Job Description

Designation: Head of Sales

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Location: Mumbai

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Duration: Permanent

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Experience: 18+ years

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Role Overview:

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The Head of Sales – Promo will lead the sales function for our client's integrated SaaS-based enterprise platform, spanning eCommerce, ERP, and BPO-enabled digital solutions. This is a P&L-aligned;, revenue-first leadership role with full accountability for driving predictable, scalable revenue growth across North American markets. The role will focus on building a high-performance sales engine, expanding enterprise and mid-market penetration, and consistently delivering and exceeding company-wide revenue targets.

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This leadership position will also oversee the development of the sales organization—shaping structure, building product-aligned teams, and ensuring delivery of company-wide sales targets.

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Roles and Responsibilities:

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Revenue & P&L; Ownership

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 Own and deliver company-wide revenue targets (monthly, quarterly, annual) with full accountability for ARR, bookings, and revenue predictability.

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 Drive sustainable recurring SaaS revenue growth across North America.

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 Define revenue strategy, pricing models, subscription frameworks, and expansion plans.

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 Establish disciplined forecasting and revenue governance mechanisms.

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 Lead revenue planning aligned with company growth projections and board-level expectations.

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Sales Organization Development

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 Build and structure a scalable SaaS sales organization aligned to growth strategy.

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 Recruit, mentor, and lead high-performing enterprise sales leaders and Business Development Managers.

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 Define compensation plans tied to ARR, new bookings, and expansion metrics.

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 Create a high-accountability, quota-driven sales culture focused on revenue performance.

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Sales Process, Execution & GTM Leadership

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 Develop and standardize the SaaS sales motion from product-market fit to enterprise-scale execution.

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 Partner with Marketing to design demand-generation strategies optimized for SaaS conversion funnels.

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 Oversee enterprise demonstrations, solution positioning, and value articulation.

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 Personally engage in strategic enterprise deal closures and multi-year contract negotiations.

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 Strengthen multi-year subscription contracts and recurring revenue commitments.

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Pipeline,



Performance & Revenue Optimization

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 Establish predictable pipeline coverage ratios and conversion benchmarks.

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 Monitor revenue metrics including ARR growth, churn control, expansion revenue, CAC efficiency, and deal velocity.

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 Conduct performance reviews and implement corrective actions to protect revenue delivery.

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 Drive operational excellence across CRM governance and forecasting discipline.

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Global Market Leadership

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 Represent the organization across global markets, especially North America.

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 Build strategic partnerships and enterprise alliances to accelerate SaaS adoption.

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 Ensure readiness for international travel and global business engagements.

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Key Performance Indicators (KPIs):

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 Ownership of Annual Recurring Revenue (ARR) and new bookings targets.

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 Achievement of monthly, quarterly, and annual sales targets.

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 Team recruitment, onboarding, and performance metrics (time-to-hire, sales quota attainment).

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 Conversion rates from lead generation to closure.

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 Customer acquisition and retention rates.

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 Improvements in sales playbooks, GTM alignment, and sales operations efficiency.

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Core Competencies & Attributes: Competency Area Key Competencies and Descriptions

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Strategic Leadership

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• Ability to build and execute long-term sales strategies in enterprise SaaS and digital transformation space • Transform sales organizations with forward-looking strategic thinking

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Organizational Development

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• Build high-performance sales cultures and talent development • Create career progression pathways and motivational frameworks

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Business Acumen

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• Strong understanding of enterprise, digital commerce, ERP, and BPO-driven solutions. • Balance short-term targets with long-term strategic market opportunities

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Performance Mindset

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• Drive continuous improvement and data-driven strategies • Maintain growth-oriented approach with innovative problem-solving





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Team-oriented Spirit

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• Facilitate cross-functional collaboration and knowledge sharing • Foster a culture of mutual respect and continuous learning

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Adaptability & Resilience

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• Excel in dynamic technology environments • Showcase rapid problem-solving and composure under challenging scenarios

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Additional Competencies

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• Possess technological and global business landscape expertise • Demonstrate entrepreneurial approach to sales methodology

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Qualifications and Skills:

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 18+ years of B2B enterprise sales experience with at least 12+ years in senior leadership roles.

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 Prior experience selling into or operating within the US Promotional Products (Promo) Industry is strongly preferred.

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 Strong track record in selling enterprise SaaS platforms across North America.

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 Experience in establishing relationships with CIOs, CTOs, CDOs, Heads of Digital, and enterprise transformation leaders.

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 Demonstrated success in closing large, complex deals and multi-year enterprise contracts.

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 Exposure to GTM strategy, demand-generation collaboration, and sales ops planning.

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 Strong communication, negotiation, and executive presence.

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 Must be willing to relocate to Mumbai (onsite role).

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 Experience working with US markets is mandatory.

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 MBA or equivalent advanced degree preferred.

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Regional & Industry Expertise

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 Network within digital transformation, eCommerce, or BPO-driven industries is a plus

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 Deep understanding of North American enterprise and mid-market ecosystems.

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 Ability to navigate multi-stakeholder decision cycles typical of US enterprises.

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Skills & Competencies

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 Strategic mindset with a strong focus on execution and measurable outcomes.

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 Excellent communication, presentation, and negotiation skills.

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 Strong analytical and commercial acumen.

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 Self-driven, resilient, and adaptable to cross-cultural and cross-border environments.

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 Proficiency in CRM platforms and enterprise sales tools.

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 MBA or equivalent advanced degree preferred.

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Travel Requirements

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 Willingness to travel extensively (up to 40–50%) across global regions.

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 Valid passport and eligibility for global business/work visas.

📌 Senior Sales (Mumbai)
🏢 Avencore Tech Services
📍 Mumbai