Enterprise GTM

About Paytm
Paytm is a pioneer of digital payments in India, serving over 450 million consumers and 45 million merchants across payments, financial services, and commerce. Over the years, Paytm has built deep in-house capabilities across technology, data, and operations to operate at scale with high reliability.Paytm is building a full stack AI platform focussed on Inference and Agents, enabling large enterprises to deploy AI driven automation across sales, service, operations, and analytics.The Inference and Agentic AI team operates as a cross functional unit spanning engineering, product, data science, business management, and sales, and owns the full lifecycle of AI solutions from opportunity discovery to deployment and scale.
Role Overview
Paytm is looking to hire an Enterprise GTM Lead to own the go to market charter for Paytm’s AI Inference and Agentic AI products across enterprise clients.This is a managerial role that will lead business managers and client onboarding managers, and will work closely with enterprise sales teams to drive pipeline, deal conversion, onboarding, and client success.The role sits at the center of Paytm’s enterprise AI charter and involves shaping GTM strategy, enabling sales teams, supporting client pitches, structuring commercials, and ensuring strong post sale execution.The candidate will be responsible for building a repeatable enterprise sales motion for Paytm AI agents, including Pi Commerce and future AI products.The role requires strong commercial judgment, enterprise stakeholder management, execution discipline, and ability to work across sales, product, technology, finance, and marketing teams.
Key Responsibilities
Enterprise GTM Strategy and Business OwnershipOwn the enterprise GTM strategy for Paytm AI agents across existing and new enterprise clients.Build and execute sales enablement, pipeline generation, deal conversion, onboarding, and account expansion plans.Work with leadership to define target segments, priority accounts, industry plays, and product positioning.Translate business goals into clear GTM plans, sales motions, commercial models, and execution cadences.Track the full enterprise funnel across sales channels and drive corrective action where performance deviates from plan.
Sales Enablement and Enterprise Sales PartnershipWork closely with Paytm’s enterprise sales teams to equip them with product knowledge, pitch material, pricing frameworks, commercials, and objection handling support.Accompany sales teams in key client pitches, discovery discussions, solutioning sessions, and commercial negotiations.Build reusable sales assets including pitch decks, case studies, proposals, demo scripts, pricing notes, and competitive positioning.Conduct regular training sessions for enterprise sales teams on Pi Commerce and other Paytm AI agents.Ensure enterprise sales teams are consistently updated on new product launches, feature upgrades, pricing changes, and GTM priorities. Commercial Strategy, Pricing, and Deal SupportOwn pricing strategy and commercial structuring for enterprise AI agent deployments in partnership with business, finance, and sales teams.Support custom pricing, proposal creation, margin analysis, and negotiation strategy for strategic enterprise deals.Drive enterprise level invoicing discipline in coordination with finance operations and central finance teams.Support vendor negotiations and third party commercial discussions wherever required for enterprise deployments.Ensure deal structures are commercially sound, operationally feasible, and aligned with Paytm’s AI business objectives. Pipeline Generation and B2B MarketingDrive enterprise pipeline generation initiatives across industry events, account based outreach, webinars, client workshops, ecosystem partnerships, and targeted campaigns.Partner with sales and marketing teams to create strong B2B marketing programs for Paytm AI agents.Build client engagement programs to nurture warm accounts, enrich leads, and improve conversion from interest to qualified opportunities.Identify high potential enterprise use cases and convert them into focused GTM plays by industry and function.Track campaign and pipeline performance, and improve channel productivity through structured reviews. Product Feedback and Client SuccessCapture structured feedback from clients and enterprise sales teams on product capabilities, pricing, integrations, and adoption barriers.Work with product and technology teams to convert market feedback into product roadmap inputs and feature improvements.Ensure major product upgrades, launches, and new capabilities are communicated clearly to clients and sales teams.Work with client onboarding managers to ensure smooth deployment, adoption, and early value realization.Support account expansion by identifying new use cases, cross sell opportunities, and adoption gaps within existing clients. Team Leadership and GovernanceLead and mentor business managers and client onboarding managers across enterprise GTM and deployment workstreams.Set clear goals, review cadences, dashboards, and operating rhythms for the enterprise AI GTM charter.Monitor sales funnel performance, onboarding progress, revenue milestones, invoicing status, and client satisfaction.Conduct root cause analysis for pipeline gaps, delayed conversions, onboarding delays, or revenue deviations.Build scalable operating processes, playbooks, and governance mechanisms to make the enterprise GTM engine repeatable. Ideal Candidate Profile 4 to 6 years of experience across enterprise sales strategy, GTM, business management, consulting, revenue operations, or enterprise SaaS roles.Strong experience working with enterprise sales teams and driving B2B GTM for technology, SaaS, fintech, AI, or automation products.Strong commercial understanding, including pricing, deal structuring, revenue tracking, invoicing, and vendor negotiations.Experience managing teams or leading cross functional workstreams across sales, product, finance, onboarding, and marketing.Ability to operate in client facing situations, support senior level pitches, and influence enterprise decision makers.Strong analytical and execution orientation with ability to track funnels, identify deviations, and drive corrective action.Strong communication and executive presence, with ability to convert product capabilities into simple business value propositions.High ownership mindset and comfort operating in a fast building environment.Interest in AI agents, enterprise automation, and digital transformation. Skills and Qualifications Strong enterprise GTM, sales enablement, and business management skills.Ability to build sales playbooks, pricing frameworks, pitch material, proposals, and GTM operating cadences.Strong understanding of enterprise sales funnels, pipeline management, deal conversion, account expansion, and client onboarding.Strong commercial skills across pricing, negotiation support, margin thinking, invoicing, and vendor management.Strong stakeholder management skills across sales, product, engineering, finance, marketing, and client teams.Analytical comfort with dashboards, funnel metrics, revenue tracking, and performance reviews.Proficiency in Google Sheets, Slides, CRM tools, and AI enabled productivity tools.Bachelor’s degree from a strong institution, MBA from a top tier institution is a plus. Educational Qualification Must have: Bachelor's degree from Tier 1 institutions such as IITs, SRCC, St. Stephen’s, etc.Good to have: MBA from Tier 1 institutions such as IIM A, B, C or ISB.