Lloyds Bank. • Developed a software application (used internally by the team) where the faults detected will be logged-in. • Responsibilities included handling of backend database, weekly report (client-facing) generation.
- Job: Swiggy — Lead - Sales (Cloud Kitchen) · 2018-03 – 2020-02 — Exploring the new age Cloud Kitchen space, managing the strategic accounts of Swiggy Cloud Kitchens with business worth GMV Rs. 3-4 Crores per month. Being a consultant to the restaurant partner for their growth and other priorities through utilization of sales and operations data, which translate to a growth in revenue for the city. Based on the data, coming up with solutions on how to invest in marketing and discounts, keeping the catalogue dynamic as per the consumer behaviour so that the brand and Menu has its Top Of the Mind Share. Conducting marketing activations, primarily BTL, trade promotions and in-app promotions, in conjunction with the internal teams leveraging the e-commerce…
- Job: ElevenLabs — GTM Partnerships Lead - India · 2026-03 – present — - India Partnerships Lead - Responsible for building the ecosystem of SIs, GSIs, Hyperscalers, etc
- Job: Spendflo — Strategic Partnerships Manager · 2023-06 – 2024-04 — Led global partnerships across ISVs, VARs, referrals, and private equity channels. Drove deep collaboration with PE firms (growth/mid-market, and early-enterprise focus) like K1 Investment Management, PSG Equity, and HG Capital to deliver 100% visibility into software spend and unlock immediate EBITDA expansion across portfolios. Forged ecosystem partnerships with leading spend platforms such as Brex and Ramp to position Spendflo as a complementary SaaS spend optimization layer within broader financial operations stacks — enabling joint GTM opportunities and deeper ecosystem relevance.
- Job: JumpCloud — Partner Sales Lead - India (ISVs, Marketplace & VARs) · 2024-04 – 2026-02
- Job: Tata Consultancy Services — Assistant System Engineer · 2013-12 – 2016-08 — • Member of a team of 17 (offshore) which handled the Server infrastructure (deployment & maintenance) of Scottish Widows, a part of Lloyds Bank. • Developed a software application (used internally by the team) where the faults detected will be logged-in. • Responsibilities included handling of backend database, weekly report (client-facing) generation.
- Job: Freshworks — Lead Partner Sales - India · 2022-09 – 2023-08 — President's Club 2021 and 2022. Managed a team of four for end-to-end partner-driven businesses for national strategic partners and distributors. Owned and scaled the AWS Marketplace partnership, driving co-sell alignment with AWS field teams and expanding Freshworks' visibility across AWS ISV Accelerate programs. Grew a GSI partner to achieve an annual target of $1.2 million ARR in the first year of the partnership. Activities: Partner Sales Enablement, Business Planning, GTM Strategy, Partner Marketing activities, Pipeline Generation (70%), and Closure (30%).
- Job: Swiggy — Strategic Account Executive · 2020-02 – 2020-08 — As a Strategic Consultant to the restaurant chains, I find out the cuisine gaps in the city and different areas, spot the demand pockets and create Virtual Brands (exclusive to swiggy), thereby providing multiple touch points for the restaurants at no additional investment improving the overall supply of the platform. Analyzing the kitchen stress and capacity, Chef team's culinary expertise, menu formulation without incurring much additional fixed investment, working on the packaging, demand forecasting to reduce wastage - Focusing on expanding the chef's portfolio into distiguished brands and deep diving further on the bottom line, thereby increasing the profitability. Created a Chinese…
- Job: JumpCloud — Head of Partner Sales - India (ISVs, Marketplaces & VARs) · 2025-10 – 2026-03 — Leading JumpCloud’s channel and partnership business across India, achieving 120%+ YoY partner growth and expanding reach across mid-market and enterprise segments. Built and scaled a 20+ partner ecosystem, driving new revenue streams through VARs, Cloud, and security alliances. Enabling partners to deliver modern identity, access, and device management solutions while shaping JumpCloud’s go-to-market motion and brand presence in the region.
- Job: Freshworks — Channel Manager - India · 2020-08 – 2022-09 — KPIs: Closure - 100%• Managed the Partner lead Business for India - 2.4 M USD ARR portfolio. Responsible for sourcing via partners and closing deals. Inbound conversion rate grew from 14% to 36% in 16 months. Proactively managed the entire sales cycle, from discovery to closure. Worked with CSPs & ISVs for Lead Gen
- School: Great Lakes Institute of Management — Master of Business Administration (M.B.A.), Marketing/Marketing Management
- School: SRM University — SRM EEC - Bachelor of Engineering (BE), Electrical and Electronics Engineering
Skills
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