The largest deal of the year
Payroll and attendance for 4,800 staff at a multi-state hospital chain — a 7-month cycle with 9 stakeholders.
₹58 lakh ARR — the team's largest deal of the year
Account Executive · Mid-market B2B SaaS · Bengaluru
Karthik Raghavan
Five years in B2B SaaS sales, from SDR to a ₹3.3 crore mid-market quota — 128% of it in FY2025–26, and #1 of 14 AEs.
- 128%quota attainment, FY26
- ₹4.2 Crnew ARR closed, FY26
- 31new logos, FY26
- #1 of 14mid-market AEs, FY26
Selected wins
Deals closed, playbooks built, markets opened
From a Series B HR-tech SaaS company and, before that, a Series A customer-support SaaS company — both in Bengaluru.
Bigger deals, more of them
31 new logos in a year among companies of 200–2,000 employees across South and West India.
Average first-year ACV ₹13.6 lakh, up from ₹9.8 lakh
A manufacturing playbook
Co-built a vertical playbook around shift rosters and contract-labour compliance.
12 logos in the vertical's first two quarters
A shorter sales cycle
Mutual action plans and a scoped 30-day pilot for larger deals.
Own average cycle cut from 94 to 71 days
President's Club as an SMB closer
118 new SMB logos in 21 months at an average ACV of ₹1.6 lakh.
121% of an ₹84 lakh quota; top 3 of 22 AEs
Opening the UAE
Opened the UAE market for the SMB team, selling in USD.
The team's first 9 UAE accounts
Method in focus
Mutual action plans and scoped pilots
From 94 days to 71
Context
His mid-market deals — payroll and attendance software, bought by HR, finance and plant leadership together — averaged 94 days to close.
Approach
Introduced mutual action plans and a scoped 30-day pilot for deals above ₹10 lakh.
Outcome
His own average sales cycle came down from 94 days to 71.
Quota record
Over target at every stage
As an SDR, an SMB closer and a mid-market AE.
- 128% of a ₹3.3 crore quota — ₹4.2 crore new ARR; #1 of 14 mid-market AEsFY2025–26
- 112% of a ₹2.8 crore quota in his first mid-market yearFY2024–25
- 121% of an ₹84 lakh quota; President's Club, top 3 of 22 AEsFY2023–24
- 212 qualified meetings in 12 months — 143% of target, ₹2.4 crore of pipelineSDR
- Promoted to Associate AE after 12 months — first in a cohort of 9 SDRs2022
An Account Executive known for disciplined discovery, multi-threaded deals and mutual action plans that shorten the cycle without discounting away the margin.
Karthik sells HR, payroll and attendance software to Indian companies of 200–2,000 employees, where deals involve HR, finance and plant leadership. He started as an SDR at a Series A customer-support SaaS company in Bengaluru, moved to SMB closing, and joined a Series B HR-tech company in 2024 to carry a mid-market quota across South and West India. He is buddy to new AEs — the two he has onboarded both reached full ramp within 4 months.
- Based inBengaluru, India
- Current roleAccount Executive, Mid-Market
- TerritorySouth & West India
- SectorB2B SaaS, HR-tech
- EducationMBA Marketing, Christ University
- LanguagesEnglish, Tamil, Kannada, Hindi
Skills & methods
How he sells
Experience
Career
- Apr 2024 — Present
Account Executive — Mid-Market
Series B HR-tech SaaS company, Bengaluru
₹4.2 crore new ARR at 128% of quota in FY2025–26; 31 new logos; #1 of 14 AEs.
- Jul 2022 — Mar 2024
Associate Account Executive — SMB
Series A customer-support SaaS company, Bengaluru
118 new logos in 21 months; President's Club FY2023–24; opened the UAE.
- Jul 2021 — Jun 2022
Sales Development Representative
Series A customer-support SaaS company, Bengaluru
212 qualified meetings and ₹2.4 crore of pipeline in 12 months.
- Jun 2019 — May 2021
MBA, Marketing
Christ University, Bengaluru
7.9 / 10 CGPA. Before that, a B.Com from St Joseph's College of Commerce, Bengaluru.
Contact
Hiring for a mid-market team?
karthik.raghavan@email.com
- +91 98450 31726
- Bengaluru, India
Fictional candidate — contact details shown as plain text only.