REMOTE : Head - Sales & Commercial Operations : ARDEM Data Services Private Limited

- UNIT No B-1/ 5th Floor 504 & 505 DLF MY PAD, Vibhuti Khand Gomti Nagar, Lucknow - 226010, India

Telephone :(phone hidden)

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- Location**:India Remote

Working hours :U.S. Eastern Time business hours

Travel :Potential travel to the United States based on business need and visa eligibility

Reporting :Reports to the VP, Commercial with direct access to executive leadership

About ARDEM : ARDEM is a managed operations partner supporting U.S. organizations across Finance & Accounting, Utilities, Logistics, Healthcare, Data Operations, and other business processes. We combine technology, disciplined operations, and accountable human oversight to help clients manage critical work with confidence.

About the Role : This is not a hands-off management position. The leader must be equally comfortable building the commercial organization, coaching the team, and personally originating, shaping, presenting, pricing, negotiating, and helping close strategic engagements.

What You Will Own :

- Develop and execute the annual Commercial Operating Plan required to deliver a growing multi-million-dollar booked-revenue commitment.
- Own both new-logo acquisition and existing-client expansion, establishing distinct hunting and farming motions, targets, pipeline standards, account coverage, and performance expectations for Business Development Consultants and Client Partners.
- Build a disciplined account-growth program that strengthens executive relationships, identifies cross-sell and upsell opportunities, surfaces commercial retention risk, and converts client needs into profitable additional services.
- Own profitable commercial growth by ensuring recent and expanded business meets approved pricing, margin, scope,



and cost-to-serve requirements.
- Personally lead selected strategic new-logo and expansion pursuits while coaching Business Development Consultants and Client Partners through active opportunities.
- Build reliable pipeline, qualification, forecast, CRM, account-planning, and performance-management discipline.
- Lead and develop Business Development, Client Partner, Revenue Operations, and other commercial capabilities while aligning Marketing and Solutions/Transition priorities.
- Define target segments, territories, account coverage, qualification standards, opportunity ownership, stage governance, and next-step expectations.
- Lead pricing and commercial strategy for new and expanded business in partnership with Finance, Operations, and Solutions, ensuring opportunities meet approved profitability and risk standards.
- Recruit, coach, and performance-manage quota-carrying commercial talent against clear revenue, pipeline, expansion, and leadership scorecards.
- Provide transparent executive reporting, early risk escalation, and written recovery plans when revenue, margin, pipeline, expansion, or team commitments are at risk.

Required Experience :

- 12-18+ years of relevant commercial experience, including substantial direct experience selling BPO, BPM, outsourcing, managed operations, or transformation services to U.S. organizations.




- Demonstrated ownership of multi-million-dollar personal and team revenue commitments, with a consistent record of achieving targets in U.S.focused BPO, outsourcing, or managed services.
- Ability to clearly explain whether prior targets were measured as ACV, TCV, annualized booked revenue, recognized revenue, or another defined commercial measure.
- Proven experience hiring, coaching, and performance-managing quota-carrying commercial teams, including addressing underperformance and making difficult talent decisions.
- Demonstrated success leading both new-logo sales and existing-client expansion, with measurable results from prospect acquisition, cross-sell, upsell, and strategic account development.
- Demonstrated success creating qualified new-logo pipeline and winning business, not only managing inherited accounts, renewals, or an established corporate pipeline.
- Experience leading complex, multi-stakeholder outsourcing pursuits involving solution design, pricing, commercial negotiation, executive approval, and meaningful recurring contract values.
- Direct responsibility for revenue and margin performance, including pricing, solution economics, staffing models, cost-to-serve, discounting, and profitable deal closure.
- A genuine player-coach record: personally originated and led strategic pursuits while hiring, coaching, and managing sellers or commercial leaders.
- Experience building or materially redesigning a sales organization, service-line growth motion, forecast process, pipeline cadence, territory model, or account-expansion program.
- Strong executive presence and experience selling to U.S. CFOs, COOs, Controllers, VPs of Operations, Procurement leaders, and other senior buyers.
- Practical understanding of discovery, transformation positioning

📌 Head - Sales & Commercial Operations (Lucknow)
🏢 Ardem
📍 Lucknow