Job Description

About us

Zenskar is building a new-age billing and pricing infrastructure for SaaS companies. As SaaS pricing evolves from vanilla subscription-based models to more granular usage-based models, billing and pricing infrastructure needs to be completely reimagined.

Zenskar was founded by Apurv Bansal & Saurabh Agrawal, who sold their previous startups to Snapdeal and Gaana respectively. They have experience at organizations such as Google, Basepair, Elevation Capital, IIT Bombay, IIT Delhi, and Harvard Business School. We are funded by marquee global investors, including Bessemer Venture Partners.

We are building our founding team, and are looking for folks who can optimize for quick iteration, and fast deployment and have a great developer experience. Ideally, you are excited about learning and meaningfully shaping the trajectory of an early-stage startup from Day 0 in its journey.

We default alive: Default Alive or Default Dead?

What you can expect

• Ownership and autonomy: As a founding team member, you have immense responsibility. You own and drive the execution.

Learning

• You will work on challenging problems and cutting-edge technologies, ship (a lot!), and engage in some of the most meaningful work of your life.
• On the backend side, we are building high throughput, high-scale data pipes to deal with the usage data of companies of any size.
• On the front-end side, we are building low-code interfaces for various parts of the billing stack to let companies design the best tools for themselves.
• You will have to think about all the people and systems that interact with the finance stack of a company, modularize the different parts of the stack well and build the correct abstractions. This includes systems like the CPQ (Configure-Price-Quote) that Salespeople interact with, the metering system that Developers manage, and the Billing, Payments, and Accounting systems that Finance manages.

Culture:

• Our culture is deeply focused on iterating quickly, deploying fast, and having a great developer experience.
• We don’t take ourselves too seriously, and know how to have fun :)
• The health of our team is most important to us. Balance work with life - be productive, not busy.
• Being remote first, we thrive via async communication.
• Flexibility: Remote - work from wherever you are in the world. We’re opening an office in Bangalore in case you want to work from the office.
• Compensation: We offer a competitive salary with generous ESOPs

Benefits:

•  Health insurance
•  Generous vacation policy
•  Learning and development budget
•  Team events and company offsites
•  Choose your laptop
•  Maternity and Paternity benefits

Funding

Memo from our investors (Bessemer Venture Partners)

Techcrunch coverage

Economic Times coverage

We are looking for a Founder’s Office - Strategy and Growth  (Founding Member), you will be a founding member of our startup and will be responsible for developing and executing our growth strategy. You will work closely with the founding team to define and implement a growth plan that will drive user acquisition, engagement, and revenue. 

Location: Remote

Experience: 3 to 5 Years

Role: Founder’s Office - Strategy and Growth  (Founding member)

Role & Responsibilities of Remote Founder’s Office - Growth (Founding member)

• BDR (Business Development Representative) Management
  • Hire, onboard and manage BDRs
  • Create an AI-supplemented prospecting in-house product
  • Optimise our outbound sales machinery by iterating on channels, messaging, ICP (ideal customer profile), databases, tooling, personalization, persona, intent signals etc
  • Set up the BDR playbook: find leads from databases, reach out to them (manual + automated) to set up meetings; iterate on messaging/channels to maximise conversion rate
  • Run custom campaigns e.g. writing to VCs for intros to their portfolio companies, writing to conference attendees, scraping forums and job descriptions for relevant leads etc
  • Inbound conversion - Respond to inbound leads and automate follow-up communication; iterate on messaging/channels to maximise conversion rate
• Account executive - You will be responsible for driving revenue for the company
  • Qualification & conversion - Set up the process to do initial discovery and qualify clients; subsequently, move them down the funnel, and follow up at regular intervals, eventually culminating in a sale
  • End-to-end pipeline management: Shepherd deals from first touch to close; Concretely define different stages of the funnel and optimise them
  • Sourcing: While you will have access to some leads (marketing, BDRs), you will be responsible for sourcing a vast majority of your leads.
  • Demos: Conduct compelling product demos for prospects; work with product and engineering to improve demo quality.
    • Understand client requirements, and coordinate with internal teams to prepare custom demos and sandbox environments
    • Present custom sandboxes and custom demo videos to clients
  • Negotiate contracts, close deals and exceed sales quotas.
  • Instil best-in-class CRM hygiene so we have better visibility on the pipeline.
• Partnerships - Forge strategic partnerships that drive revenue at scale
• Drive product improvement: You will be closest to understanding our customers’ pain points and expectations, thus their biggest champion. In discussions with Product, Design and Engineering, you will advocate for their needs.

Onboarding and Customer Success

• Own customer ACV expansion and retention
• Act as the primary point of contact with the customer and make sure they feel heard and understood.
• Be the voice of the customer within the company. Wear multiple hats and collaborate with engineering, design and product to ensure that customer’s needs are met timely.
• Proactively shepherd the deal towards successful go-live.
• Onboard, manage, and ensure success for our customers.
• Proactively gauge the health of an account and follow up with clients to anticipate bottlenecks. Bubble up issues to product/engineering.
• Act as a bridge between Client and Product/Engineering/Design
  • Break down client requirements to product, design and engineering
  • Proactively follow up to get ETAs, make sure the project is on track and communicate the same with the clients
  • Proactively communicate any delays in advance and make sure the client is bought in
• Build out resources and documentation that can help answer repetitive questions coming in from clients

Key Qualifications

• 3-5 years of experience of consulting at MBB/VC or building a startup
• Prior SaaS experience is not necessary but Solid hustle and Founder mindset is; Thrive under the uncertainty that comes with an early-stage setup
• Strong first principles understanding of business fundamentals; Ability to understand the product at a granular level; Ability to empathize with the end user, and understand their pain points
• Willingness to get your hands dirty and do the grunt work in the early days
• Willing to work in the US time zone (~4 am IST) on weekdays (Mon-Fri) because the majority of our clients are based in the US. You have full flexibility on when you want to start your day.
• Excellent written and oral communication skills
• Ability to build, manage and motivate a team
• Self-driven individual with high ownership and a strong work ethic
• Previous entrepreneurial experience is a huge plus
• Experience catering to the CFO persona is a plus
• Familiarity with billing systems, CPQ and accounting systems is a plus