Industry: B2B SaaS Enterprise customer engagement, cloud communications, and cloud telephony solutions serving mid-market and enterprise accounts across India and international markets. We sell subscription-based, mission-critical software to CX, sales and operations teams and prioritise measurable ARR growth and enterprise traction.
Primary Title: Head of Business Development 6 B2B SaaS
Role & Responsibilities
- Own end-to-end commercial strategy for India (on-site): set GTM priorities, define ICP, and drive quota-bearing new logo acquisition to meet ARR targets.
- Build and manage a high-performance field sales and BDR team: recruit, coach, set KPIs, and deliver predictable pipeline and conversion improvement.
- Drive enterprise sales motions: qualify opportunities, lead complex RFPs, structure commercial terms, and close multi-year contracts.
- Operate CRM-first sales processes: maintain forecasting discipline, optimise pipeline hygiene, and report weekly/monthly revenue metrics to leadership.
- Develop partner and channel relationships to accelerate reach and co-sell motions with systems integrators and telco partners.
- Partner with Product, Marketing, and Customer Success to translate customer feedback into product roadmaps and reduce time-to-value for target segments.
Skills & Qualifications
Must-Have
- Salesforce
- HubSpot
- LinkedIn Sales Navigator
- SaaS GTM strategy
- Contract negotiation
- Enterprise sales cycle
Preferred
- Gong or Chorus (sales intelligence)
- Channel partner program management
- CPQ tools (e.g., Salesforce CPQ)
Qualifications & Fit
- Proven track record of scaling B2B SaaS revenue in enterprise or mid-market segments within India; comfortable operating on-site across key commercial cities.
- Demonstrated experience hiring and leading quota-bearing sales teams, building repeatable pipeline, and consistently hitting ARR targets.
- Strong analytical orientation: uses CRM data for forecasting, territory planning, and optimizing conversion metrics.
Benefits & Culture Highlights
- On-site leadership role with direct influence on product and commercial direction at a fast-scaling B2B SaaS company in India.
- Competitive compensation tied to ARR & quota attainment, with equity upside for senior hires.
- High-autonomy environment: collaborate closely with Product, Marketing and Customer Success to shape GTM and customer outcomes.
Location: On-site (India). To apply, bring a proven enterprise SaaS sales playbook, strong CRM discipline, and a bias for measurable revenue outcomes. This role is ideal for a senior growth leader who thrives in a results-driven commercial environment and wants to scale enterprise revenue quickly.
Skills: contract negotiation,revenue,b2b saas,b2b,saas,salesforce,linkedin sales navigator,hubspot,sales
