Head of Enterprise Sales - Cybersecurity & Strategic Accounts

Location: Bengaluru, India (with extensive domestic travel and customer engagement as required)

Function: Enterprise Sales - BFSI, Telecom & Strategic Enterprises

The mandate: Build a high-performing enterprise sales business that makes the Company a preferred strategic partner for banks, telecom operators and enterprises preparing for the next generation of cybersecurity threats.

1. About the Company

The Company is an Indian deep-tech company pioneering quantum-safe cybersecurity solutions to protect critical digital infrastructure against emerging quantum and AI-enabled security threats.

Its portfolio includes quantum-safe cryptography, post-quantum cryptography (PQC), quantum key distribution (QKD), quantum random number generation (QRNG), cryptographic key management, hardware security and secure communications. The Company helps organisations strengthen their cryptographic infrastructure and prepare for the next generation of cybersecurity threats.

We are looking for an exceptional enterprise sales leader to accelerate the Company's growth by building a predictable, scalable and high-value enterprise business across banking, financial services, telecommunications and other strategic sectors.

2. Role Overview

The Head of Enterprise Sales will own the strategy, development and execution of enterprise sales across key industry verticals, with a particular focus on banks, financial institutions, telecom operators and large enterprises.

This is a business-building role, not simply a sales management position. The successful candidate must have demonstrated the ability to build an enterprise technology business from the ground up and scale it to $10 million or more in annual revenue, through consultative selling, strategic account development, technology-led solution selling and the creation of strong customer relationships at the CXO level.

The individual must combine commercial aggression with technical credibility, enabling them to engage CIOs, CISOs, CTOs, Chief Risk Officers, Heads of Infrastructure, network architects and other senior stakeholders in complex, multi-stakeholder sales environments.

The leader will translate the Company's differentiated cybersecurity technologies, products and solutions into compelling business propositions, develop strategic customer relationships, establish repeatable sales processes and build a high-performing enterprise sales organisation.

3. Key Responsibilities

A. Enterprise Business Development and Revenue Growth

- Own enterprise sales strategy, bookings, revenue growth and pipeline development across BFSI, telecom and selected strategic enterprise accounts.

- Build and execute a clear growth plan to develop a $10M+ enterprise business, with defined annual targets, account plans, opportunity pipelines and conversion milestones.

- Identify and pursue high-value opportunities involving cybersecurity, secure networking, VPN, cryptographic infrastructure, PQC migration and quantum-safe communications.

- Develop new accounts from initial engagement through discovery, solution validation, commercial negotiation, procurement and closure.

- Build a balanced portfolio of strategic accounts, new-logo acquisition and expansion opportunities.

- Establish predictable forecasting, pipeline coverage, deal qualification and sales execution discipline.

B. Consultative and Technology-Led Selling

- Lead consultative sales engagements that begin with understanding customer business risks, technology environments, security gaps and strategic priorities.

- Translate complex technology propositions into clear business outcomes, including reduced cyber risk, improved resilience, regulatory readiness, cryptographic agility and protection of critical infrastructure.

- Lead complex solution-selling engagements involving product demonstrations, proof-of-concept programmes, technical workshops, proposals and commercial business cases.

- Work closely with Product, Engineering, Solution Architecture and Customer Success teams to design customer solutions without creating unnecessary product customisation.

- Build credibility with technical buyers while securing sponsorship from economic buyers and executive decision-makers.

C. Banking, BFSI and Telecom Market Development

- Develop deep relationships with public and private sector banks, insurance companies, financial market infrastructure providers, payment networks, telecom operators and large technology enterprises.

- Understand industry-specific cybersecurity priorities, including network security, VPN and secure remote access, cryptographic key management, data protection, secure connectivity, payment infrastructure and quantum-readiness programmes.

- Navigate enterprise procurement, technology evaluation, risk assessment, security reviews, vendor onboarding and contractual negotiations.

- Build account-specific strategies aligned with customer technology roadmaps, cybersecurity budgets, transformation programmes and regulatory obligations.

- Develop relationships across CIO, CISO, CTO, network engineering, infrastructure, procurement, risk and business leadership teams.

D. CXO Engagement and Strategic Account Management

- Establish trusted relationships with senior customer executives and position the Company as a strategic technology and cybersecurity partner.

- Lead executive briefings, strategic account reviews, solution presentations and commercial negotiations.

- Develop multi-year account strategies that identify opportunities for land-and-expand growth across products, business units and geographies.

- Build customer advocacy, reference accounts and executive-level sponsorship for strategic deployments.

- Navigate complex decision-making environments involving multiple business units, technology teams, risk functions and procurement stakeholders.

E. Go-to-Market Strategy and Market Creation

- Develop vertical-specific go-to-market strategies, value propositions, sales playbooks and competitive positioning.

- Identify market entry opportunities for the Company's existing and emerging product portfolio.

- Build repeatable sales motions, standard commercial packages, qualification criteria and proof-of-concept frameworks.

- Work with Marketing and Product Management to develop account-based marketing programmes, demand generation initiatives, industry campaigns and customer references.

- Identify strategic partnerships with systems integrators, telecom ecosystem participants, cybersecurity service providers and technology vendors.

- Provide structured market intelligence to influence product roadmaps, packaging, pricing and commercial strategy.

F. Sales Organisation and Operating Discipline

- Build, lead and develop a high-performing enterprise sales team, including account executives and business development professionals as the business scales.

- Establish clear territory ownership, account plans, sales targets, incentive structures and performance management.

- Implement disciplined CRM usage, opportunity qualification, pipeline reviews, forecasting and win/loss analysis.

- Coordinate with Finance, Legal, Product and Delivery teams to ensure commercially sound commitments and successful customer execution.

- Maintain a strong focus on profitable growth, collections, customer satisfaction and long-term account value.

4. Required Experience and Qualifications

Essential requirements

- 15+ years of overall experience in enterprise technology sales, cybersecurity, networking, telecommunications or adjacent enterprise infrastructure markets.

- Demonstrated success in building and scaling a technology sales business from zero to $10M+ in annual revenue, or a comparably substantial and clearly evidenced business-building achievement.

- Significant experience in consultative enterprise sales and complex solution selling, with long sales cycles, multiple stakeholders and high-value contracts.

- Proven sales experience in cybersecurity, VPN, secure networking, network infrastructure, cryptographic technologies or closely related enterprise technology domains.

- Strong track record selling to banks, financial institutions, telecom operators and large enterprises.

- Demonstrated ability to engage CXOs, CISOs, CIOs, CTOs and senior technology and business leaders.

- Experience leading strategic account acquisition, executive negotiations, commercial closures and account expansion.

- Strong understanding of enterprise sales economics, pipeline management, forecasting, pricing, negotiation and sales team development.

- Excellent communication, presentation, commercial judgement and relationship-building skills.

- An engineering or computer science degree is preferred. An MBA or equivalent business qualification is desirable but not mandatory where the candidate has demonstrated outstanding sales and business-building performance.

5. Preferred Technical and Industry Knowledge

The ideal candidate shall possess a strong understanding of several of the following:

- Enterprise cybersecurity architecture and security solutions.

- VPN, secure access, network security and secure communications.

- Public key infrastructure (PKI), encryption, key management and hardware security modules (HSMs).

- Enterprise networking, telecom infrastructure and network transformation.

- Cloud, hybrid and on-premises enterprise deployments.

- Post-quantum cryptography, cryptographic agility and quantum-safe security concepts.

- Cybersecurity risk management, compliance requirements and security procurement in BFSI and telecom.

- Systems integration, technology partnerships and complex enterprise implementation models.

The candidate does not need to be a quantum expert. However, they must have the intellectual curiosity and technical aptitude to understand the Company's offerings and communicate their business and technical value credibly to sophisticated buyers.

6. Critical Leadership Competencies

- Business builder: Has personally created markets, acquired strategic customers and built a revenue engine rather than merely inherited an established account base.

- Consultative seller: Understands the customer's business, risk and technology challenges before proposing a solution.

- Technically credible: Can engage in meaningful discussions with CISOs, CTOs, network architects and security specialists.

- CXO influencer: Can secure executive sponsorship and build trust with senior decision-makers.

- Strategic yet execution-oriented: Can formulate a growth strategy and personally drive critical opportunities to closure.

- Commercially disciplined: Understands pipeline quality, sales conversion, margins, deal economics, forecasting and collections.

- Collaborative leader: Works effectively with Product, Engineering, Marketing, Delivery and Finance without overpromising or creating unscalable custom commitments.

- Resilient and entrepreneurial: Can operate in a deep-tech environment where market education, customer validation and category creation are often required.

7. Key Performance Indicators

Performance will be assessed against measurable business outcomes, including:

- Enterprise bookings and recognised revenue against annual targets.

- Qualified pipeline creation, coverage and conversion rates.

- Acquisition of new strategic accounts across BFSI, telecom and enterprise segments.

- Number and value of CXO-sponsored opportunities.

- Average deal size, win rate and sales cycle.

- Revenue expansion within strategic accounts.

- Gross margin and commercial quality of closed deals.

- Forecast accuracy and collections performance.

- Conversion of pilots and proof-of-concepts into commercial deployments.

- Development of a scalable sales team, repeatable sales playbooks and a sustainable enterprise sales engine.

8. Ideal Candidate Profile

The ideal candidate is a proven enterprise technology sales leader who has combined the entrepreneurial drive of a business builder with the discipline of a sophisticated enterprise seller. They have personally won major customers, navigated complex technology evaluations, sold to senior decision-makers and built a substantial revenue business.

They understand cybersecurity and networking well enough to earn the confidence of technical buyers, while maintaining the commercial acumen to engage business leadership and close strategic deals.

Above all, they must be able to translate the Company's technology differentiation into customer adoption, sustainable revenue and market leadership.