Clear - Head - Sales Strategy

Clear's Vision

Clear is simplifying and digitizing the CFO's office.

This is a highly underserved function. High-quality technology solutions can transform the CFO's office, substantially increasing compliance, productivity and efficiency. Currently, the CFO's office is served by clunky ERPs - inflexible and not present-proof. As the world goes from cloud to AI, the CFO tech products are at least two decades behind.

Clear is the rocket-ship that is transforming the CFO's office. In the last two years, Clear has delivered 70% CAGR. It is tracking at $30m ARR. In India, Clear has 3 platform solutions for the CFO's office. And it has successfully expanded to new geographies - GCC/Saudi and SEA/Malaysia. As countries (20+) digitize compliance, Clear is best-positioned to leverage the tailwinds and transform the CFOs office.

Mission for Head of Sales Strategy

Define and drive Clear's sales strategy (GTM) beyond the medium term (6mths+). This will encompass platform priorities, customer segmentation, channel, partners, and geographies. Build an outside-in view of the customer and competitor landscape. Lastly, inculcate new GTM capabilities that will help make the sales team more productive and effective. Fundamentally, the person in this role will pave the path for the sales team to continue to achieve 60%+ CAGR.

Objectives

- Define the India and Global GTM, which will deliver 70% CAGR

- Driving the strategy to execution

- Improving sales productivity

Key Experiences

- Deep experience in GTM strategy, such as market sizing, customer segmentation, channel strategy, partner GTM, pricing and competitor analysis

- Coming with CFO experience is preferred

- Experience in B2B (ideally in SaaS) GTM, and therefore strategies on building the pipeline, increasing high-value-activities, and defining solution selling

- Experience in identifying levers to drive upsell, cross-sell and reduce churn. Partner with the delivery function to improve collaboration, metrics, and activities to drive higher NRR

- Experience in the product domain and therefore, able to consolidate Voice of Customer, competitor insights and customer feedback into Product Requirement Documents (PRD)

- Excellent collaboration skills. The role will partner with the CEO's office, Product, Marketing, Delivery and Finance

- Excellent communication skills. The role will support the CRO in driving the GTM agenda with key stakeholders in the Executive Team, GTM leadership team, Product and Delivery heads

- Deeply structured and analytical in problem solving. At the same time, comfortable working with limited data and driving concensus

Key Requirements

- 10+ years of strategy consulting and corporate strategy/GTM experience

- Has corporate finance domain experience

- Has experience in leading by influence

- Experience in accounts payable/supply chain or tax is a beneficial - through education (CA) and/or work experience (consulting focus, finance function)

- Education - CA and MBA

- Work experience - Strategy consulting