Sr. Manager- Enterprise Sales

TartanHQ; Gurugram District; On-site; INR 6,000,000 - 15,000,000; Full time

Job summary

TartanHQ in Mumbai, India, is seeking a Senior Enterprise Sales Manager to own the full sales cycle from discovery to closing ARR deals with mid-market and enterprise clients across North India. This is an on-site role requiring regular travel to client locations and collaboration with Solutions and Product teams for technical demos.

You will independently open doors, map organisations, and manage 45–60 day sales cycles, selling Tartan's complete solutions portfolio to HR, Finance, and IT

Qualifications

• 6–9 years of experience in B2B enterprise sales with a strong ARR track record.
• Independently source and close deals without reliance on inbound or ABM pipelines.
• Experience selling to mid-market and enterprise organisations with 45–60 day cycles.
• Comfortable engaging C-suite and VP-level buyers across HR, Finance, and IT.
• Strong consultative and solution selling approach focused on business problems.
• Demonstrated ARR attainment ₹60L–₹1.5Cr annually.
• Proficient in CRM tools for pipeline management and forecasting.
• Willingness to travel regularly within the geography.

Responsibilities

• Prospect, qualify, discover, demo, and negotiate to close new ARR deals.
• Map accounts, identify decision makers, and build multi-threaded engagement plans.
• Run full sales cycle from outreach to contract signature independently.
• Sell the full solution portfolio to HR, Finance, and IT buyers.
• Generate self-sourced pipeline through direct outreach and referrals.
• Maintain a healthy pipeline with 3x quota coverage and forecast revenue.

Skills

Enterprise sales

Deal closing

Multi-stakeholder selling

CRM proficiency

Pipeline management

Travel readiness

Tools

Salesforce

HubSpot

Job description

Role Overview

TartanHQ is looking for a Senior Enterprise Sales Manager to drive new business acquisition across North India. You will own the full sales cycle — from identifying and qualifying prospects to closing annual recurring revenue (ARR) deals with mid-market and enterprise clients. This is not a farming or account management role. We need someone who can independently open doors, navigate complex multi-stakeholder organisations, and close deals within 45–60 day sales cycles. You will sell Tartan's full suite of solutions to HR, Finance, and IT decision-makers across industries. This is an on-site role based out of our Mumbai office, with regular travel to client locations across the region.

Key KPIs

• Quarterly new ARR bookings against assigned quota
• Pipeline coverage: maintain 3x quota at all times
• Win rate on qualified opportunities (target: 25%+)
• Average deal cycle time: 45–60 days from first meeting to close
• Number of net-new enterprise logos acquired per quarter
• Self-sourced pipeline as a percentage of total pipeline (target: 60%+)

Day-to-Day Responsibilities

Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points — not waiting for inbound leads. You will run your own pipeline from first outreach through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2–3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role.

Core Responsibilities

New Business Acquisition (60% time allocation)

• Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography
• Build and execute account plans for target organisations — map decision-makers, understand buying processes, and create multi-threaded engagement strategies
• Run the full sales cycle independently: prospecting, discovery, solution presentation, negotiation, and close
• Sell Tartan's complete solutions portfolio to HR, Finance, and IT buyers — this is not a single-product role
• Generate self-sourced pipeline through direct outreach, referrals, events, and personal network — not dependent on marketing-qualified leads
• Consistently achieve and exceed quarterly and annual ARR quotas

Pipeline Management & Deal Execution (25% time allocation)

• Maintain a healthy pipeline with 3x coverage at all times — qualify rigorously and disqualify early
• Manage deal progression through structured stages with clear next steps and timelinesPrepare and present compelling business cases, ROI analyses, and commercial proposals
• Navigate procurement, legal, and compliance processes within enterprise organisations
• Accurately forecast revenue on a weekly and monthly basis using CRM

Market Intelligence & Collaboration (15% time allocation)

• Provide structured feedback to Product and Marketing on market needs, competitive positioning, and objection patterns
• Share best practices and playbooks with the broader sales team
• Represent Tartan at industry events, conferences, and networking forums in your region
• Collaborate with Solutions Engineering for technical demonstrations and proof-of-concept engagements

Incentive Structure

• Incentives kick in at 75% of quota — you don't need to hit 100% to start earning variable pay
• At 100% quota attainment, your incentive payout is a substantial multiple of your base
• Overachievement is rewarded aggressively — there is no cap on incentive earnings
• Payouts are calculated quarterly on a cumulative basis, based on actual collections

We have designed this structure to reward top performers disproportionately. If you are confident in your ability to sell, the earning potential here significantly exceeds what a higher base salary at a larger company would offer.

Required Skills & Qualifications

• 6–9 years of experience in B2B enterprise sales with a strong track record of closing ARR-based deals (not TCV, GMV, or one-time project revenue)
• Proven ability to independently source and close deals — you do not rely on inbound leads, MQLs, or ABM-generated pipeline to hit quota
• Experience selling to mid-market and enterprise organisations with 45–60 day (or longer) sales cycles involving multiple stakeholders
• Comfortable selling to C-suite and VP-level buyers across HR, Finance, and IT functions
• Strong understanding of consultative and solution selling — you lead with business problems, not product features
• Demonstrated annual ARR attainment in the range of ₹60L–₹1.5Cr or equivalent
• Excellent verbal and written communication — can build a compelling narrative in proposals, emails, and presentations
• Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
• Willingness to travel regularly to client locations within your assigned geography

Preferred Skills

• Prior experience selling into BFSI (Banking, Financial Services, Insurance) organisations
• Background in selling SaaS, API-based, or fintech infrastructure products
• Experience working at a growth-stage startup where you had to build processes alongside selling
• Familiarity with HR tech, payroll, or financial data integration products
• Existing relationships with CHROs, CFOs, or CTOs at mid-market and enterprise companies in India

What We Look For

• Hunter mentality: You get energy from opening new accounts and winning competitive deals — not managing existing relationships
• Commercial rigour: You run a disciplined pipeline with accurate forecasts, clear deal stages, and no sandbagging
• Resourcefulness: You find creative ways to get to decision-makers without relying on warm introductions or marketing funnels
• Resilience: Enterprise sales involve long cycles and complex stakeholder management — you stay focused through ambiguity and setbacks
• Incentive-driven: You are motivated by uncapped variable compensation and see incentive structures as an opportunity, not a risk

Reporting To

Chief Business Officer (CBO)