Head of Commercial — Ratch

About Ratch

Ratch is building a new kind of talent and commercial engine for high-growth companies.

We work with founders, CHROs, and senior business leaders to solve critical hiring and talent problems — particularly across GCCs, funded startups, and high-growth technology businesses.

We are looking for a Head of Commercial to help build this engine.

This is not a traditional sales leadership role. You will still be expected to sell, build relationships, qualify opportunities, close business, grow accounts, and build the team around you.

You will work directly with the CEO and have significant ownership over how Ratch's commercial function evolves.

The Role

As Head of Commercial, you will own the journey from a qualified prospect to a successful commercial outcome.

You will

- Build and close new business with founders, CHROs, business leaders, and senior technical stakeholders.
- Own a personal commercial number and be directly accountable for revenue.
- Convert first engagements into long-term, expanding client relationships.
- Qualify opportunities rigorously and determine where Ratch can genuinely create value.
- Work closely with the delivery team to ensure what we sell can be delivered at a high quality bar.
- Build repeatable sales and account-growth processes as the company scales.
- Develop the next generation of commercial talent through hiring, coaching, and hands-on leadership.
- Work with the CEO to shape pricing, positioning, GTM strategy, and commercial priorities.
- Represent Ratch in senior client conversations and position us as a strategic talent partner rather than a traditional recruitment agency.

What You'll Own1. New Business & Revenue
- Own new-logo acquisition across startups, scaleups, GCCs, and enterprise accounts.
- Run the full sales cycle — prospecting, discovery, qualification, solutioning, negotiation, and closure.
- Carry a meaningful individual revenue/BD target.
- Build and maintain a healthy pipeline with clear forecasting and deal discipline.
- Develop relationships with senior decision-makers and turn them into long-term accounts.

1. Account Growth

Winning the first mandate is only the beginning.

You will

- Identify opportunities to expand existing accounts.
- Convert transactional engagements into strategic or retained partnerships.
- Build relationships across multiple stakeholders within client organisations.
- Understand the client's broader hiring and talent priorities and identify where Ratch can add value.

1. Commercial Qualification

You will help define what a good chance looks like.

That means





- Understanding the client's actual business problem before accepting a mandate.
- Assessing urgency, budget, decision-making authority, and probability of success.
- Knowing when to pursue, when to negotiate, and when to walk away.
- Helping the demand-generation team improve the quality of opportunities entering the funnel.

Your judgment will directly influence the commercial efficiency of the business.
1. Delivery & Client Outcomes

You don't need to be the person executing every search yourself, but you need to care deeply about what happens after the deal is signed.

You will

- Partner closely with recruiters and delivery teams.
- Set clear expectations with clients and internal teams.
- Track mandate progress, quality, speed, and client satisfaction.
- Identify delivery bottlenecks and improve the operating process.
- Ensure the commercial promise made to the client matches what Ratch can deliver.
- Use learnings from every mandate to improve future sales and delivery.

1. Team Building

You will help build the commercial organisation around you.

This includes

- Hiring and onboarding future commercial talent.
- Coaching AEs, BDs, recruiters, or other client-facing team members as the organisation grows.
- Establishing performance expectations and operating rhythms.
- Building playbooks rather than relying on individual heroics.
- Being a player-coach — someone who can close a difficult deal on Monday and coach the team on Tuesday.

What We're Looking For You could come from several backgrounds.

You might be

- A strong Account Executive ready to take broader commercial ownership.
- A Business Development / Sales leader who still enjoys personally closing deals.
- A Recruitment or Executive Search leader with a strong commercial track record.
- A founding sales / GTM hire from an early-stage startup.
- A commercial leader from B2B SaaS, HR-tech, executive search, talent solutions, consulting, or another high-consideration B2B environment.

Must-Haves
- Proven history of personally carrying and achieving a revenue or BD target.
- Strong full-cycle selling experience — from prospecting through negotiation and closure.
- Ability to sell to founders, CHROs, CXOs, or senior business/technical stakeholders.




- Strong consultative selling skills — you understand the client's problem before pitching a solution.
- Experience building or growing accounts rather than only chasing one-off transactions.
- Experience mentoring, managing, or building a small team.
- Strong commercial judgment and comfort making decisions with incomplete information.
- High ownership — you are comfortable being accountable for outcomes rather than activities.

Strong Plus
- Experience working with GCCs, Series A/B startups, scaleups, or technology companies.
- Experience in recruitment, executive search, HR-tech, B2B SaaS, consulting, or talent solutions.
- Experience building a sales/GTM motion from an early stage.
- Experience converting transactional customers into retained or strategic relationships.
- Experience selling high-value, consultative services rather than commodity products.
- Experience working with technical or specialised hiring mandates.

What Success Looks LikeFirst 90 Days
- Build a strong understanding of Ratch's ICP, positioning, and commercial motion.
- Establish a predictable qualification and sales process.
- Personally close meaningful new business.
- Build strong relationships with priority accounts.
- Identify gaps in the current commercial and delivery process.

6 Months
- Consistently contribute to the revenue target.
- Build a repeatable account-expansion motion.
- Improve opportunity qualification and closure conversion.
- Hire and develop the next layer of the team.
- Establish clear commercial and delivery operating metrics.

12 Months
- Ratch has a stronger, repeatable commercial engine.
- A meaningful share of revenue comes from expanding existing accounts.
- The team can consistently qualify, sell, and deliver high-quality mandates.
- You have built a commercial bench that can scale beyond your individual contribution.

Why This Role Is Different This is an opportunity to join early enough to shape the function rather than inherit it.

You will work directly with the CEO, carry a real commercial number, have influence over GTM and account strategy, and help build the team that eventually sits underneath you.

If you enjoy selling, building, coaching, and owning outcomes, this role will give you a lot of room to operate.

If you're looking for a role where you only manage a pipeline or only manage a team, this probably isn't it.

We're looking for a builder who can sell.

Pay: ₹1,000,000.00 - ₹2,500,000.00 per year

Benefits

- Commuter assistance
- Flexible schedule
- Health insurance
- Paid sick time
- Paid time off
- Provident Fund
- Work from home

Work Location: In person

📌 Commercial HeadB SaaS) (Bengaluru)
🏢 ratch
📍 Bengaluru