Rohit Doshi - Enterprise AI Account Executive

The Journey

High Agency,
By Design.

I grew up in Hyderabad watching my family navigate traditional business - and decided early that the highest-leverage bet I could make was on my own education.

I sat the JEE - one of the world's most brutal academic filters. Rank 1,468 out of 10,000,000 students. Top 0.3% nationally. IIT Roorkee, Electrical Engineering. Four years later, CAT at the 99.67th percentile → IIM Calcutta, where I served as Marketing Club President and VP of CEMS.

Software developer at Deloitte first. Then strategy consulting across FinTech, Banking, and Pharma. Not the typical AE background - but exactly the foundation I needed.

The pivot to AI sales was deliberate. In 2020, the gap between what frontier AI could do and what enterprises understood was enormous - and closing it required someone fluent in both languages. That is the role I have built my career around.

At every inflection point: leave consulting stability for startup uncertainty, leave Salesforce comfort for founding risk. I move toward the most complex, highest-leverage problems available.

2013 - 2015

Software Developer, Deloitte - Built enterprise WCM and ECM systems for major Telecom and Pharma clients. The technical foundation that makes me a different kind of sales leader.

2017 - 2020

Strategy Consultant, Deloitte - Led $2B+ regulatory mandates and GTM strategy engagements. Learned to build the business case, not just the pitch deck.

2020 - 2022

Pivot to AI Sales - Joined the frontier at the exact moment enterprise AI became a real category. Built the playbook from scratch as one of the earliest sales hires at an AI startup.

2022 - Present

Enterprise AI Account Executive - From Head of Sales at a YC-backed AI company to Enterprise AE at Salesforce to Founding AE at Crustdata. Each role chosen for complexity and mission.

IIM Calcutta

MBA · 2015 - 2017

CAT: 99.67 Percentile Marketing Club President CEMS VP

IIT Roorkee

B.Tech, Electrical Engineering · 2009 - 2013

JEE Rank 1,468 / 10,000,000 · Top 0.3%

Angel Investor

Early-stage AI & SaaS startups

Operator Perspective

LinkedIn Thought Leader

3,300+ followers writing on AI and GTM strategy

AI · GTM · Enterprise Sales

Certifications

Lean Six Sigma Green Belt · Agile Project Management

Process Architect

Experience

Where I've
Operated.

Feb 2026 - Present

Crustdata

YC F24

Founding Account Executive

Building the Commercial Foundation for AI-Native Data Infrastructure

Founding sales hire at Crustdata - the foundational data infrastructure layer for AI agents. API-first, developer-centric, frontier.
169% revenue delivery in Month 1 - closed $305K ACV against a $180K monthly target by rapidly mapping technical product capabilities to enterprise workflow gaps.
One of the few AEs running live API demos with developer and technical buyers - conducts real-time integration walkthroughs rather than slide-based pitches.
Contributed to company ARR growth from $1M to $10M+ through structured enterprise expansion and systematic outbound architecture.

Mar 2025 - Feb 2026

Salesforce

Enterprise Account Executive

Agentic Workflows · Data Cloud · Fortune 1000 Expansion

Focused on Agentic Workflow deployments and Data Cloud integrations - Salesforce's most technically complex product surface, requiring deep understanding of data architecture and AI orchestration.
Rapid technical onboarding: delivered 4x the average ACV in month one by directly aligning product capabilities with specific process automation gaps in each account.
Hunter AE carrying a $3M quota across 100 accounts with $1B+ annual revenue - full-cycle ownership from prospecting through multi-stakeholder close.
Translated complex AI capabilities into exec-level business cases and engineering-level specs — in the same meeting.

Jan 2022 - Mar 2025

Nanonets

YC 17

Head of Sales - Senior Account Executive

Employee #25 - Architect of the Commercial Playbook · Series B to C Scale

Joined as Employee #25 - took full ownership of ICP definition, outbound, discovery frameworks, and expansion motions from day one.
Promoted to Head of Sales within 18 months - led commercial strategy for an LLM and Computer Vision AI company through its most critical growth phase.
Drove Series B to Series C scale: architected and executed the repeatable sales motion that took ARR from sub-$1M to $3M+ through systematic playbook execution.
Turned Proof-of-Concepts into Strategic Partnerships - converted technical pilots into long-term enterprise contracts, including an $800K expansion driven by deep implementation alignment and technical credibility.
Quota attainment: 102% FY24 · 122% FY23 · 97% FY22 on $1M ARR annual targets. Ranked #1 on the team for three consecutive years.
Sold AI solutions built on Mistral, Llama, GPT-3/3.5/4 - deep LLM and Computer Vision fluency enabling genuine technical dialogue with engineering buyers.

Dec 2020 - Dec 2021

Soroco

Engagement Manager - Senior Account Manager

AI/ML Product Delivery · CXO-Level Enterprise Partnerships

Promoted within 6 months for 200% of target in the first half-year - led full-cycle delivery of the company's AI/ML workflow intelligence product across major enterprise accounts.
Led a cross-functional team of 6 spanning implementation, analytics, and delivery management - bridging technical execution and executive stakeholder management.
Led CXO-level automation proposals and full design-to-deploy cycles across enterprise accounts.

2020 - 2021

AsknAssess

Co-founder

0-to-1 EdTech Venture

Co-founded an EdTech assessment platform addressing a structural gap in the Indian competitive examination market - built the product, the GTM, and the early customer base from zero.

Jun 2017 - Dec 2020

Deloitte US

Senior Strategy Consultant

FinTech · Banking · Pharma · AI Product GTM

Head of Payments Research Center - developed thought leadership on BNPL, Open Banking (ISO20022), and Data Monetization across the Deloitte network.
KYC tech implementation for a major US bank: $2B in potential regulatory fines averted, impacting 35M+ customers across two major releases.
Identified $100M in revenue opportunities through competitive landscape assessment for a major health plan company.
Created a $7M incremental revenue opportunity by designing the business case for a next-generation digital banking platform.
Led GTM strategy for Deloitte's AI-based Data Digital Twin client-facing offering - one of the earliest enterprise AI GTM motions at the firm.

Jun 2013 - Apr 2015

Deloitte US

Software Developer

Enterprise Systems · The Technical Foundation

Built production WCM/ECM systems in C#, Java for Telecom and Pharma at scale. The technical depth that makes me a different kind of sales leader.

The Engineer's Edge

I Can Read
the Code.

Most sales leaders understand the product. I understand the architecture underneath it. Before my first discovery call, I spent two and a half years at Deloitte writing production code in C#, Java, and Python.

That background changes every technical conversation. I can review an API reference, follow a code review, and identify implementation risk — without needing an engineer in the room.

At Crustdata: live API demos, independently. At Nanonets: designed the PoC validation framework, then closed the expansion. At Salesforce: Data Cloud architecture and commercial negotiation in the same meeting.

The result: shorter cycles, higher technical trust, and expansion opportunities that start in implementation — not a renewal call six months later.

Live API Demos Data Architecture Conversations LLM / Agentic System Fluency Implementation Risk Assessment Developer Buyer Credibility PoC Design & Validation

            
            
            
            Technical Foundation
          
C#
C# / .NET
Production WCM/ECM systems for Telecom and Pharma at Deloitte. Foundation for understanding how enterprise software is actually architected.
PY
Python
API scripts, demo automation, data analysis. Powers live API walkthroughs with developer buyers — real-time, no slides, during the sales cycle.
JV
Java
Enterprise application dev at Deloitte. Fluent in the OO architecture and integration patterns that underpin the software I sell into.

Stack

AI-Native
From Day One.

AI Models & Frontier Tools

Claude (Anthropic) GPT-4o (OpenAI) Gemini (Google) Llama (Meta) Mistral Claude Code Cursor GitHub Copilot Perplexity NotebookLM

Sales Execution

Salesforce CRM HubSpot Outreach Gong Fathom Lemlist HeyReach Instantly Amplemarket Lavender

Intelligence & Research

Apollo LinkedIn Sales Navigator ZoomInfo Lusha Clay Common Room Unify

Operations & Analysis

Notion Airtable Metabase

Skills

How I
Operate.

🏗️

Enterprise Deal Architecture - MEDDPIC, Multi-threaded Stakeholder Strategy

🤖

AI/ML Depth - LLMs, Computer Vision, Agentic Systems, Data Architecture

📐

GTM Playbook Design - ICP Definition, Outbound Architecture, Pipeline Strategy

🔬

Technical Sales - Live API Demos, PoC Design, Developer Buyer Navigation

📊

Financial Architecture - Value-Based Pricing, Business Case Construction, ROI Modelling

🚀

0-to-1 Commercial Leadership - Founding AE Playbook, Sales from Zero

🤝

C-Suite Partnership - Executive Communication, Board-Level Business Cases

💡

Solution Design - Demo Excellence, Deck Architecture, Narrative Construction

The Full Picture

More Than
the Resume.

🏎️

Formula One · Oracle Red Bull Racing

A committed Max Verstappen fan and genuine F1 obsessive. I follow the sport with the same attention to strategy and systems thinking I bring to work - the pit wall decisions, the tire degradation curves, the team dynamics under pressure. It is the closest thing to a chess match at 200mph.

📚

Fantasy Fiction · Deep Reader

I read the way I sell - fully committed and with genuine obsession. Fantasy fiction is my domain: epic world-building, complex political systems, characters operating under impossible constraints.

Harry Potter Malazan Book of the Fallen A Song of Ice and Fire The Bartimaeus Trilogy Inheritance Cycle (Eragon) Dan Brown

Rohit and Arpita at Kelingking Beach, Bali

Bali · Kelingking Beach

🎬

Movies, TV & Pop Culture · Encyclopedic

Ask me about almost any film, show, or cultural moment and I will have an opinion, a ranking, and three recommendations. I have spent years absorbing stories across every genre - not as passive entertainment but as a study in how narratives are constructed, how characters earn trust, and how the best storytellers make complex ideas feel inevitable. The same principles apply to how I build a sales narrative and a compelling business case.

💍

Married to Arpita · My Rock

Married in December 2019 - Arpita is my anchor and the person I do all of this with. My family is back in India, and bringing everyone together - whether for a reunion or a shared adventure somewhere new - is something I invest in deliberately. The people who matter most are the reason the work matters.

✈️

Perpetually in Transit · Global Explorer

Switzerland (twice), Paris, Amsterdam (twice), Bali, Dubai, Thailand, New Zealand, USA - and the list keeps growing. Every new country is a systems problem. The train network, the currency logic, the unspoken social contracts. Rapid contextual learning is the same muscle I use when I step into a new market or a new enterprise account.

Switzerland · Alps

ROHIT DOSHI.

High Agency,
By Design.

Where I've
Operated.

Value
Delivered.

I Can Read
the Code.

AI-Native
From Day One.

How I
Operate.

Curiosity
at Scale.

More Than
the Resume.

Written in Public.
Proven in Practice.

Let's Build
Something Real.

ROHIT DOSHI.

High Agency,By Design.

Where I'veOperated.

ValueDelivered.

I Can Readthe Code.

AI-NativeFrom Day One.

How IOperate.

Curiosityat Scale.

More Thanthe Resume.

Written in Public.Proven in Practice.

Let's BuildSomething Real.

High Agency,
By Design.

Where I've
Operated.

Value
Delivered.

I Can Read
the Code.

AI-Native
From Day One.

How I
Operate.

Curiosity
at Scale.

More Than
the Resume.

Written in Public.
Proven in Practice.

Let's Build
Something Real.