Varun Parekh

By the numbers

$1.4M+

ARR generated at SpotDraft

70+

Mid-market & enterprise logos closed

2

AEs managed across EMEA

$10M+

Forward sales contracts negotiated

What I do

Build the market

I operate like a founder inside the company - stepping into markets with no playbook, defining the ICP and buyer myself, and building the outbound motion from zero to create the first pipeline.

Close the deal

I treat every deal like it's my own business on the line - personally running discovery through negotiation and contracting across Legal, Procurement and Compliance.

Build the team

I build the internal systems and playbooks a founder would build for their own company - turning what works into something repeatable, and coaching the team to own it.

Career

SpotDraft — Account Executive Team Lead, EMEA2021 – 2026

Built SpotDraft's EMEA GTM motion from zero for a CLM, Clickwrap and AI-contracting platform.

$1.4M+ cumulative ARR and 70+ mid-market and enterprise logos across Europe and Africa
$500K+ ARR in FY24–25, highest revenue-generating EMEA AE
Managed and coached a 2-person AE team
Sold CLM, Clickwrap and Agentic AI solutions

Normsmash Ecommerce — Founder2017 – 2021

Built BombayGent from zero across retail and ecommerce.

17 retail stores and 5 ecommerce platforms
INR 4.2M Year 1 revenue
Owned sales, marketing, operations and financial planning

Brandspoke — Director2016 – 2019

Built India sales and operations for an international beauty and skincare distribution business.

Launched LOOkX and GOSH in India
Negotiated ₹30M+ forward sales contracts

Iksula — Sales Manager, Managed Ecommerce2014 – 2016

Closed ₹10M in first-year revenue
Average deal size of ₹1.2M
Onboarded enterprise retailers including Jack & Jones and Vero Moda

Di:3 — Sales Head & Founder2010 – 2014

Built a B2B manufacturing business from $1,000 initial capital to $20,000 annual revenue and exited in 2014.

Directi — Sr. Associate, Strategic Business Development2008 – 2010

Founding team member of a new enterprise business division.

Helped close YOU Broadband and Tata Communications
Contributed $400K+ in enterprise revenue

The common thread

New market. New buyer. New playbook.

Across SaaS, technology, ecommerce, distribution and manufacturing, I've repeatedly had to figure out how a business gets its first customers, builds a repeatable sales motion and turns that motion into revenue.

Sales & GTM

GTM Leadership

Market Entry · Enterprise Sales · Pipeline Creation · Sales Coaching · Forecasting · Account Strategy

Enterprise Selling

Complex Deal Strategy · Discovery · Value Selling · Negotiation · Deal Structuring · MEDDIC · BANT · NEAT

Technology

Salesforce · HubSpot · Sales Navigator · Apollo · CLM · AI Contracting

Building a new market?

I build revenue where there isn't a playbook.