Naman Sharma
Sydney,NSW
Summary
ACCOUNT EXECUTIVE | MID-MARKET B2B SAAS (ANZ)
Quota-carrying Mid-Market Account Executive with 5+ years of B2B sales experience, including 3+ years in B2B SaaS across ANZ. Experienced in closing mid-five-figure ACV deals, selling to 100–1,000+ employee organisations, and managing 45–90 day sales cycles with multi-stakeholder buying groups.
Proven track record of 114%+ quota attainment, generating USD 400K+ in ARR, and driving 97.8% gross retention through consultative selling, competitive displacement, and value-based positioning of complex SaaS platforms.
Overview
8
8
years of professional experience
Work History
Account Executive – ANZ
Zoho Corporation Pvt Ltd
09.2022 - Current
- Closed USD 400K+ in ARR against an annual quota of ~USD 350K, achieving 114%+ quota attainment across new business and expansion deals.
- Owned end-to-end sales cycles for mid-market organisations with 20–80 users and ARR up to USD 60K.
- Closed and expanded accounts including Cranaplus, DigiFund.io, Macquarie University, Sydney Catholic Schools, Polywater, Invision, and AquaMove, selling into complex, multi-stakeholder environments.
- Sold multi-product SaaS solutions across CRM, Finance, Marketing, HR, and Operations to industries including education, healthcare, logistics, manufacturing, retail, and finance.
- Closed 1–3 year multi-year contracts, managing long-cycle deals requiring structured follow-ups, executive alignment, pricing negotiation, and procurement handling.
- Drove 30%+ net revenue retention across key accounts through license expansion, add-ons, and plan upgrades, while maintaining 97.8% gross customer retention.
- Worked directly with C-level and senior stakeholders (Founders, CFOs, Heads of Sales, Operations, and IT) to align solutions with business outcomes and ROI.
- Competed against Salesforce, HubSpot, and Microsoft in mid-market deals, positioning Zoho on ROI, consolidation, and total cost of ownership.
Sales Assistant (Technical & Commercial)
Electro Power Data & Equipments
11.2020 - 07.2021
- Supported sales operations for manufactured products including Deutsch connectors, plugs, boots, DT series kits, processing customer orders and coordinating directly with the manufacturing unit for fulfilment.
- Worked with key customers such as Repco, JCB, and other manufacturing clients across the Asia-Pacific region.
- Managed technical coordination and post-sale support, maintained pricing and cost estimation systems, and submitted monthly sales reports, forecasts, and CRM updates using SAP.
Sales Representative (B2C & SMB)
Alinta Energy
03.2018 - 12.2019
- Represented the Alinta Energy across D2D and B2B sales, promoting gas and electricity plans to residential and small business customers.
- Used a consultative sales approach to compare customer bills, explain savings, and switch customers to more suitable energy plans.
- Trained and developed new hires in company processes, product knowledge, customer service and selling techniques.
Education
Masters in Construction Management
Deakin University
India01-2020
Civil Engineering
Amity University
India01-2017
Skills
- Full-Cycle SaaS Sales (Discovery to Close)
- Mid-Market & Commercial Sales
- Pipeline Generation (Inbound & Outbound)
- Negotiation, Pricing & Procurement
- Account Expansion & Net Revenue Retention
- Stakeholder & C-Level Engagement
- Zoho CRM, Salesforce, SAP, Microsoft 365
Timeline
Account Executive – ANZ
Zoho Corporation Pvt Ltd
09.2022 - Current
Sales Assistant (Technical & Commercial)
Electro Power Data & Equipments
11.2020 - 07.2021
Sales Representative (B2C & SMB)
Alinta Energy
03.2018 - 12.2019
Masters in Construction Management
Deakin University
Civil Engineering
Amity University