TartanHQ is looking for a Senior Enterprise Sales Manager to drive new business acquisition across North India. You will own the full sales cycle — from identifying and qualifying prospects to closing annual recurring revenue (ARR) deals with mid-market and enterprise clients. This is not a farming or account management role. We need someone who can independently open doors, navigate complex multi-stakeholder organisations, and close deals within 45–60 day sales cycles. You will sell Tartan's full suite of solutions to HR, Finance, and IT decision-makers across industries. This is an on-site role based out of our Mumbai office, with regular travel to client locations across the region.

Number of net-new enterprise logos acquired per quarter

Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points — not waiting for inbound leads. You will run your own pipeline from first outreach through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2–3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role.

Recent Business Acquisition (60% time allocation)

Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography

Build and execute account plans for target organisations — map decision-makers, understand buying processes, and create multi-threaded engagement strategies

Run the full sales cycle independently: prospecting, discovery, solution presentation, negotiation, and close

Generate self-sourced pipeline through direct outreach, referrals, events, and personal network — not dependent on marketing-qualified leads

Pipeline Management & Deal Execution (25% time allocation)

Prepare and present compelling business cases, ROI analyses,



and commercial proposals

Navigate procurement, legal, and compliance processes within enterprise organisations

Accurately forecast revenue on a weekly and monthly basis using CRM

Market Intelligence & Collaboration (15% time allocation)

Share best practices and playbooks with the broader sales team

Represent Tartan at industry events, conferences, and networking forums in your region

This role offers a competitive base salary with a significant incentive component tied directly to your quota attainment:

Payouts are calculated quarterly on a cumulative basis, based on actual collections

If you are confident in your ability to sell, the earning potential here significantly exceeds what a higher base salary at a larger company would offer.

6–9 years of experience in B2B enterprise sales with a strong track record of closing ARR-based deals (not TCV, GMV, or one-time project revenue)

- Experience selling to mid-market and enterprise organisations with 45–60 day (or longer) sales cycles involving multiple stakeholders
- Strong understanding of consultative and solution selling — you lead with business problems, not product features
- Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
- Willingness to travel regularly to client locations within your assigned geography

Prior experience selling into BFSI (Banking, Financial Services, Insurance) organisations

Experience working at a growth-stage startup where you had to build processes alongside selling

Familiarity with HR tech, payroll, or financial data integration products

You get energy from opening new accounts and winning competitive deals — not managing existing relationships

Commercial rigour: Resourcefulness: You find creative ways to get to decision-makers without relying on warm introductions or marketing funnels

Enterprise sales involves long cycles and complex stakeholder management — you stay focused through ambiguity and setbacks

You are motivated by uncapped variable compensation and see incentive structures as an opportunity, not a risk

Chief Business Officer (CBO)

📌 Business Sales Senior Manager (Gurugram)
🏢 TartanHQ
📍 Gurugram