Website:
shopos.ai
Job details:
About the Role
We are looking for a Director- India Sales Lead who lives and breathes Indian Ecommerce. You will not be "building a pipeline from scratch"—you will be activating your existing network. We need a deal-closer who creates immediate access to the C-Suite and VPs of India’s Top 100 Commerce Enterprises (Reliance Retail, Myntra, Nykaa, D2C Unicorns, etc.). You will work directly with the founders to close high-value ACV contracts and define the sales playbook for our next phase of growth.
What You’ll Own
Net New Revenue & Quota Ownership
- Own and drive net new enterprise revenue across Tier 1, Tier 2, and Tier 3 ecommerce and adjacent B2B segments in India
- Secure multi-year annual commitments, targeting ~₹1 Cr ARR average deal size
- Your compensation will be performance-linked with a strong variable component
Hunt the Top 100
- Own the revenue target for the Indian Enterprise ecommerce market
- Acquire logos from the Top 100 ecommerce and retail conglomerates in India
- Proactively build and close your own enterprise pipeline
Full-Cycle Enterprise Sales Motion
Run a complete sales cycle:
- Outbound prospecting -> Discovery & consultative selling -> Solution design -> Contract negotiation -> Closure
- Navigate 6–12 month enterprise deal cycles, including procurement, legal, and multi-stakeholder approvals
- Drive complex buying committees across CMO, CTO, VP Digital, and Ecommerce Heads
Unlock the C-Suite
- Leverage your existing relationships to secure direct access to senior decision-makers
- Bypass gatekeepers and create strategic conversations
- Build trust and long-term enterprise relationships
Evangelize GenAI
- Sell not just software, but a paradigm shift from manual content workflows to AI-driven commerce operations
- Educate enterprises on how to embed Generative AI into cataloging, PDP creation, and marketing automation
- Confidently articulate the business value of AI without buzzword-heavy selling
AI-Native Sales Execution
- Actively leverage AI tools across prospecting, outreach, deal management, and forecasting
- Design and execute an AI-assisted sales workflow with defined human intervention points
- Demonstrate awareness of emerging AI models and their relevance to enterprise selling
- Use AI to improve pipeline intelligence, personalization, and efficiency
Strategic GTM Contribution
- Act as the voice of the market to Product and Engineering teams
- Contribute to refining our ICP, messaging, and enterprise positioning
- Collaborate closely with the existing enterprise sales team in a flat, high-ownership GTM structure
- Help shape the enterprise sales playbook as an early senior member of the sales function
What We’re Looking For
Non-Negotiables
- 6–8 years of quota-carrying enterprise sales experience with consistent over-achievement
- Proven hunter — strong track record of closing net new logos (not just renewals/expansion)
- Experience selling to Indian enterprise customers with understanding of buying culture and stakeholder dynamics
- Average deal size experience of ₹80L–₹1 Cr+ ARR per deal
- Compensation history reflecting strong variable structure (60%+ variable preferred)
- Strong reference from a previous manager validating your quota attainment and selling style
- Active user of AI tools in your current sales workflow (mandatory)
Strongly Preferred
- Experience selling to e-commerce companies or adjacent B2B verticals (SaaS, content, marketing tech)
- Background in high-growth companies such as Pepper Content, MoEngage, WebEngage, Unboxed, or similar
- Familiarity with AI-content, media, image/video, or commerce technology ecosystems
- Experience operating in a flat, early-stage startup environment without hand-holding
Core Competencies
- Deep understanding of the e-commerce tech stack (Shopify, Magento, Salesforce Commerce Cloud)
- Excellent negotiation skills and enterprise procurement experience
- Strong executive presence and ability to influence C-suite stakeholders
- High ownership mindset with bias for action
- Ability to operate in ambiguity and move faster than corporate speed
You’ll Thrive If You Have…
- Proven track record of closing ₹50L+ to ₹1Cr+ ACV deals in the Indian market.
- Deep understanding of the challenges faced by large e-commerce teams (Cataloging, PDP creation, Marketing automation).
- Experience selling to key stakeholders: CMOs, VP of Digital, Head of E-commerce.
- Excellent negotiation skills and experience with enterprise procurement processes.
Click on Apply to know more.
