Sales Development Representative (Founding GTM Team)

POSITION: Sales Development Representative (Founding GTM Team)

FUNCTION: Go-to-Market: Sales & Business Development

REPORTS TO: Founders, Holmes AI

LOCATION:
1. Mumbai, India. Field-based across the Mumbai Metropolitan Region, including Thane and Navi Mumbai (Pune is a plus), with in-person meetings and events.
2. Delhi NCR, India. Field-based across Delhi NCR, including Gurugram, Noida and Faridabad, with in person meetings and events.
3. Chennai, India. Field-based across Chennai and its industrial corridors, including Sriperumbudur and Hosur, with in-person meetings and events.
4. Bengaluru, India. Field-based across Bengaluru and surrounding regions, with in-person meetings and events.

ENGAGEMENT TYPE: Commission-only, independent consultant. Flexible hours, fully results-
driven.

COMMISSION Up to 30% of first-year contract value on deals you close in your first 12
months, roughly double the industry standard. Industry-standard rates apply
thereafter.

*EXPERIENCE 3+ years in B2B enterprise sales, business development or procurement,
with an active network of procurement leaders. *

01 ABOUT HOLMES AI

Holmes is an AI-native procurement intelligence and orchestration platform. It goes past categorising spend: it tells a company where its money is going wrong, what to do about it, and then runs the agentic workflows to act, from sourcing and supplier discovery to negotiation, contracting and settlement.

The problem is enormous. The Fortune 2000 alone put $45 to 50 trillion into third-party spend, and an estimated 9 to 11% of it leaks away through inefficient contracting, maverick spend and weak analytics. Legacy procurement software has not fixed this: long deployments, low adoption and processes that are still mostly manual. Holmes deploys in days, is enterprise-ready (SOC 2, ISO 27001, GDPR, HIPAA), and is the only procurement AI that publishes its accuracy every month.

We started go-to-market in May 2026 from a standing start. Since then, procurement, finance and private equity teams across financial services, healthcare, pharma, logistics, real estate and manufacturing have taken demos, asked for follow-ons and started contracting. The product is proven. What we need now is reach.

02 ROLE PURPOSE

You will be one of the first people outside the founding team to take Holmes to market in India, with a focus on the city's strongest sectors: banking and financial services, pharma, conglomerates, FMCG and media. Your job is simple to state and hard to do well: get Holmes in front of procurement leaders, fast, and help turn those conversations into signed customers.

This is not a seat on a scripted outbound floor. We are looking for people who already have relationships with Chief Procurement Officers, VPs and Directors of Procurement, sourcing leads and finance leaders at small, mid-sized and large enterprises, and who can open doors with a phone call rather than a sequence. The strongest candidates will not stop at the meeting; they will stay with the deal through to signature, in person where it helps.

03 KEY RESPONSIBILITIES

A. Open Doors and Book Meetings, Starting Now

1. Activate your existing network of procurement and finance leaders and set up qualified discovery meetings and demos from your first weeks.
2. Tell the Holmes story with confidence: the value leakage problem, what makes Holmes different, and the measurable outcomes it delivers.
3. Qualify opportunities on real need, spend, urgency and decision-making structure, so the team's time goes to deals that can close.
4. Work across company sizes, from fast-growing mid-market firms to India's largest enterprises, multinationals' India operations, global capability centres and private equity portfolios.

B. Find Leads Where Others Don't Look

1. Go beyond the standard playbook of Apollo, LinkedIn Sales Navigator and cold sequences. Bring your own ideas for reaching buyers.
2. Use channels such as procurement communities, CPO roundtables, industry associations, consultants and advisors, PE operating partners, alumni networks and referrals from satisfied contacts.
3. Spot trigger events that create buying moments: new CPO appointments, acquisitions, cost-reduction programmes, ERP migrations and supplier disruptions.
4. Test new approaches quickly, measure what works, and share the winning plays with the team.

C. Be in the Room and Drive to Close

1. Meet prospects in person in your region: offices, dinners, local procurement forums and industry events across the city.
2. Represent Holmes at CPO roundtables, industry chamber events and procurement leadership summits, and turn event conversations into pipeline.
3. Stay involved after the first meeting: coordinate follow-ups, pilots and stakeholder alignment with the founders, and help carry deals through to signed contracts.

D. Shape the Go-to-Market

1. Bring back what you hear in the field: objections, competitor mentions, pricing signals and unmet needs.
2. Help sharpen our messaging, target lists and ideal customer profile by segment and industry.
3. Keep pipeline, activity and deal status up to date so the whole team can see what is moving.

04 SKILLS AND COMPETENCIES

1. Network: real, warm relationships with procurement leaders and teams, people who take your call.
2. Hustle: a bias for action. You would rather book the meeting today than plan it for next week.
3. Creativity: you find unconventional routes to buyers and enjoy inventing new plays.
4. Credibility: comfortable in a room with a CPO or CFO. You speak the language of spend, savings, suppliers and risk.
5. Ownership: you treat pipeline as your own business, follow through relentlessly and close loops.
6. Resilience: you stay positive through long enterprise cycles and the rejections that come with them.
7. Languages: excellent written and spoken English; working knowledge of Hindi and Marathi is an advantage.
8. Curiosity: genuine interest in AI and how it is changing procurement and finance.

05 QUALIFICATIONS AND EXPERIENCE

1. 3+ years in B2B enterprise sales, SDR, BDR, account executive or business development roles, ideally selling software or services into procurement, finance or operations. We value network and results over years on a CV.
2. Alternatively, a background inside procurement, sourcing or procurement consulting, with a desire to move into sales.
3. A demonstrable network of procurement decision-makers in companies across specified locations.
4. A track record of generating pipeline and contributing to closed deals. Closing experience is a strong plus.
5. Based in specified locations and willing to travel across the city and to key industry events.
6. Familiarity with procurement technology such as SAP Ariba, Coupa, Oracle Procurement or Jaggaer is helpful but not required.

06 HOW YOU WILL EARN
Holmes is an early-stage company, and we have chosen to put our resources where they create the most value: into the people who bring customers in. This role is commission-only, with no fixed salary. In return, we are offering a commission rate well above what the market pays.

Commission rate
Up to 30% of first-year contract value on deals you bring in, around twice the industry standard.

Launch-year offer
The enhanced rate applies to deals closed in your first 12 months with Holmes. After that, commission moves to industry-standard rates.

What drives your share
The more of the deal you own, from first introduction through meetings, pilot and signature, the closer you get to the full 30%.

When you are paid
As the customer pays. No cap on the number of deals or total earnings.

Deal size
Our enterprise contracts are substantial, so a single closed deal can be a significant payout.

Flexibility
You set your schedule and approach. We care about outcomes, not hours.

Why this model

We would rather share generously with the people who grow Holmes than spend on overhead. The enhanced launch-year rate is our thank-you to the people who take an early bet on Holmes, and we want that bet to pay off for you.
Exact commission terms, eligible deals and payment timing are set out in a written agreement before you start.

07 WHY JOIN HOLMES NOW

Holmes is at the start of a big journey, and the people who join now will shape how it grows. You will not be one of hundreds of reps working a territory someone else built. You will be one of the first voices of a company that is rewriting how enterprises buy.

1. A product that wins: ranked first in a Fortune 50 evaluation against vendors that have raised hundreds of millions. You are selling something that holds up in the room.
2. A market that is ready: procurement leaders are under pressure to deliver savings and adopt AI, and legacy tools have let them down. The timing is right.
3. Earn like an owner: around double the industry-standard commission on every deal you close in your first year, with no cap, in a market where contracts are large.
4. Build the playbook: the prospecting plays, stories and relationships you create now become how Holmes sells for years.
5. A path to lead: as Holmes builds out its presence in India, early team members who deliver will be first in line to lead their city, region or sector.