Sr. VP, Head Enterprise Business

IndiaMART; Dadri; On-site; INR 6,000,000 - 12,000,000; Full time

Job summary

IndiaMART is seeking a Sr. VP, Head Enterprise Business to own and scale the Enterprise segment across India with full P&L ownership and a product-led growth mindset.

You will partner with product to shape the offering, build and lead a high-impact team across major metros, and set the GTM strategy to achieve product-market fit and aggressive scale with enterprise customers including large Indian corporates and MNCs.

Qualifications

• 35-45 years of age.
• 10-20 years of enterprise lead-generation or performance-marketing P&L experience.
• Proven builder of new business, segment, or product line from early-stage to growth-stage.
• Tech-first and product-led-growth mindset with ability to collaborate with product teams.

Responsibilities

• Own end-to-end P&L for the Enterprise vertical and define the GTM strategy.
• Lead product-market fit efforts and partner with central product/tech to build Enterprise capabilities.
• Build and scale the team across major Indian metros and hire senior enterprise leaders.
• Drive NRR and account growth while shaping the value proposition for large customers.

Skills

P&L ownership

Enterprise sales leadership

Product-led growth

Strategic planning

Team building

Education

Premier institution education (IIT/IIM/ISB or equivalent)

Job description

As the Sr. VP, Head Enterprise Business, you will own and scale IndiaMARTs Enterprise segment through its next growth curve. This is a 110 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.

IndiaMARTs 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.

1. P&L Ownership & GTM Strategy

• 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.
• Build the multi-year business case for Enterprise as a meaningful revenue contributor to IndiaMART.
• Make sharp prioritization calls on where to play (industry verticals, deal sizes, buyer personas) and, equally importantly, where not to play.

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

• 35- 45 years of age.
• 10-20 years of experience owning a lead-generation or performance-marketing P&L sold to enterprise buyers.
• 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.