Sales Lead

The mission

Pinaca is building the Intelligence Layer for the Physical World — a sovereign AI platform that turns cameras, drones and body-worn sensors into systems that understand, reason and act in real time. It runs at the edge, on Indian soil, under Indian control. The platform is deployed and proven. What comes next is institutional: building the relationships, programmes and mandates that place it with the organisations responsible for public safety, national security and urban infrastructure. You will own that commercial mandate across government, defence and smart-city institutions, reporting to the Chief Business Officer.

Where you will operate

What you'll own

• The commercial mandate — pipeline, forecast and revenue across government, defence and smart-city institutions. You own the outcome, not a share of someone else's.
• The institutional map — ministries, PSUs, state police and home departments, Smart City SPVs, municipal corporations and critical-infrastructure operators, and the trusted relationships that make Pinaca a credible partner within them.
• The procurement pathway — pre-bid consultation, tender and GeM documentation, proof of concept through pilot to rate contract, and the empanelment routes (iDEX, DPSU, NCoE) that shorten the road.
• The partner ecosystem — system integrators, OEMs and channel partners who already hold the mandate. The strongest position is often alongside them rather than against them.
• The feedback loop — work with our product and field-deployment teams so what we build answers what these institutions will specify in their next requirement.
• Pinaca's presence — represent the company at exhibitions, evaluations and pilots, and carry the patient follow-through that institutional business genuinely asks for.

What we're looking for

• 6+ years in institutional business development with government, defence, smart-city or public-safety organisations in India — owning a target, not supporting one.
• A record of closed programmes you can take us through in detail: the organisation, the route (tender, GeM, partner or direct), the cycle, and the value.
• Genuine fluency with public procurement — EMD, bank guarantees, L1 and QCBS, rate contracts, empanelment — and a realistic sense of the timelines each carries.
• The credibility to present a technical platform to a technical evaluation committee.
• Willingness to travel. Based in Gurugram, or prepared to relocate.

Signals that set you apart

• A proven track record with defence, smart-city or government organisations — MoD, MHA, state police, city SPVs, PSUs or DPSUs.
• Experience with AI, computer vision, surveillance or unmanned systems, rather than commodity hardware or IT services.
• Established relationships across system integrators and OEMs in this sector.
• You have opened a new category for an early-stage company and know what that asks of you.

Who you are — a Pinacan

How we hire for this role

These are the actual rounds — no surprise stages. We reply to everyone.

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