TartanHQ is looking for an Enterprise Sales Manager to drive new business acquisition across North India. You will own the full sales cycle — from identifying and qualifying prospects to closing annual recurring revenue (ARR) deals with mid-market and enterprise clients. This is not a farming or account management role. We need someone who can independently open doors, navigate complex multi- stakeholder organisations, and close deals within 45–60 day sales cycles. You will sell Tartan's full suite of solutions to HR, Finance, and IT decision-makers across industries. This is an on-site role based out of our Gurugram office, with regular travel to client locations across the NCR region and North India.
Key KPIs
• Quarterly new ARR bookings against assigned quota
• Pipeline coverage: maintain 3x quota at all times
• Win rate on qualified opportunities (target: 25%+)
• Average deal cycle time: 45–60 days from first meeting to close
• Number of net-recent enterprise logos acquired per quarter
• Self-sourced pipeline as a percentage of total pipeline (target:
60%+)
Day-to-Day Responsibilities
Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points — not waiting for inbound leads. You will run your own pipeline from first outreach
through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2–3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role.
Core Responsibilities
New Business Acquisition (60% time allocation)
• Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography
• Build and execute account plans for target organisations —