About the role
We're looking for a Founding AE to build and drive Karta's enterprise sales motion. This is a consultative, high-ownership role working directly with founders. You will own the complete sales journey:
Responsibilities:
- Engage CXO/senior stakeholders across CX, Operations, Business, Compliance & Technology.
- Identify high-value workflows that can be automated using AI.
- Understand the customer's process, pain points, costs and business impact.
- Design solutions/POCs in collaboration with Product, AI and Solutions teams.
- Build ROI/business cases and drive POC-to-production conversion.
- Manage complex, multi-stakeholder enterprise sales cycles and negotiations.
- Help build the sales playbook, ICP, qualification process, pricing feedback and GTM motion.
Requirements:
- Strong experience selling complex B2B software to BFSI clients - must-have.
- Experience selling to senior business/enterprise stakeholders.
- Strong consultative and value-based selling approach.
- Proven experience managing complex enterprise deals, POCs and multi-threaded sales cycles.
- Commercial understanding of ACV, ROI, pricing, margins, procurement and expansion.
- Comfortable discussing APIs, integrations, LLMs, AI agents, workflows and automation at a business level.
- High ownership, entrepreneurial mindset and comfort working in an early-stage environment.