Head - Sales & Commercial Operations

ARDEM Incorporated; Dadri; On-site; INR 17,192,000 - 28,653,000; Full time

Job summary

ARDEM Data Services Private Limited is seeking a proven U.S.-market BPO and managed-services commercial leader to build and scale our commercial function from India. You will own the commercial plan, revenue growth, pipeline discipline, and strategic pursuit execution.

This is a hands-on leader role: you will originate, shape, price, negotiate, and help close strategic engagements while coaching the team and ensuring profitable growth.

Qualifications

• 12-18+ years of relevant commercial experience, including selling BPO, BPM, outsourcing, managed ops or transformation services to U.S. organizations.
• Demonstrated ownership of multi-million-dollar revenue commitments with targets in U.S.-focused BPO/outsourcing.
• Experience hiring, coaching and managing quota-carrying commercial teams.
• Proven ability to lead both new-logo sales and existing-client expansion with measurable results.

Responsibilities

• Own the annual Commercial Operating Plan to deliver multi-million-dollar booked revenue.
• Lead hunting and farming motions with targets, pipeline standards, and account coverage.
• Build an account-growth program, strengthen executive relationships, and identify cross-sell opportunities.
• Lead pricing and commercial strategy with Finance, Operations, and Solutions teams to ensure profitability and risk standards.
• Recruit, coach, and performance-manage quota-carrying commercial talent with clear scorecards.
• Provide transparent executive reporting and risk recovery plans when commitments are at risk.

Skills

BPO sales

Managed services

Leadership

Forecasting

Pricing strategy

Negotiation

Team coaching

Strategic account development

Tools

CRM (Salesforce)

Job description

REMOTE

Head Sales & Commercial Operations

ARDEM Data Services Private Limited

UNIT No B-1/ 5th Floor 504 & 505 DLF MY PAD, Vibhuti Khand Gomti Nagar, Lucknow 226010, India

Telephone: hidden_mobile

Email: hidden_email

Location: India Remote

Working hours: U.S. Eastern Time business hours

Travel: Potential travel to the United States based on business need and visa eligibility

Reporting: Reports to the VP, Commercial with direct access to executive leadership

About ARDEM

ARDEM is a managed operations partner supporting U.S. organizations across Finance & Accounting, Utilities, Logistics, Healthcare, Data Operations, and other business processes. We combine technology, disciplined operations, and accountable human oversight to help clients manage critical work with confidence.

About The Role

ARDEM is seeking a proven U.S.-market BPO and managed-services commercial leader to build, operate, and grow our commercial function from India. The successful candidate will own the commercial plan, profitable revenue growth, pipeline and forecast discipline, commercial team development, and strategic pursuit execution.

This is not a hands-off management position. The leader must be equally comfortable building the commercial organization, coaching the team, and personally originating, shaping, presenting, pricing, negotiating, and helping close strategic engagements.

What You Will Own

• Develop and execute the annual Commercial Operating Plan required to deliver a growing multi-million-dollar booked-revenue commitment.
• Own both new-logo acquisition and existing-client expansion, establishing distinct hunting and farming motions, targets, pipeline standards, account coverage, and performance expectations for Business Development Consultants and Client Partners.
• Build a disciplined account-growth program that strengthens executive relationships, identifies cross-sell and upsell opportunities, surfaces commercial retention risk, and converts client needs into profitable additional services.
• Own profitable commercial growth by ensuring new and expanded business meets approved pricing, margin, scope, and cost-to-serve requirements.
• Personally lead selected strategic new-logo and expansion pursuits while coaching Business Development Consultants and Client Partners through active opportunities.
• Build reliable pipeline, qualification, forecast, CRM, account-planning, and performance-management discipline.
• Lead and develop Business Development, Client Partner, Revenue Operations, and other commercial capabilities while aligning Marketing and Solutions/Transition priorities.
• Define target segments, territories, account coverage, qualification standards, opportunity ownership, stage governance, and next-step expectations.
• Lead pricing and commercial strategy for new and expanded business in partnership with Finance, Operations, and solutions, ensuring opportunities meet approved profitability and risk standards.
• Recruit, coach, and performance-manage quota-carrying commercial talent against clear revenue, pipeline, expansion, and leadership scorecards.
• Provide transparent executive reporting, early risk escalation, and written recovery plans when revenue, margin, pipeline, expansion, or team commitments at risk.

Required Experience

• 12-18+ years of relevant commercial experience, including substantial direct experience selling BPO, BPM, outsourcing, managed operations, or transformation services to U.S. organizations.
• Demonstrated ownership of multi-million-dollar personal and team revenue commitments, with a consistent record of achieving targets in U.S.-focused BPO, outsourcing, or managed services.
• Ability to clearly explain whether prior targets were measured as ACV, TCV, annualized booked revenue, recognized revenue, or another defined commercial measure.
• Proven experience hiring, coaching, and performance-managing quota-carrying commercial teams, including addressing underperformance and making difficult talent decisions.
• Demonstrated success leading both new-logo sales and existing-client expansion, with measurable results from prospect acquisition, cross-sell, upsell, and strategic account development.
• Demonstrated success creating qualified new-logo pipeline and winning business, not only managing inherited accounts, renewals, or an established corporate pipeline.
• Experience leading complex, multi-stakeholder outsourcing pursuits involving solution design, pricing, commercial negotiation, executive approval, and meaningful recurring contract values.
• Direct responsibility for revenue and margin performance, including pricing, solution economics, staffing models, cost-to-serve, discounting, and profitable deal closure.
• A genuine player-coach record: personally originated and led strategic pursuits while hiring, coaching, and managing sellers or commercial leaders.
• Experience building or material redesigning a sales organization, service-line growth