Head of Revenue, India

Plotline; Bengaluru; Presencial; INR 4.000.000 - 8.000.000; Tempo integral

Resumo da vaga

Plotline in Bengaluru seeks an accomplished head of sales to own revenue, ARR and overall commercial performance. You will drive GTM strategy across SMB, mid-market and enterprise, build scalable acquisition channels, and lead a high-performing India-based sales and customer success team.

You will set quotas, coaching cadences, and multi-region expansion plans as the business scales. You will collaborate with founders to shape pricing, packaging and strategic playbooks for India, with expansion

Qualificações

• 8 to 10+ years in B2B SaaS sales, with at least 3 years leading a sales team.
• Proven record selling in India to product, growth, marketing buyers, ideally in martech, CX, engagement, analytics or mobile SaaS
• Closed mid-market and enterprise deals ($40K to $100K+ ACV) with multi-stakeholder, multi-month cycles, including BFSI or large consumer-internet accounts
• Demonstrated ability to hire, coach and retain strong AEs and BDRs

Responsabilidades

• Own revenue, ARR and overall commercial performance with pipeline, forecast accuracy.
• Develop and execute Plotline’s GTM strategy across SMB, Mid-market and enterprise segments.
• Build scalable acquisition channels through outbound and inbound sales motions.
• Monitor and optimise ARR, pipeline, win rates, CAC, retention, NRR and customer satisfaction.
• Recruit, mentor and develop high performing sales and customer success teams.
• Lead the India AE and hire BDRs, AEs and solutions roles.
• Set quotas, compensation plans, onboarding and coaching rhythms.
• Define India ICP and territory split across segments; shape pricing and packaging.

Conhecimentos

B2B SaaS sales

Team leadership

Enterprise sales

India market experience

Descrição da vaga

What You Will Own

Revenue and pipeline

• Own revenue, ARR and overall commercial performance with accountability for pipeline, conversion and forecast accuracy

• Develop and execute the Plotline’s GTM strategy across SMB, Mid-market and enterprise segments.

• Build scalable acquisition channels through outbound and inbound sales motions

• Monitor and optimise key business metrics including ARR, pipeline coverage, win rates, CAC, retention, NRR and customer satisfaction.

Team building

• Recruit, mentor and develop high performing sales and customer success teams

• Lead the existing India AE and hire the BDRs, AEs and solutions roles in the structure above

• Set quotas, compensation plans, onboarding and coaching rhythms

Go-to-market strategy

• Define the India ICP and territory split across SMB, mid-market and enterprise, and sequence them by deal size and sales cycle

• Shape India pricing and packaging against our global bands: SMB, mid-market & enterprise

• Build the India enterprise playbook: discovery, demo, POC, security and compliance reviews (including expectations for regulated buyers), procurement and negotiation

• Build the similar strategy for MENA and SEA expansion once India is running predictably

Systems and insight

• Review the current set up and run CRM hygiene, pipeline reviews, forecasting and win/loss analysis

• Work with Marketing on events, content, community and regional campaigns

What We Are Looking For

Must have

• 8 to 10+ years in B2B SaaS sales, with at least 3 years leading a sales team

• Proven record selling in India to product, growth, marketing buyers, ideally in martech, CX, engagement, analytics or mobile SaaS

• Closed mid-market and enterprise deals ($40K to $100K+ ACV) with multi-stakeholder, multi-month cycles, including BFSI or large consumer-internet accounts

• Demonstrated ability to hire, coach and retain strong AEs and BDRs

Nice to have

• Experience in an early-stage startup, seed to Series B

• Familiarity with channel and partner motions such as agencies

• Experience working with global teams across time zones

Key outcomes

• First 90 days: $300K in closed-won new ARR (10% of quota)

• 6 months: $900K in cumulative closed-won new ARR (30% of quota)

• 12 months: $3M in closed-won new ARR (100% of the annual quota)

Why Plotline

• Real ownership: you own a market, not a slice of a function

• Marquee logos already in the book, including Meesho, SBI, Dream11, CoinDCX, BharatPe and Upstox

• Work directly with the founders and have a genuine say in strategy