Lohit Arora

Dual-Vertical Portfolio Management: Led strategy for global enterprise division in regulated sectors with AI content platforms. Managed SMB/Mid-Market division distributing SaaS content tools worldwide. AI-First Innovation: Designed and implemented AI agent framework for customer engagement. Deployed website chatbots and automated proposal agents. Optimized client satisfaction and proposal speed using a centralized RFP database. Global Revenue & Team Leadership: Directed a high-performing global division of 30+ professionals spanning Account Executives, Business Development Representatives, and Customer Success Managers to drive a 15% year-on-year revenue increase. Sales Cycle Optimization: Cut B2B cycle from 6 to 4 months via a streamlined onboarding plan. Tech Stack & Productivity: Increased sales productivity by 25% by optimizing workflows in Salesforce, Outreach, and ZoomInfo. Retention & Stakeholder Engagement: Sustained an 87% client renewal rate by driving structured Quarterly Business Reviews (QBRs) and maintaining active, continuous engagement with executive-level and CXO stakeholders.

SaaS Subscription Transformation: Spearheaded the structural transition from legacy perpetual licensing models to recurring SaaS subscriptions, successfully capturing and generating a $16.5M ARR revenue base. Outbound Pipeline & ABM Architecture: Built the enterprise outbound sales function from the ground up, scaling a resilient $5M pipeline by executing strategic Account-Based Marketing (ABM) and data-driven intent plays. Global Channel Partnership Expansion: Launched new partner ecosystem in new territories, boosting cross-border revenue. Deployed specialized pricing to generate new revenue sources. Achieved 98% forecasting accuracy over eight fiscal quarters by implementing sales playbooks and full CRM visibility for leadership. Cross-Functional Customer Enablement: Engineered a structured client onboarding and training framework, collaborating directly with marketing and product divisions to capture Voice of Customer (VOC) feedback and translate feature suggestions into commercialized growth plans.

Edtech Revenue Engine Management: Directed a high-growth Education Technology commercial portfolio, owning full accountability for delivering and maintaining a $6M ARR revenue base. Core Product Portfolio Commercialization: Successfully positioned, pitched, and scaled flagship cloud software assets—including specialized Learning Management Systems (LMS) and interactive online classroom platforms across the global Edtech market. Conversion Rate Optimization: Engineered a 35% improvement in demo-to-close conversion rates (accelerating from a 15% baseline) by structurally transitioning standard platform demonstrations into immersive diagnostic workshops and paid Proof of Concepts (POCs). Net Revenue Retention Mastery: Sustained a 90% Net Revenue Retention (NRR) rate and secured an 82% annual customer renewal rate within a volatile, fast-paced SMB market segment. Cross-Territory Business Development from scratch: Built the global business development architecture from the ground up, successfully scaling market footprints across the United States, EMEA, MENA, and APAC regions. Conversational Commerce Acceleration: Launched instant-response chat sales, creating a pipeline to boost inbound velocity. High-Velocity Deal Cycle Execution: Navigated a compressed commercial environment, optimizing pipeline mechanics to manage an average deal cycle ranging from 3 days to 1 week. Expansion Revenue Acceleration: Turned client expansion into a core revenue catalyst, structurally scaling cross-selling and upselling performance from an 8% baseline to a 24% year-on-year growth contribution.

Technical Escalation Support: Managed complex IT infrastructures for high-value enterprise accounts. Handled large-scale printer installations and systemic hardware troubleshooting. Upselling: Boosted revenue in support by surpassing targets. Executed warranty extensions, SLA upgrades, and enterprise antivirus packages. Consultative Value Selling: Mastered the art of translating technical vulnerability into commercial business value, guiding enterprise clients to proactively invest in redundant hardware protection and system-wide security enhancements. Maintained top national rankings by swiftly resolving diagnostics and implementing strategies to protect brand loyalty and renewals.