Aaditya B.

About Aaditya B.

Enterprise Sales Leader | Scaling Revenue, Teams & MarketsI am an enterprise sales leader with 12+ years of experience in B2B SaaS, driving revenue growth, go-to-market execution, and scaling sales organization across India, APAC, and emerging EMEA markets. Over the last 5+ years in leadership roles, I’ve led teams through complex enterprise sales cycles while building a culture of performance, ownership, and execution rigor.At HackerEarth, I currently lead the Enterprise Sales (Hunting & Farming) charter. I scaled enterprise revenue from ~$600K to ~$5M+ ARR, delivered 241% growth in new business and 181% growth from existing accounts, and reduced customer churn from ~35% to under 15% by redesigning how Sales, Account Management, and Customer Success work together to deliver measurable customer ROI.My strengths lie in developing and executing GTM strategies, building scalable sales motions, and aligning sales execution with broader business objectives. I’ve owned enterprise revenue forecasting, pipeline governance, hiring, performance management, and org design, and today my team contributes to ~50% of India\'s enterprise revenue from 85+ active enterprise customers.Beyond India and APAC, I’ve also been entrusted with creating the early go-to-market strategy for EMEA, including market assessment, ICP definition, and pipeline development.I work closely with executive leadership—including the CEO, VP Sales, CTO, and CPO—representing the voice of the customer and market, and influencing product roadmap, GTM priorities, and revenue strategy. I’ve been recognized with a CEO Award for leadership impact and consistent delivery of business outcomes.Passionate about mentoring sales leaders and building scalable revenue organizations, I thrive in environments where strategic thinking, disciplined execution, and long-term value creation drive tangible results. I am focused on driving enterprise growth, team performance, and market expansion across India, APAC, and EMEA while continuously optimizing GTM strategy and execution.

Experience

1. Associate Director of Sales

   Hackerearth

   Jul 2023 — Present · Bengaluru, IN

   Scaled enterprise ARR from ~$600K to $5M+, delivering 241% growth in new business and 181% growth in existing accounts, while reducing churn from ~35% to <15%.Lead a high-performing team of 6 (AEs + AMs): hiring, onboarding, coaching, performance management, and OKRs.Own full sales funnel: pipeline creation, deal progression, renewal, upsell, and expansion, ensuring conversion and velocity.Design and execute scalable, repeatable GTM motions across hunting and farming, improving win rates and time-to-value.Partner with Marketing, Product, Customer Success, and RevOps to align campaigns, feed customer insights, optimize CRM usage, and enhance adoption and retention.Develop account planning strategies for key enterprise and mid-market accounts, identifying whitespace for growth and fostering multithreaded relationships.Deliver accurate, data-backed revenue forecasts and actionable insights to VP Sales and executive leadership.Champion a culture of accountability, cross-functional collaboration, and continuous improvement, driving alignment between sales, product, and customer teams.

Education

• International School of Business and research

  Master of Business Administration (MBA), Sales, Distribution, and Marketing Operations, General

  2011 — 2013