Shivam's Profound AI Rep
Shivam's view on career decisions shows how he balances learning and earning as a long-term filter.
Shivam Singh
Edges
Building Cloud Sales Operations
Shivam builds cloud sales operations from scratch: identifying the market gap, making the case for expansion, and then owning the build end to end. At Builder.ai, he pitched the regional expansion, relocated to Bangalore, opened offices in two cities, and grew the India operation from three people to 40 and from zero to $100M ARR. At DigitalOcean, he took on the full APAC territory with the same mandate: design the strategy, own the numbers, and build the customer base. **The mechanism is consistent**: he starts by understanding where the business is not yet present, builds the case for why it should be, and then executes the build himself before handing off to a scalable structure.
Spotted in 2 Stories
B
Closing Complex Enterprise Deals
Shivam closes large enterprise deals by mapping the full stakeholder landscape and solving for each layer: technical, financial, legal, and executive. His clearest example is a $1.5M MRR deal at Builder.ai, where he engaged the CIO, Chief Security Officer, and DevOps teams over three months, ran a successful proof of concept, and then spent two consecutive days on-site working through contractual negotiations with the customer's legal and procurement teams while coordinating his own teams virtually. **The pattern across his enterprise deals**: he treats the negotiation as a problem-solving exercise, not a pressure campaign, and he is willing to do the unglamorous work to hold the process together until the contract is signed.
Spotted in 2 Stories
Selling Across the Cloud Stack
Shivam has sold cloud infrastructure, SaaS, DBaaS, and OCI across four major organizations, giving him a working command of both infrastructure and software sales motions. At Builder.ai, he sold AWS managed services and resold AWS infrastructure to enterprises. At Salesforce, he learned SaaS sales motions and product-led selling. At MongoDB, he sold Atlas DBaaS. At Oracle, he positioned OCI against AWS, Azure, and GCP at the C-suite level. **The strategic value**: he can engage credibly with a DevOps team on workload architecture and with a CFO on total cost of ownership, because he has sold at both layers and understands how the buying decision is made at each.
Spotted in 2 Stories
BOwning Large Territory Markets
Shivam operates at his best when given a large, loosely defined territory and the freedom to design his own approach. He treats the territory as a business, setting the strategy, segmenting the market, and deciding where to invest his time. At Builder.ai, he owned the India region across all verticals and customer sizes, from startups to large enterprises. At DigitalOcean, he owns the full APAC territory across a customer base of hundreds of thousands, with the freedom to experiment across inbound, outbound, and account farming. **The consistent pattern**: he does not wait for a playbook. He builds one, tests it, and iterates, treating each territory as a market to be understood and shaped rather than a list to be worked.
Spotted in 2 Stories
BShivam Singh
About Me
Shivam Singh is a senior enterprise sales leader with over a decade of experience selling cloud infrastructure, SaaS, and AI platforms across India and APAC. He is currently Senior Account Executive at DigitalOcean, owning the full APAC territory and working with startups and mid-enterprises building on DigitalOcean's cloud and AI agentic platform.
At Builder.ai, Shivam built the India cloud sales operation from a three-person team into a 40-person organization spanning Bangalore, Mumbai, and Gurgaon. He drove the business to $100M ARR, personally closing two back-to-back enterprise deals totaling over $60M in ARR, achieving 150% of target in FY20-21 and 200% in FY21-22.
He has sold across the full cloud stack: IaaS and managed services at Builder.ai, SaaS at Salesforce, DBaaS at MongoDB, and OCI at Oracle. That breadth gives him a working command of both infrastructure and software sales motions, and the ability to engage credibly from DevOps teams to C-suite.
Shivam Singh
I look at every role through two lenses: am I learning, and am I earning? If both are there, I stay. If neither is, it's time to move.”
Shivam Singh
On career decisions