Company: Toyo Apps Pvt. Ltd. (A Group Company of 1XL)

Position: Head of SaaS Business

Job Type: Full-Time

Shifts/Working Hours: Monday to Saturday, 10:00 AM – 7:00 PM

Experience: 12-20 Years

Location: Swargate, Pune

CTC: 12 LPA – 14 LPA

About Toyo Apps

Toyo Apps Pvt. Ltd., a Group Company of 1XL, is a Pune-based software solutions company specializing in software sales, implementation, support, and business technology services. We provide end-to-end consultation, onboarding, troubleshooting, maintenance, and customer assistance to help businesses seamlessly adopt the right digital tools.

Driven by a customer-first approach, we are committed to delivering reliable technology solutions that enhance operational efficiency, simplify business processes, and support sustainable business growth.

Role OverviewThe Head of SaaS Business will be responsible for building, leading, and scaling a new B2B SaaS division comprising 30+ software products across multiple business use cases and customer segments.

This is a senior leadership role with end-to-end responsibility for business strategy, P&L;, revenue growth, pricing, go-to-market, product strategy, customer success, and partner management. The ideal candidate will operate with the mindset of a CEO/General Manager and be accountable for building the SaaS portfolio towards a US$100M+ annual revenue ambition.

The role requires a commercially driven, entrepreneurial, data-oriented leader who can coordinate internal teams and external partners across sales, marketing, product, development, and customer support.

Key ResponsibilitiesBusiness Strategy &

- P&L; Management

- Take overall ownership of the 30+ product SaaS portfolio and its commercial performance.
- Develop and execute a business strategy to achieve US$100M+ annual revenue.
- Set and monitor ARR, MRR, revenue, profitability, acquisition, and retention targets.
- Identify products that should be prioritised, repositioned, scaled, consolidated, or discontinued.
- Establish business dashboards, KPIs, and performance-review mechanisms.
- Allocate investments based on market opportunity, commercial potential, and expected returns.

Pricing & • Monetisation

- Develop pricing and monetisation strategies across the SaaS portfolio.
- Define subscription plans, product tiers, enterprise pricing, and licensing models.
- Evaluate free trials, freemium, usage-based pricing, bundling, cross-selling, and geographic pricing.
- Continuously optimise pricing to improve conversion, revenue, margins, retention, and customer lifetime value.
- Develop strategies for annual contracts, discounts, channel pricing, and upselling.

Go-to-Market & • Business Growth





- Define the Ideal Customer Profile (ICP), target industries, customer segments, and geographic markets.
- Develop product positioning, messaging, sales channels, and customer acquisition strategies.
- Determine product-led, sales-led, enterprise, SMB, and partner-led growth approaches.
- Develop launch and expansion strategies for priority products.
- Identify new market opportunities and strategic growth initiatives.

Sales Leadership & • Revenue Growth

- Own overall sales strategy and revenue outcomes.
- Define sales targets, territories, segments, KPIs, and sales playbooks.
- Monitor pipeline generation, conversion rates, sales cycles, and revenue performance.
- Develop enterprise and strategic-account sales strategies.
- Identify channel, reseller, distribution, and strategic partnership opportunities.
- Drive cross-selling and upselling across the SaaS portfolio.
- Evaluate outsourced sales partners and replace or restructure underperforming partners when required.

Marketing & • Demand Generation

- Set marketing objectives, budgets, and performance targets.
- Develop demand-generation and customer-acquisition strategies.
- Guide SEO, paid advertising, content marketing, outbound, digital marketing, and partner marketing activities.
- Monitor CAC, conversion rates, pipeline contribution, and marketing ROI.
- Ensure marketing investments are aligned with measurable business outcomes.
- Manage and evaluate external marketing agencies and partners.

Product Strategy & • Development

- Own the commercial product roadmap across the SaaS portfolio.
- Identify customer needs, market gaps, competitor opportunities, and emerging SaaS trends.
- Prioritise features and product improvements based on commercial value.
- Translate customer and market requirements into development priorities.
- Coordinate with internal and outsourced development teams.
- Balance product development investment with expected commercial returns.
- Ensure products remain competitive, scalable, secure, and commercially relevant.

Customer Success & • Retention

- Own customer experience, retention, renewal, and expansion outcomes.
- Establish customer support SLAs and service-quality standards.
- Monitor customer satisfaction, churn, renewals, and expansion revenue.




- Identify recurring customer issues and ensure feedback is incorporated into product improvements.
- Develop scalable customer-success strategies for SMB, mid-market, and enterprise customers.
- Evaluate outsourced customer support and success partners.

Vendor & • Partner Management

- Manage external development, sales, marketing, and customer-support partners.
- Establish clear KPIs, SLAs, deliverables, and performance expectations.
- Conduct regular partner performance reviews.
- Negotiate commercial arrangements where required.
- Make effective outsource-versus-in-house decisions.
- Build internal capabilities when greater control, economics, or strategic importance justifies doing so.
- Take decisive action with underperforming vendors and partners.

Reporting & • Business Performance

- Monitor key SaaS metrics including ARR, MRR, CAC, LTV, churn, retention, gross margin, and profitability.
- Build and maintain a centralised commercial dashboard for the SaaS portfolio.
- Review sales pipeline, marketing performance, product adoption, and customer success metrics.
- Present regular business performance reports to the Founder/CEO and Group Leadership.
- Identify performance gaps and implement corrective actions.
- Establish a strong data-driven operating rhythm across the business.

Required Skills & • Qualifications

- 12-20 years of professional experience, with significant leadership experience in B2B SaaS/software businesses.
- Proven experience building, scaling, or managing a SaaS business or significant software revenue portfolio.
- Experience owning P&L;, business-unit performance, SaaS portfolio, or substantial revenue responsibility.
- Strong understanding of SaaS metrics including ARR, MRR, CAC, LTV, churn, NRR, and gross margin.
- Proven expertise in SaaS pricing, packaging, monetisation, and go-to-market strategy.
- Experience working across Product, Sales, Marketing, Engineering, and Customer Success.
- Experience managing multiple software products simultaneously.
- Experience working with outsourced teams, agencies, development partners, sales partners, or channel partners.
- Solid commercial, analytical, strategic, and decision-making abilities.
- Experience working with SMB, mid-market, and/or enterprise customers.
- Strong understanding of global SaaS markets and digital customer acquisition.
- Excellent leadership, communication, negotiation, stakeholder-management, and problem-solving skills.
- - Bachelor's degree in Business, Technology, Management, or a related field; MBA or relevant advanced qualification will be an added advantage.

📌 Head of SaaS Business (Pune)
🏢 1XL Universe
📍 Pune