Head of Sales / HOD – Revenue & Business Development

Company:

JOJO Limited

Industry:

OTT / Media & Entertainment

Location:

Ahmedabad, Gujarat

Department:

Sales & Business Development

Level:

Head of Department (HOD) / Senior Leadership

Reporting To:

Managing Director / CEO

About JOJO

JOJO is a growing Gujarati OTT streaming platform with a full ecosystem covering content creation, distribution, advertising, and monetisation

. The platform offers movies, web series, live shows, Gujarati theatre/Natak, premium content, and other entertainment formats to audiences across India and international markets.

We are looking for an experienced Head of Sales & Business Development who can take ownership of JOJO's overall revenue-generation function and build scalable business across advertising, AFP, sponsorships, government partnerships, institutional business, and strategic commercial opportunities.

Role Overview The Head of Sales & Business Development will be responsible for driving revenue across JOJO's OTT ecosystem. The role will involve developing and executing the overall sales strategy, building relationships with brands and agencies, securing advertising and AFP opportunities, developing government and institutional partnerships, and identifying new business models that contribute to JOJO's growth.

The ideal candidate should have strong experience in media sales, advertising, OTT, digital media, broadcast, entertainment, government business, corporate partnerships, or related industries

, along with the ability to independently lead a sales function and build a high-performing team.

Key Responsibilities

1. Overall Sales & Revenue Strategy

- Develop and execute JOJO's overall sales and revenue-generation strategy.
- Set annual, quarterly, and monthly revenue targets.
- Build a diversified sales pipeline across advertising, AFP, sponsorships, partnerships, government and institutional business.
- Identify new revenue streams and commercial opportunities for JOJO.
- Develop pricing, packaging, commercial proposals and sales strategies for different categories of clients.

2. Advertising & Media Sales

- Drive advertising revenue across JOJO's OTT and digital ecosystem.
- Develop relationships with brands, advertisers, media agencies, advertising agencies and corporate clients .

- Sell inventory including video advertising, sponsorships, branded content, integrations, promotional packages and other digital advertising formats.
- Develop customised advertising solutions based on client objectives and JOJO's available inventory.

- Negotiate commercials, contracts and long-term business relationships.
- Maintain a solid pipeline and ensure consistent conversion of leads into revenue.

3. AFP – Advertising Funded Programming





- Lead the development and sale of Advertising Funded Programming (AFP) opportunities.

- Identify brands that can fund or associate with JOJO's original shows, web series, events, movies and other content.
- Develop sponsorship and branded-content packages around JOJO's programming.

- Work closely with the content and production teams to create commercially viable programming opportunities.
- Build long-term brand partnerships rather than only transactional advertising deals.

4. Government & Institutional Business

- Identify and develop business opportunities with central and state government departments, government bodies, PSUs, municipal bodies, government agencies and other institutions

.

- Lead commercial discussions and partnership opportunities with government and institutional stakeholders.
- Identify opportunities involving digital communication, awareness campaigns, public-service programming, events, media campaigns and other relevant initiatives.
- Coordinate with internal legal, finance and management teams for tenders, proposals, contracts and commercial documentation.
- Build and maintain strong institutional relationships.

5. Sponsorships & Strategic Partnerships

- Identify sponsorship opportunities across JOJO's shows, events, festivals, movies, live programs and other properties.
- Develop sponsorship packages and commercial proposals.
- Build partnerships with brands, corporates, agencies and other organisations.
- Explore strategic collaborations that can generate direct or indirect revenue for JOJO.
- Develop long-term partnerships with key accounts.

6.

Business

Development

- Identify new markets, customer segments and commercial opportunities.
- Develop new B2B revenue channels for JOJO.
- Build relationships with large corporate groups, regional businesses, national brands and agencies.
- Explore opportunities across Gujarat, India and international markets where relevant.
- Convert strategic opportunities into sustainable business relationships.

7.

Sales Team

Leadership

- Build, manage and mentor JOJO's sales and business development team.
- Understanding and knowledge of tools such as Salesforce.
- Define individual targets, KPIs and responsibilities.
- Establish lead-generation, follow-up and conversion processes.
- Review pipeline and performance regularly.
- Ensure systematic tracking of leads, meetings, proposals, negotiations and closures.
- Train the team on JOJO's products,



advertising inventory and commercial offerings.
- Work closely with HR and management on hiring and structuring the sales team.

8.

Key Account

Management

- Personally manage JOJO's key and high-value accounts.
- Maintain relationships with major advertisers, agencies, government stakeholders and strategic partners.
- Ensure repeat business and long-term account growth.
- Identify upselling and cross-selling opportunities within existing accounts.

9.

Internal

Collaboration

Work closely with

- Content & Production – for monetisation of shows and content.

- Marketing – for campaigns, brand positioning and client requirements.

- Technology & Digital – for advertising inventory, integrations and digital solutions.

- Finance – for commercials, billing, collections and revenue tracking.

- Legal – for contracts, government agreements and commercial documentation.

- Management – for strategic deals and major business decisions.

Key Performance Indicators (KPIs) The HOD will be measured primarily on:

- Overall sales and revenue achievement.
- Monthly, quarterly and annual revenue growth.
- Advertising revenue generated.
- AFP and sponsorship revenue generated.
- Government and institutional business acquired.
- New client acquisition.
- Key-account revenue and retention.
- Sales pipeline value and conversion rate.
- Average deal size.
- Repeat business.
- Team performance and target achievement.
- Collection and realisation of contracted revenue.
- Development of new revenue channels.

Candidate Profile

Experience:

- 8–12+ years of relevant experience in sales/business development, preferably in OTT, digital media, advertising, television, entertainment, publishing, events, or related industries .

- Experience managing a sales team or business vertical at a senior level.
- Proven experience handling large-value B2B deals and negotiations.
- Experience with government/institutional business will be highly valuable.

- Existing relationships with brands, agencies, corporates or government stakeholders will be an advantage.

Skills:

- Strong B2B sales and business development skills.

- Excellent negotiation and commercial understanding.
- Strong understanding of advertising and media monetisation.
- Knowledge of the OTT/digital advertising ecosystem.
- Strong client relationship management.

- Excellent presentation and pitching skills.
- Ability to create commercial proposals and sales strategies.
- Strong leadership and team-management skills.
- Excellent communication skills in

English and Gujarati ; Hindi would be an advantage.

- Strong understanding of revenue targets, sales funnels, forecasting and conversion.
- Ability to independently identify and close business opportunities.

📌 Head of Sales (Ahmedabad)
🏢 JOJO
📍 Ahmedabad