Role Summary

We are looking for a Growth Head to lead and scale our IoT Telematics business within the commercial fleet ecosystem.

This role will be responsible for driving market leadership, ARR expansion, and ARPU growth by building scalable distribution engines, strengthening product adoption, and creating predictable revenue growth. The leader will define long-term growth strategy while leveraging product, technology, and ecosystem partnerships to achieve sustainable profitability.

Key Responsibilities

Market Share Expansion

- Drive market share growth in the trucking ecosystem from 31% to 60%.

- Build strong customer segmentation and penetration strategies across fleet categories.

- Expand leadership across multiple customer portfolios and use cases.

- Identify opportunities to create and expand new market segments where required.

Horizontal Expansion

- Expand business into non-trucking fleet segments.

- Identify adjacent horizontals and define the right market entry timing and strategy.

- Enable product enhancements aligned with new industry requirements.

ARPU Growth & Monetization

- Increase ARPU from - 2,000 to - 5,000 per vehicle.

- Drive adoption of new IoT and data-led products.

- Strengthen upsell, upgrade, cross-sell, and renewal strategies.

- Design effective pricing, packaging, and monetization frameworks.

ARR & Revenue Ownership

- Own and execute ARR growth roadmap toward - 1000 Cr revenue.

- Maintain sustainable economics with LTV/CAC - 3.

- Build predictable and scalable revenue planning models.

Growth & Distribution Leadership

- Build and scale high-performing growth teams across:

- New Sales

- FOS Distribution

- Key Account Management (KAM)

- Upsell & Expansion

- Renewals & Retention

- Establish strong operating rigor and execution frameworks.

Strategic Planning

- Develop 2-3 year growth strategy and execution roadmap.

- Improve revenue predictability and long-term profitable growth.

- Continuously optimize growth planning through data-driven insights.

Ecosystem Development

- Collaborate with ecosystem stakeholders including:

- Shippers

- Government bodies

- AIS partners

- Fleet operators

- Build partnerships that accelerate adoption and market penetration.

Product & Technology-Led Growth

- Leverage product and technology to solve growth bottlenecks.

- Drive scalable systems improving growth efficiency, cost optimization, and execution speed.

Ideal Experience

- Leadership experience scaling - 1000 Cr+ ARR businesses in B2B SaaS / IoT / Tech-led distribution environments.

- Demonstrated track record of delivering 50%+ YoY growth.

Strong experience in:

- Market share leadership

- Product monetization

- ARPU expansion

- Customer lifecycle growth

- Experience building and managing large distribution-heavy organizations.

- Exposure to IoT, SaaS, Mobility, Logistics, or Fleet-Tech ecosystems preferred.

- Experience expanding into new geographies or business horizontals is a strong advantage.

Outcome Ownership

The role will directly own growth across:

- N (Customer Base Expansion)

- ARPU (Revenue per Vehicle)

- ARR (Annual Recurring Revenue)

with the objective of building a scalable, predictable, and profitable growth engine.