GTM Lead, Enterprise (YOE: 6-10)
Bolna
Bengaluru, Karnataka, India · Remote
INR 5,000k-5,000k / year + Equity
Posted on Apr 2, 2026
GTM Lead, Enterprise (6-10 YOE)
Bengaluru, India (Hybrid)
Business
Hybrid
Full-time
About Bolna
Bolna is voice AI infrastructure built for India and now for the world. We help businesses deploy intelligent voice agents that can call, converse, and convert in any language, at scale. From collections to customer support to sales, our agents handle millions of conversations so humans don't have to.
We're a YC F25 company, backed by General Catalyst, with 1,050+ paying customers and growing fast. Our team of ~25 is based in Bengaluru.
The Role
We have product-market fit, paying customers, and inbound that converts. What we don't have yet is a repeatable enterprise motion - a structured way to identify, pursue, and close large accounts at scale.
That's what this role builds.
You'll own enterprise GTM end-to-end - ICP definition, outbound strategy, pipeline development, deal structuring, and closure. You'll work directly with the founders, and you'll be the first dedicated senior GTM hire at Bolna. That means you're not inheriting a playbook. You're writing it.
This is the right role if you've spent 6–10 years selling or building GTM at B2B SaaS or AI companies, you've closed large deals yourself, and you're done being one layer removed from the decisions that matter.
What You'll Own
- Define and continuously refine Bolna's enterprise ICP - industries, company profiles, buying personas, triggers
- Build the outbound motion from scratch - sequences, talk tracks, channel strategy, tooling
- Own the full sales cycle for enterprise accounts - from first touch to signed contract
- Develop commercial frameworks: pricing, packaging, MSAs, and pilot-to-production conversion
- Build and manage relationships with CXOs, VP Operations, and Heads of CX at target accounts
- Work with the founders to ensure a smooth handoff from sale to deployment
- Feed market intelligence directly into the product - you'll know what enterprise buyers need before the roadmap does
- Hire and eventually lead a small enterprise sales team as we scale
What We're Looking For
Must-have:
- 6–10 years of B2B enterprise sales or GTM experience, with at least 3 years closing deals above ₹50L ACV independently
- Proven track record of building outbound motions - not inheriting pipeline, but actually building it from zero
- Experience selling to CXO- and VP-level buyers in India; you know how enterprise procurement actually works here
- You've worked at a high-growth SaaS, AI, or infrastructure company - you understand technical products and can sell them without leaning on an SE for every call
- Strong commercial instincts - you can structure a deal, negotiate terms, and know when to walk away
- Exceptional communication - sharp in a boardroom, credible on a cold call, clear in writing
Good to have:
- Experience in conversational AI, contact centre technology, CPaaS, or adjacent infrastructure
- Existing relationships in BFSI, D2C, healthcare, or logistics in India
- You've hired and managed a sales team before
- Exposure to PLG or developer-led growth - understanding how bottom-up adoption translates to top-down enterprise deals
- International GTM experience, particularly in Southeast Asia or the Middle East
Why Bolna
- You'll be the architect of enterprise GTM at one of the fastest-growing voice AI companies in the world
- Direct founder access - no VP of Sales sitting between you and the decisions
- The India enterprise market for voice AI is genuinely underpenetrated - the opportunity is real
- Competitive senior compensation + meaningful ESOP
- Bengaluru office, in-person team collaboration
Req ID: NT2
