Role Title: Regional Sales Head-West (Enterprise Business)

Level: VP/AVP/GM/DGM

Role Vertical: Enterprise Sales & Business Development

Reporting To: Director

Years of Experience: 12 to 18 years

Base Location: Mumbai

Preferred Industry: AI/Conversational AI, CPaaS, Telecom, Cloud Communications, SaaS, Contact Center, MarTech, Enterprise Software, Digital Communications

Minimum Qualification: Graduate (MBA / B.Tech. Preferred)

Company Overview

Fonada is a leading AI-powered CPaaS and Cloud Communications platform enabling enterprises to automate customer engagement through Voice, SMS, WhatsApp, IVR, Contact Center, AI Voice Bots, Conversational AI, and Customer Experience solutions.

Fonada empowers businesses across BFSI, Fintech, E-commerce, Healthcare, Education, Logistics, Travel, IT/ITES, and Government sectors with scalable communication and automation platforms.

Role Summary

The Regional Sales Head – West will be responsible for driving enterprise revenue growth across the Western region through acquisition of strategic enterprise accounts, expansion of existing customers, and development of a high-performing enterprise sales team.

This role requires a seasoned sales leader with a strong network within Enterprise, PSU, Government, and Large Corporate accounts, along with deep expertise in CPaaS, Cloud Communication, Contact Center, Conversational AI, and Digital Customer Engagement solutions.

The incumbent will own regional business targets including Revenue, Gross Margin, Collections, Pipeline Growth, New Account Acquisition, Customer Retention, and Team Performance.

Key Responsibilities

1. Regional Revenue Ownership

· Own and deliver regional revenue, gross margin, and profitability targets.

· Drive annual, quarterly, and monthly sales plans aligned with organizational objectives.

· Build and manage a robust enterprise sales pipeline across the West region.

· Ensure consistent achievement of sales quotas through strategic account acquisition and farming initiatives.

· Drive predictable forecasting and revenue visibility.

2. Enterprise Account Acquisition

· Identify and acquire large enterprise accounts across BFSI, Fintech, E-commerce, Healthcare, Logistics, Manufacturing, Education, IT/ITES, and Government sectors.

· Develop CXO-level relationships with decision makers including CIOs, CTOs, CMOs, Heads of Digital Transformation, Contact Center Heads, and Procurement Leaders.

· Lead complex enterprise sales cycles from prospecting through contract closure.

· Manage RFPs, RFQs, tenders, commercial negotiations, and contract finalization.

3. Strategic Account Management

· Develop account growth strategies for existing enterprise customers.

· Drive upselling and cross-selling across Fonada's portfolio.

· Ensure customer retention and revenue expansion.

· Build executive-level engagement plans for strategic customers.

· Work closely with Customer Success and Operations teams to maximize customer lifetime value.

4. Team Leadership & Capability Building

· Lead, mentor, and develop Regional Enterprise Sales Managers, Key Account Managers, and Business Development professionals.

· Establish a high-performance sales culture focused on accountability, execution, and customer success.

· Conduct regular pipeline reviews, forecasting reviews, coaching sessions, and performance assessments.

· Support hiring, onboarding, and capability development of the regional sales team.

5. Solution Selling & Business Consulting

Drive enterprise adoption of:

· Conversational AI

· AI Voice Bots

· CPaaS APIs

· WhatsApp Business Platform

· Bulk SMS & OTP Solutions

· Voice APIs

· Cloud Telephony

· IVR & OBD Solutions

· Contact Center Solutions

· Virtual Mobile Numbers (VMN)

· Number Masking Solutions

· Customer Engagement Platforms

· Position Fonada as a strategic digital communication and customer experience partner rather than a transactional vendor.

6. Sales Strategy & Market Development

· Define and execute regional go-to-market strategies.

· Identify emerging market opportunities and industry-specific use cases.

· Monitor competitive landscape and industry trends.

· Build strategic partnerships and channel alliances where required.

· Expand Fonada's presence across enterprise clusters and key industry verticals.

7. Forecasting, Governance & Reporting

· Maintain accurate sales forecasts and pipeline reports.

· Track funnel conversion metrics and sales velocity.

· Drive CRM adoption and sales process compliance.

· Present monthly business reviews and regional growth plans to leadership.

· Provide market intelligence, customer insights, and competitive analysis.

Desired Skills & Competencies

Leadership

· Proven experience managing enterprise sales teams.

· Strong coaching, mentoring, and people management skills.

· Ability to build and scale regional sales operations.

Enterprise Sales

· Strong track record in enterprise B2B technology sales.

· Experience handling large and strategic accounts.

· Expertise in solution-based and consultative selling.

Business Acumen

· Strong commercial negotiation skills.

· Understanding of enterprise procurement and buying processes.

· Ability to manage large deal cycles and strategic negotiations.

Communication

· Excellent verbal and written communication skills.

· Strong executive presentation and stakeholder management capabilities.

· Ability to influence CXO-level decision makers.

Technology Understanding

Deep understanding of:

· CPaaS

· Cloud Communications

· Contact Center Solutions

· Conversational AI

· AI Voice Bots

· WhatsApp Business Solutions

· Telecom VAS

· Digital Customer Engagement Platforms

Preferred Candidate Profile

· 12–18 years of B2B Enterprise Sales experience.

· Minimum 5 years of team leadership experience.

· Proven experience selling CPaaS, SaaS, Cloud Communications, Telecom VAS, Contact Center, or AI solutions.

· Strong network within Enterprise, PSU, and Government organizations in Western India.

· Demonstrated success in managing large-value enterprise deals.

· Experience handling annual revenue targets exceeding 25–50 Cr.

Key Performance Indicators (KPIs)

Business KPIs

· Revenue Achievement

· Gross Margin Achievement

· New Enterprise Logos Acquired

· Pipeline Coverage Ratio

· Collection Efficiency

· Customer Retention Rate

· Cross-Sell & Upsell Revenue

· Strategic Account Growth

Leadership KPIs

· Team Revenue Achievement

· Forecast Accuracy

· Sales Productivity

· Pipeline Health

· Team Retention & Development

· CRM Compliance

What We Offer

· Leadership role in one of India's fastest-growing AI & CPaaS companies.

· Opportunity to build and scale enterprise business in a high-growth market.

· Attractive compensation with performance-linked incentives.

· Exposure to cutting-edge AI, Customer Experience and Cloud Communication technologies.

· Career progression into National Sales Leadership roles.