Website:
variablework.com
Job details:
VariableWork builds technology platforms that connect businesses and households with India's informal workforce. JeevikaSetu, our flagship voice-first marketplace, brings supply and demand together in one structured digital platform, enabling households, RWAs, small and medium businesses and larger employers to find and hire verified workers. Workers, whom we call Setu Partners, onboard by speaking in Hindi, build a verified trust record they own, pay nothing for life and keep 100% of what they earn. Clients pay a transparent all-in platform fee. Reliability and dignity are built into the product rather than promised around it.
Role Summary
The Territory Sales & Onboarding Specialist will be the primary on-ground driver of JeevikaSetu's adoption on both sides of the marketplace. The role covers building relationships with RWAs and housing societies, acquiring SME and corporate clients who hire gig and informal workers, developing business and channel partnerships, onboarding households and Setu Partners onto the platform, and executing hyperlocal marketing such as kiosk activity and canopy campaigns. This is a high-ownership, field-intensive, suited to a self-starter who is equally comfortable opening a business account, sitting across from an RWA committee, and being accountable for measurable adoption and revenue targets.
Key Responsibilities
Community and household demand (Setu Clients)
• Build and manage strong working relationships with RWAs, housing societies and community associations to secure access, buy-in and ongoing partnership for the JeevikaSetu rollout.
• Drive end-to-end onboarding of households onto the platform, explaining the value proposition, addressing concerns, and ensuring smooth activation and adoption.
SME and business client acquisition
• Identify, pitch and close SME clients across the assigned territory: beauty salons and spas, clinics and diagnostic centres, gyms and studios, restaurants and cloud kitchens, retail stores, offices and co-working spaces, PGs, hostels and guest houses.
• Own the full SME sales cycle from prospecting and site visits through demo, negotiation and paperwork to the first successfully completed job, then hand over to Operations for delivery.
• Sell the Phase 3 SME subscription tiers, per month, into businesses with recurring staffing needs, and position Tatkal urgent fulfilment for same-day and festival bulk-hire demand.
• Build the festival and seasonal bulk-hire pipeline with salon, retail and hospitality clusters, converting one-off hiring into repeat contracted demand.
• Map each locality's commercial density, covering market associations, high streets, malls, and office and industrial pockets, and maintain a live territory plan of named SME accounts.
Corporate and institutional employers
• Open and grow corporate accounts that hire gray and pink collar workers at volume: facility management and housekeeping firms, security agencies, hospitality and catering, warehousing and logistics, construction and interiors, event management, retail chains and staffing companies.
• Run structured B2B outreach into HR, admin, facilities and procurement contacts, and manage multi-stakeholder decision cycles through to a signed commercial agreement.
• Negotiate volume, service-level and rate-card terms within approved pricing guardrails, escalating exceptions to the Founder and CEO rather than discounting unilaterally.
• Coordinate with Operations so that corporate demand is served only by Setu Partners at the required Trust Ladder tier, with background verification completed before deployment.
Business and channel partnerships
• Build and manage a channel of business partners who bring demand or supply at scale: NGOs and SHGs, ITIs and skilling institutes, Sector Skill Councils, trade and market associations, RWA federations, contractors and labour aggregators.
• Structure, negotiate and maintain partner arrangements including referral terms, co-branded drives and lead sharing, keeping documentation and commercial terms accurate and current.
• Activate partner-led onboarding drives that deliver bulk batches of Setu Partners, and track partner performance against agreed volume and quality targets.
• Represent JeevikaSetu at local business forums, trade body meetings and industry events to build both the pipeline and the brand.
Supply: Setu Partner onboarding
• Source, screen and onboard Setu Partners, our gig and informal workers, onto the platform, ensuring they are verified through the Trust Ladder and equipped to serve clients effectively.
• Uphold supply-first sequencing: in every new society, locality or business cluster, ensure enough verified Setu Partners are onboarded before client demand is switched on.
• Explain the zero-fee commitment accurately to every worker. Setu Partners pay nothing, for life, and keep 100% of their earnings. Any request for money from a worker must be reported immediately.
Field marketing and lead generation
• Plan and execute on-ground marketing and awareness activity across residential communities and commercial clusters, including kiosk setups, canopy activity, pamphlet distribution, society events and shop-to-shop outreach.
• Generate and qualify leads through fieldwork, door-to-door and shop-to-shop outreach, community and trade events, and referrals from existing clients, RWAs and partners.
• Build local brand awareness by working closely with society management committees, market associations, local business bodies and community influencers.
Commercial discipline, reporting and feedback
• Track and report weekly metrics directly to the Founder and CEO: households onboarded, SME and corporate accounts closed, partner tie-ups signed, Setu Partners onboarded, leads generated, and activation and repeat-usage rates.
• Maintain accurate records of all client, partner and Setu Partner onboarding, fieldwork activity and pipeline status in the CRM or tracking system.
• Troubleshoot on-ground issues raised by RWAs, households, SME or corporate clients, or Setu Partners, and coordinate with the central team for timely resolution.
• Collaborate with Marketing on locality and segment-specific campaigns, and relay ground feedback to Product and Operations to improve onboarding and platform experience.
• Stay current on competitor activity across hyperlocal and staffing platforms, drawing only on publicly available information, to sharpen local positioning.
• Contribute to expansion planning as JeevikaSetu scales into new societies, business clusters, neighbourhoods and cities.
Requirements & Qualifications
• 3 to 5 years of progressive experience in field sales, SME or B2B business development, community engagement, or on-ground marketplace growth, ideally with exposure to marketplace or gig-economy platforms.
• Demonstrated experience selling to small and medium businesses, with a track record of closing owner-operator accounts such as salons, clinics, gyms, restaurants or retail stores.
• Experience opening corporate or institutional accounts that hire blue, gray or pink collar workers at volume, with comfort navigating HR, admin, facilities and procurement stakeholders.
• Experience building channel or partner relationships across NGOs, skilling institutes, trade bodies, contractors or aggregators, and running partner-led acquisition drives.
• Demonstrated experience liaising with RWAs, housing societies or community associations, with the ability to build trust and navigate society-level decision-making.
• Hands-on experience with household and end-consumer onboarding, and with worker or vendor onboarding and management.
• Comfort with subscription and commission-based commercial models, and the discipline to quote approved pricing without discounting unilaterally.
• Proven track record in hyperlocal, on-ground marketing activity such as kiosk activations, canopy and pamphlet campaigns, society events, or door-to-door and shop-to-shop outreach.
• Strong lead generation and fieldwork orientation, comfortable spending the majority of working time in the field rather than behind a desk.
• Excellent interpersonal, negotiation and relationship-building skills, with the ability to communicate effectively with diverse audiences: RWA committees, households, business owners, corporate decision-makers and Setu Partners.
• Working knowledge of CRM and tracking tools for logging field activity, leads and onboarding data.
• Willingness to travel extensively within the assigned city or region and work flexible hours to align with community, society and business schedules.
Education
• Bachelor's degree (mandatory) in Business Administration, Sales and Marketing, Commerce, or a related field.
Compensation & Benefits
• Fixed compensation 4-6 Lakhs/Annum, with performance-linked incentives payable on top.
• Travel and fieldwork allowance covering local commuting, kiosk and canopy activity, and on-ground campaigns.
• Opportunity for rapid career growth into a city or regional sales leadership role covering both community and business segments as the team scales.
How to Apply
Interested candidates can share their updated resume along with a brief note on relevant SaaS/marketplace sales experience to hr@variablework.com
Click on Apply to know more.
