Role Overview:

The Head of Sales - Promo will lead the sales function for company integrated SaaS-based enterprise platform, spanning eCommerce, ERP, and BPO-enabled digital solutions.

This is a P&L-aligned, revenue-first leadership role with full accountability for driving predictable, scalable revenue growth across North American markets. The role will focus on building a high-performance sales engine, expanding enterprise and mid-market penetration, and consistently delivering and exceeding company-wide revenue targets.

This leadership position will also oversee the development of the sales organization-shaping structure, building product-aligned teams, and ensuring delivery of company-wide sales targets.

Roles and Responsibilities:

Revenue & P&L Ownership:

- Own and deliver company-wide revenue targets (monthly, quarterly, annual) with full accountability for ARR, bookings, and revenue predictability.

- Drive sustainable recurring SaaS revenue growth across North America.

- Define revenue strategy, pricing models, subscription frameworks, and expansion plans.

- Establish disciplined forecasting and revenue governance mechanisms.

- Lead revenue planning aligned with company growth projections and board-level expectations.

Sales Organization Development:

- Build and structure a scalable SaaS sales organization aligned to growth strategy.

- Recruit, mentor, and lead high-performing enterprise sales leaders and Business Development Managers.

- Define compensation plans tied to ARR, new bookings, and expansion metrics.

- Create a high-accountability, quota-driven sales culture focused on revenue performance.

Sales Process, Execution & GTM Leadership:

- Develop and standardize the SaaS sales motion from product-market fit to enterprise-scale execution.

- Partner with Marketing to design demand-generation strategies optimized for SaaS conversion funnels.

- Oversee enterprise demonstrations, solution positioning, and value articulation.

- Personally engage in strategic enterprise deal closures and multi-year contract negotiations.

- Strengthen multi-year subscription contracts and recurring revenue commitments.

Pipeline, Performance & Revenue Optimization:

- Establish predictable pipeline coverage ratios and conversion benchmarks.

- Monitor revenue metrics including ARR growth, churn control, expansion revenue, CAC efficiency, and deal velocity.

- Conduct performance reviews and implement corrective actions to protect revenue delivery.

- Drive operational excellence across CRM governance and forecasting discipline.

Global Market Leadership:

- Represent the organization across global markets, especially North America.

- Build strategic partnerships and enterprise alliances to accelerate SaaS adoption.

- Ensure readiness for international travel and global business engagements.

Key Performance Indicators (KPIs):

- Ownership of Annual Recurring Revenue (ARR) and new bookings targets.

- Achievement of monthly, quarterly, and annual sales targets.

- Team recruitment, onboarding, and performance metrics (time-to-hire, sales quota attainment).

- Conversion rates from lead generation to closure.

- Customer acquisition and retention rates.

- Improvements in sales playbooks, GTM alignment, and sales operations efficiency.

Core Competencies & Attributes:

Competency Area:

Key Competencies and Descriptions:

Strategic Leadership:

- Ability to build and execute long-term sales strategies in enterprise SaaS and digital transformation space

- Transform sales organizations with forward-looking strategic thinking

Organizational Development:

- Build high-performance sales cultures and talent development

- Create career progression pathways and motivational frameworks

Business Acumen:

- Strong understanding of enterprise, digital commerce, ERP, and BPO-driven solutions.

- Balance short-term targets with long-term strategic market opportunities

Performance Mindset:

- Drive continuous improvement and data-driven strategies

- Maintain growth-oriented approach with innovative problem-solving

Collaborative Spirit:

- Facilitate cross-functional collaboration and knowledge sharing

- Foster a culture of mutual respect and continuous learning

Adaptability & Resilience:

- Excel in dynamic technology environments

- Showcase rapid problem-solving and composure under challenging scenarios

Additional Competencies:

- Possess technological and global business landscape expertise

- Demonstrate entrepreneurial approach to sales methodology

Qualifications and Skills:

- 18+ years of B2B enterprise sales experience with at least 12+ years in senior leadership roles.

- Prior experience selling into or operating within the US Promotional Products (Promo) Industry is strongly preferred.

- Strong track record in selling enterprise SaaS platforms across North America.

- Experience in establishing relationships with CIOs, CTOs, CDOs, Heads of Digital, and enterprise transformation leaders.

- Demonstrated success in closing large, complex deals and multi-year enterprise contracts.

- Exposure to GTM strategy, demand-generation collaboration, and sales ops planning.

- Strong communication, negotiation, and executive presence.

- Must be willing to relocate to Mumbai (onsite role).

- Experience working with US markets is mandatory.

- MBA or equivalent advanced degree preferred.

Regional & Industry Expertise:

- Network within digital transformation, eCommerce, or BPO-driven industries is a plus

- Deep understanding of North American enterprise and mid-market ecosystems.

- Ability to navigate multi-stakeholder decision cycles typical of US enterprises.

Skills & Competencies:

- Strategic mindset with a strong focus on execution and measurable outcomes.

- Excellent communication, presentation, and negotiation skills.

- Strong analytical and commercial acumen.

- Self-driven, resilient, and adaptable to cross-cultural and cross-border environments.

- Proficiency in CRM platforms and enterprise sales tools.

- MBA or equivalent advanced degree preferred.

Travel Requirements:

- Willingness to travel extensively (up to 40-50%) across global regions.

- Valid passport and eligibility for global business/work visas.