Chief Business Officer

IndiaMART InterMESH Limited; Dadri; On-site; INR 4,000,000 - 8,000,000; Full time

Job summary

IndiaMART InterMESH Limited in India seeks a Chief Business Officer to architect revenue, growth, and customer lifetime value. You will lead a 6,000+ field sales workforce across 40+ cities, delivering renewals, upsell, cross-sell and new revenue streams from a large MSME customer base.

The role blends strategic pricing, organization design, and tech-enabled operations to maximize profitability and customer success. A high-impact leadership position in a subscription-driven business.

Responsibilities

• Own end-to-end P&L for the subscription and services business, focusing on profitability and unit economics.
• Lead, scale and coordinate Direct Sales and Service teams across Tier 1 and Tier 2 markets (6,000+ FSF).
• Transform servicing into a revenue-maximizing engine driving renewals, upsell, cross-sell and new revenue streams from the existing base.
• Design and implement pricing and packaging strategies across subscription tiers to maximize market penetration and revenue yield.
• Own the regional structure: hub heads, regional directors, zonal managers, and field sales hierarchy.
• Build a tech-enabled acquisition engine with data-driven CAC optimization across channels and regions.
• Drive customer lifecycle management from onboarding to renewal, reducing churn and maximizing LTV/NRR.

Job description

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 6,000+ professionals across 40+ Tier 1 and Tier 2 cities serving approx 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.

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 front-line 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.