Chief Revenue Officer / SVP - Business Development

Company: Prozo Integrated Logistics Private Limited

Location: Gurugram, Haryana

Experience: 10 - 15 years

Function: Business Development / Sales / Revenue

Reporting to: Founder & CEO

Employment Type: Full-time

About Prozo

Prozo is one of India's leading new-age 3PL partners, providing warehousing, logistics and SaaS solutions to businesses across the country.

Prozo combines a pan-India fulfilment network, multi-modal freight capabilities and a proprietary supply chain technology platform into a single pay-per-use offering, enabling businesses to access enterprise-grade supply chain capabilities without significant upfront investment.

Today, Prozo operates:

- 50+ multi-channel, tech-enabled fulfilment centres across approximately 3 million sq. ft.

- Logistics coverage across 25,900+ pin codes

- FTL, PTL, Same-Day Delivery and Next-Day Delivery capabilities

- A current run rate of approximately 10 million D2C shipments annually

- Multi-client, dedicated, managed and 4PL warehousing formats

Prozo serves enterprises and D2C brands across 10+ categories, including apparel, personal care, FMCG, electronics, home & kitchen, health & fitness, education, industrials and multi-brand platforms. The company has grown at approximately 50% year-on-year and is EBITDA and PAT positive.

About the Role

We are looking for a senior business leader to head Prozo's Business Development and Revenue function and drive the company's next phase of growth.

The role spans all three of Prozo's business verticals - warehousing, logistics and SaaS - and covers large enterprises, mid-market/SME customers and D2C brands.

The incumbent will own revenue growth as well as the quality of revenue, including gross margins, pricing discipline, commercial terms, deal governance and account expansion.

This is a leadership role involving close collaboration with the Founder & CEO, COO, CTO, business unit leaders, Finance and Solution Design teams.

Key Responsibilities

1. Revenue Growth & Go-to-Market Strategy:

- Own and execute the multi-year business development and revenue growth plan.

- Identify new customer segments, categories and geographic opportunities.

- Develop GTM strategies for new categories and business lines, including proposition, pricing, target accounts and sales approach.

- Build predictable and scalable revenue engines across enterprise, SME and D2C segments.

2. Business Development Team Leadership:

- Lead an established 15 - 20 member business development organisation spanning enterprise BD, SME sales, growth, inside sales, lead generation and marketing.

- Manage senior sales leaders across multiple sub-functions.

- Build organisational capability through hiring, coaching, training and structured performance management.

- Ensure demand generation, inside sales, SME and enterprise sales teams operate as one integrated funnel.

3. Sales Funnel & Revenue Management:

- Own the complete revenue funnel from demand generation and qualification through proposal, negotiation and closure.

- Improve lead quality, stage conversion, sales cycle, win rate and forecast accuracy.

- Establish a structured review cadence across the sales organisation.

- Drive measurable productivity across marketing, lead generation and inside sales.

4. Enterprise & Consultative Selling:

- Personally lead strategic and large enterprise pursuits.

- Build CXO-level relationships and manage complex multi-year negotiations.

- Understand customer supply chain requirements and structure customised warehousing, logistics and technology solutions.

- Lead complex RFPs and consultative solution-selling opportunities.

5. Account Expansion & Cross-Sell:

- Increase wallet share within existing accounts through additional locations, categories, lanes and volumes.

- Drive structured cross-sell between Prozo's warehousing and logistics businesses.

- Develop account-level growth plans jointly with business unit leaders.

- Convert existing customer relationships into committed incremental revenue.

6. Commercial Governance:

- Partner with Finance and Solution Design teams on costing, pricing and proposal construction.

- Ensure commercial commitments are operationally and financially viable.

- Own commercial governance across pricing thresholds, SLAs, liability positions, minimum guarantees, lock-ins and exit terms.

- Maintain strong discipline around gross margin, contribution margin and cost-to-serve.

- Work with Finance to maintain healthy collections, DSO and credit exposure.

7. Cross-functional Leadership:

- Partner with Operations on capacity planning, solution feasibility and client go-live.

- Work closely with Technology on client integrations and platform requirements.

- Ensure sales commitments are aligned with operational and technology readiness.

8. CRM, Data & AI-led Revenue Productivity:

- Drive adoption and data integrity of HubSpot across the revenue organisation.

- Institutionalise data-driven decision-making across account prioritisation, pricing, pipeline management and capacity commitments.

- Lead the adoption of AI and agentic tools across prospecting, qualification, proposal generation, pricing analytics and forecasting.

- Drive automation-led initiatives to build a high-productivity, future-ready revenue organisation.

9. Leadership & Stakeholder Management:

- Present revenue performance, pipeline health and growth plans to the executive leadership team and Board.

- Support the Founder & CEO's office on business and investor reporting.

- Represent Prozo at relevant industry and partner forums.

Candidate Profile

We are looking for candidates with:

- 10 - 15 years of experience in business development / sales, including at least 5 years in senior leadership roles.

- Experience managing multi-layered sales organisations and senior team members.

- Demonstrated track record of scaling a business development function and delivering sustained, measurable revenue growth.

- Experience across both complex enterprise sales and high-velocity SME / inside-sales models.

- Strong commercial understanding of unit economics, contribution margins, cost-to-serve, pricing, RFPs, contracts and SLA negotiations.

- Strong analytical orientation and ability to manage a revenue organisation through data and metrics.

- Ability to engage and influence CXO-level stakeholders.

- Entrepreneurial mindset suited to a high-growth organisation.

- Experience in 3PL, contract logistics, express logistics, freight-tech, e-commerce enablement or SaaS-enabled supply chain businesses would be advantageous but is not mandatory.

- Ex-founders with relevant commercial and team leadership experience are also encouraged to apply.

Education:

- Graduate from a Tier-1 institution

- Master's degree required

- MBA preferred

What We Offer:

- End-to-end leadership of Prozo's Business Development and Revenue organisation

- Direct working relationship with the Founder & CEO and senior leadership team

- Opportunity to lead the commercial organisation of a profitable, high-growth integrated supply chain platform

- Exposure to Board and investor-facing discussions

- Competitive fixed compensation

- Performance-linked variable compensation

- ESOP participation

How to Apply:

Interested candidates can apply through IIMJobs or write with a brief note highlighting:

- Relevant business development leadership experience

- Scale of revenue/business managed

- Team size and organisation structure managed

- Key measurable growth outcomes delivered