Avencore Tech Consultant Pvt Ltd
Website:
avencoree.com
Job details:
Designation: Head of Sales
Location: Mumbai
Duration: Permanent
Experience: 18+ years
Role Overview:
The Head of Sales – Promo will lead the sales function for our client's 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.
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