# Engagement Principal, Chanakya

- Link: https://100xfounder.com/job/sarvam-ai-engagement-principal-chanakya-e37b60/
- Published: 2026-04-18T01:40:15+05:30
- Author: Ishaan Vardhan

### About Sarvam

Sarvam is building the bedrock of Sovereign AI for India. The company is developing
India’s full-stack sovereign AI platform, building across research, models, infrastructure
and applications with a singular focus on making AI genuinely work for India. Sarvam
works with leading enterprises and public institutions and is backed by Lightspeed,
Peak XV, and Khosla Ventures. Sarvam partners with India’s leading brands, including
Tata Capital, SBI Life, CRED, IDFC, and LIC.

### About the Role

Engagement Principal is a senior client-facing role in the Chanakya vertical. You
own pipeline development, account strategy, and long-term engagement management 
across defence and strategic sector clients. This is not a quota-chasing sales role—
it is a builder role for someone who understands the defence procurement landscape,
can engage at the command and technical leadership level, and can convert complex
AI capability into funded, deployable programmes.

### What You’ll Do

 * Own GTM strategy and pipeline for this vertical: from prospecting through programme
   initiation.
 * Build and maintain relationships at the decision-making level: Acquisition directorates,
   CTO offices, field and HQ command, and PSU leadership.
 * Translate Sarvam’s technical capability into proposals and narratives that resonate
   across technical and command-level stakeholders.
 * Lead RFI/RFP responses, PoC scoping, and commercial negotiation — with full technical
   fluency.
 * Collaborate with Strategic Deployment Engineers and the product team to ensure
   client expectations are grounded in what we can actually deliver.
 * Manage account health, renewal strategy, and expansion pipeline for active accounts.
 * Surface emerging requirements, policy shifts, and competitor moves that should
   shape our roadmap.

### What We’re Looking For

 * 7–12 years of total experience, with at least 4 years in strategic sector GTM,
   defence procurement consulting, or enterprise sales in a technical domain.
 * Track record of closing and managing multi-crore engagements in disciplined or
   complex environments: defence, critical infrastructure, or complex enterprise
   clients.
 * Functional understanding of defence procurement frameworks: DRDO, DPP, emergency
   procurement, Make-I/Make-II.
 * Strong executive presence: comfortable in flag-level meetings and senior CTO 
   offices, and equally comfortable with working-level technical teams.
 * Familiarity with GenAI/ML capability sufficient to hold a credible conversation
   about what Sarvam’s stack can and cannot do.
 * Active network in the Indian defence ecosystem (Army, Navy, IAF, DRDO, DPP offices,
   PSUs, DSSC) is an advantage.

### Bonus Points

 * You’ve built a pipeline in a domain where trust takes years — and moved it faster
   than expected.
 * You’ve held a deal together through difficult technical delivery without damaging
   the client relationship.
 * You are well-networked in the defence and strategic sector ecosystem.
 * Experience owning complex, ambiguous mandates at a consulting firm, with accountability
   for outcomes.

**Note: **We are looking for people who can own the outcomes described here, not
people who match every line of this specification. If this problem excites you and
you believe you can do this work, we want to hear from you.

### Why Sarvam?

Sarvam is a fast-moving, high talent-density team building full-stack AI for India,
working on problems that push the frontiers of AI with real population-scale impact.

 * Work alongside researchers, engineers, builders, and business leaders who move
   fast and hold each other to a very high bar.
 * High ownership and high impact, from day one.
 * Everything we do is AI-first, from the way we build and ship to the way we think
   about problems.
 * You can work on problems that could change how an entire country learns, works,
   and communicates.

_If you want to work on problems at the frontier of AI in India, Sarvam is the place
to be._