Job Description: Sales Enablement Product Leader (CRM Platforms)

JSW One Platforms

Company:

JSW One Platforms

Role:

Sales Enablement Product Leader - CRM Platforms

Level:

L14

Reports to:

Chief Product Officer

Location:

Mumbai

Experience:

12 - 16 years, of which 6+ years in product leadership for CRM / sales technology

Qualification:

B.E./B.Tech; MBA/PGDM preferred

About the Role:

JSW One Platforms is building India's integrated B2B commerce platform for manufacturers, MSMEs and home builders, with distribution, financing and fulfilment under one roof. Our sales organisation runs across multiple businesses, channels and geographies, and the systems behind it need to scale with it.

We are looking for a Sales Enablement Product Leader to own CRM and sales technology as a product for the whole organisation. The role works alongside our existing Salesforce team, sets the platform direction beyond any single vendor, and is accountable for sellers being more productive and leadership having one reliable view of pipeline, customers and revenue.

Key Responsibilities:

Strategy and Roadmap:

- Own the org-wide vision, roadmap and investment case for CRM and sales enablement across all business units and sales channels (field, inside sales, key accounts, channel partners).

- Define the target architecture for the sales stack: CRM, lead management, CPQ / pricing, territory and quota management, field sales mobility, partner portals and sales analytics.

- Run build-vs-buy-vs-extend decisions: evaluate platforms beyond Salesforce, low-code and in-house builds, and recommend the right mix on capability, scale, total cost of ownership and speed.

Platform Delivery at Scale:

- Augment and lead the existing Salesforce team; set priorities, standards and release governance across Salesforce and any other platforms adopted.

- Deliver a single customer and account view by integrating CRM with ERP (SAP), order management, fulfilment, credit and lending, marketing automation and customer support systems.

- Own the CRM data model, master data and data quality standards; drive clean, trusted pipeline and forecasting data.

- Embed automation and AI in seller workflows: lead scoring and routing, next-best-action, call and visit capture, sales copilots.

Adoption and Business Impact:

- Work with Sales, Business Heads, Finance, Credit and Operations to translate sales processes into product requirements, and redesign processes where the system should lead.

- Own adoption and outcome metrics: active usage, data completeness, lead-to-order conversion, sales cycle time, forecast accuracy and seller productivity.

- Run rollout, training and change management for new capabilities across a large, distributed sales force.

Team, Vendors and Governance:

- Build and lead a team of product managers, business analysts, CRM architects and administrators; work with engineering on custom builds.

- Manage platform vendors and implementation partners: licensing, contracts, SLAs and delivery quality.

- Own licence and platform cost optimisation, access control, security and compliance for sales systems.

Requirements:

- 12 - 16 years of experience, with 6+ years leading product for CRM, sales enablement or revenue technology in a multi-business or high-volume B2B organisation.

- Deep hands-on understanding of the Salesforce ecosystem (Sales Cloud, Service Cloud, Experience Cloud, CPQ, platform capabilities).

- Evidence of evaluating, implementing or migrating to platforms beyond Salesforce, or building custom sales systems in-house.

- Track record of shipping CRM programmes at scale: multi-BU rollouts, thousands of users, ERP and order-system integrations.

- Strong grasp of B2B sales motions (field sales, key accounts, inside sales, channel / distributor sales) and the metrics that run them.

- Experience leading product and CRM teams and managing system integrators.

- Exposure to B2B commerce, manufacturing, building materials, distribution or lending businesses is an advantage.

- B.E./B.Tech; MBA/PGDM preferred.

- Strong stakeholder management with CXOs and business heads; able to say no to the wrong build.