Sumit Kumar Jaiswal

Quota-carrying enterprise sales professional with 12+ years of experience owning revenue targets end to end — building pipeline from scratch, running full-cycle deals independently, and engaging CXO-level stakeholders with the presence and judgment to influence decisions. Consistent track record managing a $1M+ portfolio, delivering a 25% revenue increase on strategic accounts, and driving deals through structured discovery (SPICED framework) that ties every conversation to clear business outcomes and ROI. Comfortable creating urgency, handling senior-stakeholder objections, and positioning offerings against competitors through sharp, market-informed differentiation.

Disciplined on funnel hygiene and CRM-based forecasting (Salesforce), with a self-starter mindset built for fast-paced, low-supervision environments.

Senior Sales Account Executive at edX (2025-01 – 2026-06)

• Owned revenue delivery end to end for a patch of enterprise accounts worth $1M+ in cumulative contract value, driving deals independently from prospecting through negotiation and close with a strong sense of ownership.
• Built pipeline from scratch through targeted outreach and account research, engaging CXO, HR, and L&D stakeholders and building credibility by deeply understanding each account's business priorities before proposing solutions.
• Ran structured discovery using the SPICED framework (Situation, Pain, Impact, Critical Event, Decision) to lead confident, value-driven conversations with senior stakeholders, handling objections and tying every deal to a clear business case.
• Reinforced ROI and business relevance throughout the sales cycle to create urgency and momentum, delivering demos and presentations that built internal champions and moved multi-stakeholder deals to close.
• Maintained accurate pipeline, forecasts, and activity tracking in Salesforce, ensuring strong funnel hygiene and visibility for leadership reporting.
• Represented edX at EdTech Asia Singapore, engaging senior enterprise buyers and ecosystem partners to build trust-based relationships and strengthen competitive brand presence across APAC.

Key Account Manager at Gladwell Academy India Pvt Ltd (2022-08 – 2024-07)

• Delivered a 25% increase in revenue against quota by engaging C-level and L&D leadership on strategic corporate accounts, building trust-based relationships and aligning solutions to clear, tangible business outcomes.
• Built and executed account plans grounded in competitor and market analysis, sharpening competitive positioning, deal strategy, and win rates on new and expansion business.
• Led confident, value-driven conversations with senior stakeholders, proactively handling objections and reinforcing ROI to keep deals moving with urgency through a premium, consultative buying experience.
• Coached and mentored junior sales associates on solution selling, objection handling, and account strategy, contributing to repeatable processes that scaled team performance and deal quality.

Head of Inside Sales at CloudThat Technologies Pvt Ltd (2021-09 – 2022-08)

• Led and scaled a 3-person inside sales team selling technical training and certification programs across AWS, Microsoft Azure, DevOps, Oracle, and SAP, taking full ownership of team revenue targets in a fast-paced, low-supervision environment.
• Owned pipeline forecasting and territory planning with regional teams, maintaining accurate funnel tracking and building repeatable processes to prospect, qualify, and close new business independently.
• Reactivated dormant and at-risk accounts through targeted outbound outreach, rebuilding trust-based relationships and converting them into recurring revenue streams.
• Managed end-to-end negotiation and deal structuring for cloud-based training contracts, consistently meeting or exceeding revenue targets while balancing margin and revenue quality.

Sr. Sales Manager at Izenbridge Consultancy Pvt Ltd (2016-11 – 2021-01)

• Sold ITIL, PMP, DevOps, and Agile/SAFe/Scrum training programs to enterprise and SaaS clients, generating new business through outbound prospecting and referral-driven pipeline.
• Owned the full sales cycle from lead generation through negotiation, contracting, and post-sale support, improving retention through consistent account stewardship.
• Coordinated cross-functional logistics for training delivery, ensuring a smooth end-to-end client experience from registration through certification.

Inside Sales Manager at Simplilearn Solutions Pvt Ltd (2014-10 – 2016-10)

• Managed inside sales pipeline for an EdTech SaaS platform, driving new registrations and supporting participants end-to-end through examination and certification.
• Improved customer retention through proactive after-sales support and relationship management with existing clients for reference.

Relationship Manager – ETRG at ICICI Bank (2013-07 – 2014-09)

• Managed client relationships and cross-sold banking products, developing early foundations in consultative selling, negotiation, and new business generation.

PGDM in Marketing & Finance – IFIM Business School (2011 – 2013)

BBM in International Business – Brihan Maharashtra College of Commerce (2008 – 2011)