Chief Business Officer

IndiaMART; Dadri; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

IndiaMART is seeking a Chief Business Officer to architect revenue and growth strategies while leading a team of over 6,000 sales professionals across India. The role focuses on maximizing customer lifetime value and requires strong experience in field sales, profitability, and tech-driven operations.

The ideal candidate should have over 10 years in high-growth environments, managing large sales teams and demonstrating a strong record in customer lifecycle management and product marketing strategy.

Qualifications

• 10+ years of post-qualification experience with a proven track record of high-growth progression.
• Proven experience managing large Field Sales Force (FSF) teams at scale (1,000+ headcount).
• Tech-first mindset, building or scaling operations.

Responsibilities

• Own end-to-end P&L of the subscription and services business.
• Design and scale a tech-enabled acquisition engine.
• Own the entire Customer Lifecycle processes from onboarding to renewal.
• Lead the in-house Product Marketing team.

Skills

Field Sales Force management

Profitability and unit economics

Customer Lifecycle Management

Product Marketing strategy

Tech-enabled operations

Education

Education from a premier institution

Tools

Data analytics

CRM systems

Job description

Role Overview

As the Chief Business Officer, you will be the primary architect of revenue, growth, and customer lifetime value at IndiaMART. The role is anchored on two non-negotiable stakeholders: our Customers and our People, and success will be measured by the outcomes delivered for both.

You will own the Field Sales Force organization with 6,000+ professionals across 40+ Tier 1 and Tier 2 cities serving approximately 2 lakh+ paying MSME customers. The role blends sharp hunting (acquiring new customers) with disciplined farming (renewals, upsell, cross-sell, churn control, and customer success). Renewals and upsell are the dominant value drivers; this is fundamentally a subscription business where Customer Lifetime Value compounds over years.

The ideal candidate is a strategic executor who has led large field sales forces in high-ticket B2B sales, thinks tech-first, runs the business with a profitability lens, and has a proven track record of building, scaling, and retaining high-performing field teams in a matrix, multi-regional organization. This role would be reporting to COO/CEO.

Scope of the Role

• Direct ownership of the entire Field Sales Force organization with 6,000+ people across 40+ cities.
• Direct ownership of the regional structure: 3 Hub Heads, Regional Directors, Zonal Managers, and their frontline teams.
• Direct ownership of the sales and servicing verticals: 3 National Sales Vertical Heads, managing the policy and process for their vertical.
• Oversight of the Product Marketing function for each vertical (PMM sales enablement, sales strategy), supporting operational execution and sales product strategy.
• Customer base: approximately 2 lakh+ paying MSME customers across India.
• Geographic footprint: 40+ cities spanning Tier 1 (top metros) and Tier 2 markets.

Key Responsibilities

1. P&L Ownership of the Subscription & Services Business

• Own end-to-end P&L of the core subscription and services business, with a sharp focus on profitability and unit economics.
• Own and operate the central strategy & policy structure: 3 National Sales Vertical Heads and Product Marketing teams.
• Build, lead, and scale Direct Sales and Service teams across Tier 1 and Tier 2 markets, anchored on the existing 6,000+ FSF.
• Transform the servicing function into a revenue-maximizing engine—driving renewals, upsells, cross-sells, and new revenue streams from the large existing customer base.
• Formulate pricing and packaging strategies across subscription tiers to maximize market penetration and revenue yield.

2. Field Sales Force & Regional Organization Leadership

• Own and operate the regional structure: 3 Hub Heads, Regional Directors below them, Zonal Managers, and the broader field sales hierarchy.
• Hire, retain, and develop regional and zonal leadership; build succession depth at every layer.
• Set the operating cadence—reviews, performance management, sales discipline, and execution rhythm—across all regions and cities.
• Calibrate territory design, headcount allocation, and incentive structures across markets based on opportunity and unit economics.

3. Customer Acquisition & CAC Optimization

• Design and scale a tech-enabled acquisition engine across direct and channel field teams.
• Drive customer acquisition at optimized CAC, with continuous experimentation across channels, regions, and customer cohorts.
• Build a granular, data-driven view of acquisition funnels—lead source, conversion, cohort quality—and use it to allocate spend and effort.
• Partner with product teams to embed acquisition workflows directly into the platform.

4. Retention, LTV & Customer Lifecycle Management

• Own the entire Customer Lifecycle processes—from onboarding to renewal.
• Drive churn reduction as a first-order metric; build early-warning systems and intervention playbooks at scale.
• Maximize Customer LTV and NRR through strong renewals, structured upsell, and cross-sell programs distributed across the customer base.
• Establish stringent SLAs for customer success and institutionalize Voice of Customer (VoC) measures to maintain a high NPS.
• Build a feedback loop from customer signals into product, pricing, and service design.

5. Product Marketing & Sales Strategy

• Lead the in-house Product Marketing team—responsible for product enablement (positioning, messaging, GTM), sales enablement (collateral, training, playbooks), and sales strategy (territory design, incentive design, forecasting, sales analytics).
• Use this team as the strategic backbone of the FSF, ensuring frontline teams are equipped with the right narrative, pricing, and tools to win.
• Drive sharp segment-level strategy across customer cohorts (industry, geography, ticket size) to maximize win rate and ARPU.

6. Tech-Enabled Operations

• Act as the bridge between business and product & tech teams to automate sales workflows, dialers, CRM, and servicing systems.
• Leverage data analytics, AI tools, and automation to increase productivity per employee and streamline renewal collections.

7. People & Organization

• Talent Acquisition: Drive the hiring engine to attract, identify, and onboard top-tier sales leaders—Hub Heads, Regional Directors, Zonal Managers, and frontline managers at scale.
• Employee Retention: Design and implement robust incentive structures, career progression frameworks, and cultural initiatives to minimize employee churn in a high-pressure sales environment.
• Build a culture of extreme accountability, high performance, and data-backed decision-making.
• Operate effectively in a matrix organization—balancing Hub Heads, vertical leaders, and central functions.

Must-Haves

• Age below 45 years.
• 10+ years of post-qualification experience with a proven track record of high-growth progression.
• Proven experience managing large Field Sales Force (FSF) teams at scale (1,000+ headcount).
• Profitability-oriented—carried P&L ownership and delivered on unit economics, not just top line.
• Demonstrated ability to build and operate in matrix-structured, multi-regional organizations.
• Tech-first mindset—has built or scaled tech-enabled sales/servicing operations.

Preferred

• Education from a premier institution—IIT, IIM, ISB, or equivalent.
• Prior leadership experience in media / digital advertising sales (Google, Meta, Amazon Ads, large digital publishers) or in B2B, SaaS, or new-age tech marketplaces with strong field sales motions.
• Experience leading multi-lingual, multi-regional businesses across Tier 1 and Tier 2 markets.