The Enterprise Sales Lead is a senior individual contributor responsible for building and managing PamGro's commercial relationships with Indian IT Services companies. The role is anchored in Gurgaon and works closely with the CEO and the Head of Sales & Partnerships.

The primary mandate is to develop new enterprise accounts within a defined target universe of Indian IT Services companies — organisations of 1,000 employees and above, with active or planned international workforce deployments. The role involves end-to-end ownership of the sales cycle, from initial engagement through commercial negotiation and contract close, supported by PamGro's SDR team and partner network.

Key Responsibilities

1. Enterprise Account Development — Indian IT Services The core of this role is building PamGro's presence within the Indian IT Services sector. The Enterprise Sales Lead will:

- Define and maintain a structured target account list of 80 – 100 named IT Services companies, mapped to the right decision-makers — typically CHROs, Heads of Global Mobility, VP International Operations, or CFOs.
- Drive proactive engagement with these accounts, leveraging an existing personal network alongside introductions facilitated through PamGro's partner ecosystem.
- Develop a thorough understanding of each prospect's international workforce model — current deployment geographies, headcount, compliance approach, and commercial arrangements with existing vendors.
- Position PamGro's global EOR and AOR infrastructure as the right compliance and operational partner for their international growth, with proposals tailored to the specific geography, headcount mix, and risk profile of each client.
- Manage the full sales cycle — discovery, solution design, commercial proposal, negotiation, and contract closure — with active support from presales and legal resources.

2. Commercial Closure — Inbound and Partnership-Sourced Pipeline In addition to self-sourced enterprise accounts, the Enterprise Sales Lead will manage commercial negotiations and closures for opportunities sourced through other channels — including the SDR team, PamGro's staffing company relationship managers, and inbound enquiries. The role does not carry sourcing responsibility for these channels; the expectation is to convert effectively once engagement has been established.

3. Market Intelligence and Feedback





- Maintain current awareness of the competitive landscape, particularly as it relates to EOR and global mobility services for the Indian IT Services segment.
- Provide structured feedback to the marketing and SDR teams on prospect objections, competitive positioning, and messaging effectiveness — contributing to the continuous improvement of PamGro's go-to-market approach.
- Maintain accurate and up-to-date pipeline records in the CRM, with clear deal status, next steps, and revenue forecasts on a 30 / 60 / 90-day rolling basis.

What PamGro Brings to This Rol A robust enterprise sales professional deserves to understand what they are walking in with. The following represent PamGro's core commercial assets in the Indian IT Services market:

- Owned legal entities across 13 countries, providing direct compliance infrastructure — not a brokered or partner-dependent model — in key markets relevant to Indian IT Services deployments.
- Compliance coverage across 150+ countries through a combination of owned entities and a rigorously managed partner network, enabling clients to consolidate global workforce management under a single provider.
- Recognised accreditations in major markets, providing a credible compliance story in conversations with procurement, legal, and HR stakeholders.
- 17+ years of workforce solutions experience, with a track record spanning large enterprise contingent workforce programmes, AI and data supply chain deployments, and multi-country EOR mandates.
- A strong European operational footprint that supports the international expansion strategies of Indian IT Services companies deploying into those markets.
- Active SDR support and an established partner network that contributes warm pipeline alongside the Enterprise Sales Lead's own account development activity.
- Direct access to senior leadership — the role is Gurgaon-based and works in close proximity to the CEO, enabling rapid commercial decisions and real-time strategic support.

Candidate Profile





Experience and Background

- 10 – 15 years of total professional experience, with a significant portion in enterprise B2B sales within the EOR, global staffing, HR Tech, or workforce solutions industry.
- Demonstrated track record of managing and closing complex, multi-stakeholder sales cycles — typically 60 to 150 days — within large or mid-large corporate accounts.
- Prior experience selling to or within Indian IT Services companies is strongly preferred. Candidates with established relationships at the CHRO, Head of Global Mobility, or VP International level within this segment will be given priority.
- Familiarity with international employment and compliance concepts — including EOR, AOR, payroll compliance, and global mobility frameworks — sufficient to engage credibly with senior HR and legal stakeholders.

Skills and Attributes

- Strong executive presence and the ability to represent PamGro credibly in senior client meetings without reliance on an extended presales or technical team.
- Commercial acumen — able to structure and negotiate proposals that are commercially sound for PamGro and compelling for the client.
- Self-directed and organised, with the ability to manage a large number of accounts and conversations simultaneously without losing momentum on individual opportunities.
- Collaborative by nature — comfortable working with SDR, marketing, and operations teams without requiring formal authority over them.
- Clear written and verbal communication in English; professional proficiency sufficient for senior corporate client interactions.

Location

This role is based in Gurgaon. The Enterprise Sales Lead is expected to be office-based, with travel as required for client meetings across India. Occasional international travel may be required for key client engagements or industry events.

Likely Background — Where This Candidate Comes From

Candidates are likely to have built their careers within one of the following environments:

- India operations of global EOR or workforce solutions companies
- Staffing and managed workforce companies serving Indian IT clients with international operations
- Enterprise HR Technology companies with a significant Indian IT Services client base.
- Strong Network in IT Services Companies selling B2B services to HR/ Compliance or Finance Teams

📌 Enterprise Sales Lead (Gurugram)
🏢 Kislay
📍 Gurugram