Puneet Kataria

About Puneet Kataria

There is no bad market, only a bad strategy.\"\"There is no bad pipeline, only bad messaging.\"\"There is no bad product, only a mismatched ICP.\"\"There is no bad team, only a bad leader.\"I\'m a B2B Enterprise Sales Leader with 20+ years scaling revenue operations from $10M to $100M ARR for SaaS, PaaS, IaaS, AI, and enterprise software companies across US, APAC, India, South Asia and ANZ. I bring a founder-operator mindset, leading distributed teams through field and remote-first Gen-AI powered GTM motions with deal sizes ranging from $50K to $1M+ ACV. What I Believe:The best sales leaders architect systems that win regardless of external conditions. Great enterprise GTM strategy is simple: know your ICP with surgical precision, build a repeatable motion around their pain, and scale what converts. High-performing teams aren\'t hired—they\'re built through clarity, autonomy, and empowerment. How I Operate:I bet on data, experimentation, and rapid iteration—not gut instinct. The fastest path to right is through being wrong quickly. I build teams that obsess over customer outcomes, not activity metrics. In SaaS, success is measured in ARR growth and NRR, not bookings. What Drives Me:The intersection of GenAI and revenue operations. The future of B2B sales isn\'t about adding headcount—it\'s about augmenting human judgment with intelligent automation. I evangelize at Gartner and industry forums across India, Singapore, Japan, SEA, and APAC, challenging assumptions about what enterprise sales should look like when AI can personalize and engage at unprecedented scale.DOMAIN EXPERTISEGenAI | AI SaaS | Automation Software | Cloud Infrastructure | IaaS | PaaS | Gen-AI | Data Platforms || Data Warehousing | MarTech | DevTools | Enterprise Software | Digital Adoption Platforms GEOGRAPHIESIndia | APAC | South Asia | Southeast Asia (SEA)| Singapore | ANZ | Emerging MarketsSALES LEADERSHIPVP Sales | Head of Sales | Regional Director | VP Enterprise Sales | Head of APAC | Regional VP Sales | Country Manager | Sales Leadership | ARR Growth | Enterprise AccountsSALES METHODOLOGIESMEDDIC | MEDDPICC | Solution Selling | Challenger Sale | Value-Based Selling | Enterprise GTM | Partner GTM | SPICED | BANT | Consultative Selling | Account-Based SellingCORE COMPETENCIESEnterprise Sales Leadership | Regional P&L Management | New Logo Acquisition | Expansion Revenue | Upsell & Cross-Sell | Team Building & Coaching | Sales Operations & Forecasting | Pipeline Management | Pricing & Packaging | GTM Strategy & Execution | Million dollar deals

Experience

1. VP Sales Apac (in, Sea, Anz)

   Whatfix

   Jun 2025 — Present · Gurugram, IN

   Leading APAC regional sales strategy for Whatfix, a unicorn enterprise Digital Adoption Platform (DAP) serving Fortune organizations. New and expansion business ownership across India, Southeast Asia, and Australia/New Zealand- Manage distributed teams of Account Executives, BDRs, and regional marketing resources- Position Whatfix as leading DAP in competitive enterprise cycles with multi-stakeholder decision processes- Evangelize at Gartner conferences—delivered keynotes and led C-suite executive roundtables across the region- Coach high-performing sales teams; streamline GTM processes and sales methodologies- Partner cross-functionally with product, marketing, and customer success to align regional revenue operations- Developed and worked along with channel partners

Education

• Gurukula Kangri Vishwavidyalaya

  MCA, Computers

  1998 — 2001

• Indian Institute of Management Bangalore

  EGMP, General Management

  2010 — 2010

• Jamia Millia Islamia

  B.Sc., Computer Science

  1995 — 1998

Skills

• Team Management
• Start-Ups
• Software Development Life Cycle (Sdlc)
• Vendor Management
• Strategy
• Agile Methodologies
• Pre-Sales
• Management
• Software as a Service (Saas)
• Business Development
• Customer Success
• Software Development
• Go-to-Market Strategy
• Saas
• Cloud Computing
• Sdlc
• Enterprise Software
• Product Marketing
• Agile Project Management
• Product Management
• Software Project Management