The journey so far
Five chapters, not a straight line. Each one taught a capability the last one didn't have — and together they became the way I build systems today.
Selling taught me the customer
- Air Liquide IndiaSenior Executive, Business Development · 07/2010—07/2012
- SICGILSOL IndiaManager, New Applications · 07/2012—04/2014
I started in industrial gas and applications sales, carrying a bag and a quota. There's no abstraction between you and the customer at that stage — you either understand what they actually need, or you don't close. Standing up a new applications vertical at SICGILSOL meant learning to build trust from zero, with no brand and no case studies to lean on.
- Acquired 5 customers in aluminum/lead recycling, up to ₹30L/yr revenue
- Led 3 project installations end to end
- Started the applications business vertical at SICGILSOL
- ₹75L contract — the company's first reference deal
A refusal to design systems from the inside out. Every process I build still starts with what the customer is actually trying to get done.
Marketing taught me demand
- ekincareAVP — Marketing · 07/2018—06/2021
- Publicis SapientAssociate Director · 04/2022—12/2025
- Encora (acquired by Coforge)Sr Director, Marketing Operations · 01/2026—04/2026
Selling closes one deal at a time; marketing has to work at scale, on people you'll never speak to. At ekincare I learned to move enterprise buyers and end users with the same campaign under real budget pressure. At Publicis Sapient and Encora I moved into the machinery behind demand — outbound systems, marketing automation platforms, and the agentic workflows that are starting to replace manual campaign ops.
- ekincare: 35→201 enterprise clients; 95K→340K registered users
- ekincare: MAUs 17%→32% via CRM tools integrated with the product
- Publicis Sapient: 17+ campaigns → 29,000+ outbound emails → 10 opportunities
- Publicis Sapient: Pardot rollout cut lead response time to <8 days
- Encora: reverse-engineered an event app's login flow into an AI outreach pipeline — 12 qualified meetings from one event
An instinct for behaviour at scale — how audiences actually move through a funnel, and where marketing automation earns its keep versus where it just adds noise.
Operations taught me systems
- HCL TechnologiesManager, Business Strategy & PMO · 07/2015—03/2016
- HCL TechnologiesSr. Manager, Sales Transformation Office · 03/2016—07/2018
- Hevo DataAVP — Strategy & Business Operations · 06/2021—04/2022
This is where I stopped thinking in campaigns and deals and started thinking in loops: ownership, handoffs, checkpoints, feedback. At HCL I built whitespace and scoring tools for a sales org generating most of the company's revenue. At Hevo I stood up a customer success function from nothing and had to own outcomes for hundreds of enterprise accounts, not just influence them.
- HCL: Top-150 Client Partner Program covering ~65% of company revenue
- HCL: led sales/whitespace-scoring mobile apps for CXO and field-rep personas
- HCL: co-authored a change-management case study for ACMP
- Hevo: built CS org from 0→5; owned 500+ enterprise accounts (~$3.5M ARR)
- Hevo: predictive health scoring improved retention and escalation processes
Process and ownership. A system without a clear owner and a feedback loop isn't a system — it's a hope.
Building taught me leverage
- IndianCoffeeBeans.com (ICB)Founder & Builder · 11/2025—Present
- Emergence AISenior Director, Sales Operations · 05/2026—Present
Everything before this taught me what to build and why. This is where I learned to build it myself — data pipelines, automation, AI agents — instead of briefing someone else to. ICB is a solo-built product: scraping, schema, SEO and AI-assisted content running end to end with no team behind it. Emergence AI puts the same instinct to work from inside a live revenue org, designing AI-native GTM systems where I'm both the operator and the builder.
- ICB: 92 roasters scraped, 1,400+ SKUs, 2,000+ monthly uniques
- ICB: 1,000–3,000 WAU driven by organic SEO, built on Next.js/Supabase/n8n/Cloudflare
- ICB: AI agents (Claude Code, local Ollama/Llama3.2) automate content, monitoring and QA loops
- Emergence AI: designing AI-native GTM systems from inside a live revenue org
Leverage. Once you can build the system, not just design it, headcount stops being the constraint on how much you can improve.
Teaching taught me clarity
- NSBTProfessor of Practice, Gen AI & GTM · 05/2026—Present
You can get away with a fuzzy mental model when you're the one executing. You can't get away with it in front of a room of practitioners who will ask you to explain, right now, why a step exists. Teaching Gen AI and GTM at NSBT forces me to turn instinct into a method I can actually hand to someone else — which is most of why this six-step operating loop exists in a form clear enough to publish.
- Teaching practitioners how generative AI actually changes go-to-market work
Clarity. If I can't explain a system simply enough to teach it, I don't understand it well enough to build it.
Every chapter added another layer. Together, they became the way I build systems today.
See the systems this built →