About the job

Industry: B2B SaaS - Enterprise customer engagement, cloud communications, and cloud telephony solutions serving mid-market and enterprise accounts across India and international markets. We sell subscription-based, mission-critical software to CX, sales and operations teams and prioritise measurable ARR growth and enterprise traction.

Primary Title: Head of Business Development 6 B2B SaaS

Role & Responsibilities

- Own end-to-end commercial strategy for India (on-site): set GTM priorities, define ICP, and drive quota-bearing new logo acquisition to meet ARR targets.

- Build and manage a high-performance field sales and BDR team: recruit, coach, set KPIs, and deliver predictable pipeline and conversion improvement.

- Drive enterprise sales motions: qualify opportunities, lead complex RFPs, structure commercial terms, and close multi-year contracts.

- Operate CRM-first sales processes: maintain forecasting discipline, optimise pipeline hygiene, and report weekly/monthly revenue metrics to leadership.

- Develop partner and channel relationships to accelerate reach and co-sell motions with systems integrators and telco partners.

- Partner with Product, Marketing, and Customer Success to translate customer feedback into product roadmaps and reduce time-to-value for target segments.

Skills & Qualifications:

Must-Have:

- Salesforce

- HubSpot

- LinkedIn Sales Navigator

- SaaS GTM strategy

- Contract negotiation

- Enterprise sales cycle

Preferred

- Gong or Chorus (sales intelligence)

- Channel partner program management

- CPQ tools (e.g., Salesforce CPQ)

Qualifications & Fit:

- Proven track record of scaling B2B SaaS revenue in enterprise or mid-market segments within India; comfortable operating on-site across key commercial cities.

- Demonstrated experience hiring and leading quota-bearing sales teams, building repeatable pipeline, and consistently hitting ARR targets.

- Strong analytical orientation: uses CRM data for forecasting, territory planning, and optimizing conversion metrics.

Benefits & Culture Highlights:

- On-site leadership role with direct influence on product and commercial direction at a fast-scaling B2B SaaS company in India.

- Competitive compensation tied to ARR & quota attainment, with equity upside for senior hires.

- High-autonomy environment: collaborate closely with Product, Marketing and Customer Success to shape GTM and customer outcomes.

- Location: On-site (India). To apply, bring a proven enterprise SaaS sales playbook, strong CRM discipline, and a bias for measurable revenue outcomes. This role is ideal for a senior growth leader who thrives in a results-driven commercial environment and wants to scale enterprise revenue quickly.

- Skills: LinkedIn sales navigator, salesforce, b2b saas, b2b, hubspot, contract negotiation, sales, revenue, saas