Sr VP, Head Enterprise Business

IndiaMART InterMESH Limited; Dadri; On-site; INR 6,000,000 - 9,000,000; Full time

Job summary

IndiaMART InterMESH Limited seeks a Sr. VP Head of Enterprise Business to own and scale the Enterprise segment, targeting ₹500 Cr+ customers and above.

The role involves product-market fit discovery, building a high-performance team across major metros, and partnering with product and tech to create a differentiated enterprise offering. The candidate should be a builder with full P&L ownership, capable of defining strategy, leading senior sales leaders, and driving aggressive growth while

Qualifications

• 7+ years of enterprise sales experience with a track record of high-growth progression.
• Proven ability to build or scale a new business through early-stage to growth-stage transition.
• Tech-first and product-led-growth mindset with the ability to partner with product teams.
• Age around 40 years and strong leadership and P&L ownership.
• Experience engaging with CXOs and large enterprise accounts.

Responsibilities

• Own end-to-end P&L for the vertical — revenue, profitability, unit economics, marketing and investment decisions.
• Define the Enterprise business strategy: target customers, value proposition, pricing, packaging, GTM.
• Hire and scale the team across India; build product partnerships to shape the offering.
• Design the enterprise sales motion and governance for complex enterprise cycles.
• Drive customer lifecycle, retention, expansion, and VoC feedback into pricing and packaging.

Skills

Enterprise sales

Product-led growth

P&L ownership

Team leadership

Strategic partnerships

CXO engagement

Product collaboration

Education

Premier institution education

Job description

As the Sr. VP Head of Enterprise Business, you will own and scale IndiaMART’s Enterprise segment through its next growth curve. This is a 1–10 mandate — the early structure exists, but the business is yet to find product-market fit and scale meaningfully. This is not a role for someone looking to inherit a scaled machine.

IndiaMART’s core business serves MSMEs. The Enterprise segment targets customers with turnover of ₹500 Cr and above, including Indian corporates and MNCs operating in India.

Your first responsibility will be to find product-market fit for this segment, and then to scale aggressively.

The ideal candidate is a builder, not just a seller. You will operate as a vertical head with full P&L ownership — setting segment strategy, partnering with product to shape the offering, hiring and building the team across India, and bringing a product-led-growth mindset to the vertical.

The role carries significant autonomy, reporting directly to the CEO.

• Own end-to-end P&L for the vertical — revenue, profitability, unit economics, marketing and investment decisions.
• Define the Enterprise business strategy: target customer profile within the ₹500 Cr+ universe, value proposition, pricing, packaging, and GTM model.

2. Product-Market Fit & Product Partnership

• Lead the search for product-market fit in the Enterprise segment. The current IndiaMART product is built for MSMEs; the assumption is that the Enterprise customer needs something different.
• Lead a small team of product strategists embedded in the business who translate customer signals into product requirements.
• Partner closely with the central product & tech team to define, prioritize, and build Enterprise-oriented product capabilities.

3. Building & Scaling the Team

• Inherit the current 30+ team based in top metros (Delhi, Mumbai, Bangalore) and scale it as the segment matures.
• Hire senior enterprise sales leaders, regional heads, and BDMs who can sell to CXOs and marketing teams at large corporates; hire product leaders and strategists to help identify and build the value proposition.
• Design the enterprise sales motion — account planning, opportunity management, deal qualification, pricing discipline — required for enterprise sales cycles.

4. Customer Lifecycle & Account Growth

• Own the full Enterprise customer lifecycle — acquisition, onboarding, success, expansion, and renewal.
• Drive Net Revenue Retention (NRR) and account expansion as first-order metrics.
• Evolve customer success and account management functions calibrated for large customers.
• Institutionalize Voice of Customer (VoC) feedback loops directly into product, pricing, and packaging decisions.

Must-Haves

• Age around 40 years.
• 7+ years of enterprise sales experience with a proven track record of high-growth progression.
• Proven 1–10 builder — has taken a new business, segment, or product line through an early-stage to growth-stage transition, not just managed steady state.
• Tech-first and product-led-growth mindset — understands how product becomes a sales lever, not just a feature checklist. Ability to partner deeply with product teams to shape an offering.

Preferred

• Education from a premier institution — IIT, IIM, ISB, or equivalent.
• Digital advertising sales leadership background (Google, Meta, LinkedIn, Times Internet, ZEE, Disney+ Hotstar, large publishers) — the enterprise ad-sales motion most closely mirrors what IndiaMART’s enterprise offering is likely to become.