Pulkit Jain

Associate Director- Large Enterprises @ Unicommerce | Transforming Q-commerce, D2C and Omni | CX Journeys and AI Voice | 0 to 1 and 1 to 10x | 30L-2Cr ARR+

Gurugram, Haryana, India7.2k followers

Unicommerce

ex-Clear

ex-IndiaMART InterMESH Limited

Over the past 13 years, I’ve consistently engaged with CXOs and leadership teams at ₹1,000 Cr+ enterprises, driving strategic conversations that have translated into long-term business partnerships and high-value enterprise
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As an Enterprise SaaS sales leader, I've built GTM engines from zero and scaled them across companies like ClearTax, Indiamart and now Unicommerce, where I lead the High Value Clients enterprise function targeting D2C, Q-commerce, and Omni-channel My deal DNA: Closing ₹30L to ₹2Cr ARR tickets. My Leadership Philosophy: Combines commercial acumen with execution rigor- building scalable revenue systems, creating strong sales cultures, and developing teams that consistently deliver My Method: Relentless Prospecting → Multi-Threading → BANT qualification → As-Is vs To-Be discovery → complex POC Solutioning → TCO/ROI-backed business cases that make saying yes My General Traits: Outgoing, Connects meaningfully, and a patient listener. Translate that into a sales language, you have a front-line value seller, go-getter who leads from the front and builds excellent connections, and most importantly, is empathetic and truly listens to What I bring: GTM execution strategy: 0→1 builds and 1→10X scale-ups across SaaS/PaaS platforms Enterprise deal strategy- multi-threading, account penetration plans, large deal solutioning Team leadership: sales playbooks, SDR frameworks, coaching value sellers to close CXO relationships: trusted advisor to leadership Revenue ownership: funnel management, MTD/QTD/YTD forecasting, incentive design Core expertise: Enterprise SaaS Sales · GTM Strategy · Value Selling · Large Account Management · D2C & Q-commerce · Demand Generation · Revenue Forecasting · 0→1 Business Building · CXO Stakeholder ManagementYou can reach me at com

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UNICOMMERCEJOB
1. Associate Dir- Large Enter…
  5M
CLEARJOB
1. Regional Head- Large Enter…
  1Y 10M
2. Clear for Startups- New Gr…
  2Y 2M
3. Strategic Account Mgr- Lar…
  7M
INDIAMART INTERMESH LIMITEDJOB
1. Senior Mgr- Digital Strategy
  2Y 2M
2. Sr. Consultant - Large Ent…
  2Y 3M
ICICI BANKJOB
1. Strategic Account Mgr
  1Y 7M
INFOSYSJOB
1. System Eng- ERP & SaaS Imp…
  1Y 9M

Job: Unicommerce — Associate Director- Large Enterprise GTM | 0→1 Builder · 2026-03 – present — Position Unicommerce's full commerce stack as an integrated SaaS + AI platform to CXO audiences. -Leading the Enterprise GTM vertical- High Value Clients (HVC), building from scratch (0->1 journey), targeting D2C, Q-commerce, FMCG, Fashion, Electronics, and BPC enterprises -Full eCommerce stack includes- AI to list, AI Voice/Whatsapp for CX Engagement/Retention, Automation to operate and fulfil, Logistics to Ship, and Intelligence to grow- all natively built for how India shops today.
Job: Clear — Regional Head- Large Enterprises | 1→10x GTM Execution (North) · 2024-04 – 2026-02 — Leading a team of 5 extremely talented value sellers to position end to end Clear's offerings- SaaS+AI, Tax Compliance and Supply Chain Data Platform (Vendor Onboarding Suite, Accounts Payable Automation, Taxation, einvoicing, Invoice Discounting etc). Responsible to manage and strengthen Executive C-Suite Relationships. Roles & Responsibilities: 1. High ticket revenue generation across strategic accounts> 1000 Cr+ turnover 2. Value Selling- Leading, coaching & mentoring a team with clearly defined goals, GTM, and revenue targets 3. Building Winning Sales Team- GTM execution, Hunting/Farming Playbooks, Integration Playbooks, SDRs Capacity building, Deal Solutioning, Large Account Planning,…
Job: Clear — Clear for Startups- New Growth Initiatives | Building Startup Ecosystem | 0→1 Builder · 2022-01 – 2024-03 — Building Clear's- P&L responsibility of Startups Business (Clear for Startups, North). The role involved building the GTM for startups ecosystem from scratch for the North market. Achievements: 1. Scaled & grew the North Startups Business by 7.5X ARR in 2 years, FY'22-24. 2. Acquisition: Onboarded 25+ new LOGOs like Zomato, Paytm, OFB Tech, Mamaearth, Yatra, Country Delight, boAt, CityMall, Urban Company, Fashinza, Spinny, Atomberg, Industry Buying etc 3. Account Expansion: Increased existing renewal base by ~7.5X 4. Achieved QoQ revenue growth of 50% & YoY growth of 100% in FY'23-24
Job: Clear — Strategic Account Manager- Large & Strategic Enterprise (Hunting) · 2021-06 – 2022-01 — • Building the strategic enterprise accounts > 2500 Cr+ turnover companies (like Times Internet, Sheela Foam, JBM Group, JCB, Reckitt, Tata Steel etc.) • Prospecting, identifying decision makers, funnel management & revenue generation
Job: IndiaMART InterMESH Limited — Senior Manager- Digital Strategy | 1→10x, GTM Execution (B2B E-Commerce) · 2019-04 – 2021-06 — Leading the CRM, LMS, & digital performance and demand generation mandate for a portfolio of 75+ large enterprises including Tata Group, Schneider Electric, Philips Healthcare, Mediacom etc. amounting to revenues of INR 10 Cr+ ARR annually •High ticket revenue generation- Acquire, retain & upgrade 500 Cr+ top-line clients with avg ticket size of $50,000- $1,00,000+ • Lead a team of 2 Consultants and 8 executives to drive the lead management process of brands •Help enterprises grow digital business through SaaS offerings (SEO Lead Manager, Online Microsites, Hyperlocal Matchmaking, Banner Advertising, Email Marketing etc) • Anchoring business planning, sales forecasting, funnel management,…
Job: IndiaMART InterMESH Limited — Sr. Consultant - Large Enterprise | 0→1 Builder | B2B E-commerce | Digital Performance Solutions · 2016-12 – 2019-03 — Part of 0 to 1 journey, setting up the 'Big Brands' vertical from scratch for large enterprise GTM. • Influencing digital planning via stakeholder management, organization mapping & providing excellent client service, industry research, Go-to-Market, product launch strategies etc. •Develop business cases & presentations of growth matrix to the top management CxOs, creating proposals & negotiating while estimating the ROI & key digital metrics. •Execute account growth & sales strategy by outlining client’s digital transformation vision, online customer behavior, digital bench-marking, category analysis, industry trends & competition mapping. Highlights: •Awarded with “Highest Collection of…
Job: ICICI Bank — Strategic Account Manager | Wealth Management and HNI Advisory · 2015-05 – 2016-12 — •Gave financial advisory on Banking solutions; Increased branch revenue on MFs throughput upwards to~4x from existing levels with customer stickiness upwards to 90% by cross-sells. •Consultative Selling by farming 70+ clients (Corporates, SME's, CxO's, HNI's etc.) with combined AUM (Asset Under Management) of ~100 Cr+ •Recommended Investment solutions, business banking, payment gateway, forex, trade, credit limits, CIB, Corporate Cards, CASA, Working Capital Limits, Bank Line business, CMS etc. •Maintained a healthy sales pipeline to ensure account growth & revenue targets are met. Highlights: •Among Top 10 "Wealth Managers" out of 200+ in MF throughputs across North region •Achieved 109%…
Job: Infosys — System Engineer- ERP & SaaS Implementation · 2011-08 – 2013-05 — •Worked in an end to end ERP transformation project based on Content Management System (CMS) on EMC Documentum tool for a UK based manufacturing client. •Pitched SaaS based solutions (ERP, Cloud Solutions, Web Services, Data Centers) to prospective clients through product demos, presentations and briefing centers for developing new business. •Extended Sales Support to onsite\ offshore teams in UK, Europe across Manufacturing vertical. •Handled Web Services module of “Invoice Scanning & Linking” & “Invoice Search”. •Worked closely with global clients & prepared RFQ document, use cases & test scripts to analyze IT system needs and requirements to implement & fulfill client’s expectations. •Ma…
School: Faculty of Management Studies - University of Delhi — Executive MBA- General Management, Masters of Business Administration
School: FORE School of Management, New Delhi — PGDM, Marketing/IT
School: The Hong Kong Polytechnic University — International Immersion Program
School: Guru Gobind Singh Indraprastha University — B.Tech - Maharaja Agrasen Institue of Technology, Electronics and Communications

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MakeAccount PlanningStakeholder AnalysisSupply Chain ManagementProcess AutomationClient ProspectingSolution BuildingVendor ManagementContract NegotiationMedia PlanningSales EffectivenessClient RelationsMarketing StrategyCustomer Journey MappingSales StrategyLead GenerationStakeholder ManagementRobotic Process Automation (RPA)Strategic Account AcquisitionStrategic PlanningPlatform as a Service (PAAS)

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Pulkit Jain

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