Chief Business Officer

As the Chief Business Officer, you will be the primary architect of revenue, growth, and customer lifetime value at IndiaMART. The role is anchored on two non-negotiable stakeholders— our Customers and our People — and success will be measured by the outcomes delivered for both.

You will own the Field Sales Force organization — 6,000+ professionals across 40+ Tier 1 and Tier 2 cities — serving approx 2 lakh+ paying MSME customers. The role blends sharp hunting (acquiring new customers) with disciplined farming (renewals, upsell, cross-sell, churn control, and customer success). Renewals and upsell are the dominant value drivers; this is fundamentally a subscription business where Customer Lifetime Value compounds over years.

The ideal candidate is a strategic executor who has led large field sales forces in high-ticket B2B sales, thinks tech-first, runs the business with a profitability lens, and has a proven track record of building, scaling, and retaining high-performing field teams in a matrix, multi-regional organization. This role would be reporting to COO/CEO.

1. P&L Ownership of the Subscription & Services Business

• Own end-to-end P&L of the core subscription and services business, with a sharp focus on profitability and unit economics.

• Own and operate the central strategy & policy structure — 3 National Sales Vertical Heads and Product Marketing teams.

• Build, lead, and scale Direct Sales and Service teams across Tier 1 and Tier 2 markets, anchored on the existing 6,000+ FSF.

• Transform the servicing function into a revenue-maximizing engine — driving renewals, upsells, cross-sells, and new revenue streams from the large existing customer base.

• Formulate pricing and packaging strategies across subscription tiers to maximize market penetration and revenue yield.

2. Field Sales Force & Regional Organization Leadership

• Own and operate the regional structure — 3 Hub Heads, Regional Directors below them, Zonal Managers, and the broader field sales hierarchy.

• Hire, retain, and develop regional and zonal leadership; build succession depth at every layer.

• Set the operating cadence — reviews, performance management, sales discipline, and execution rhythm — across all regions and cities.

• Calibrate territory design, headcount allocation, and incentive structures across markets based on opportunity and unit economics.

3. Customer Acquisition & CAC Optimization

• Design and scale a tech-enabled acquisition engine across direct and channel field teams.

• Drive customer acquisition at optimized CAC, with continuous experimentation across channels, regions, and customer cohorts.

• Build a granular, data-driven view of acquisition funnels — lead source, conversion, cohort quality — and use it to allocate spend and effort.

• Partner with product teams to embed acquisition workflows directly into the platform.

4. Retention, LTV & Customer Lifecycle Management

• Own the entire Customer Lifecycle processes — from onboarding to renewal.

• Drive churn reduction as a first-order metric; build early-warning systems and intervention playbooks at scale.

• Maximize Customer LTV and NRR through strong renewals, structured upsell, and cross-sell programs distributed across the customer base.

• Establish stringent SLAs for customer success and institutionalize Voice of Customer (VoC) measures to maintain a high NPS.

• Build a feedback loop from customer signals into product, pricing, and service design.

5. Product Marketing & Sales Strategy

• Lead the in-house Product Marketing team — responsible for product enablement (positioning, messaging, GTM), sales enablement (collateral, training, playbooks), and sales strategy (territory design, incentive design, forecasting, sales analytics).

• Use this team as the strategic backbone of the FSF — ensuring frontline teams are equipped with the right narrative, pricing, and tools to win.

• Drive sharp segment-level strategy across customer cohorts (industry, geography, ticket size) to maximize win rate and ARPU.

6. Tech-Enabled Operations

• Act as the bridge between business and product & tech teams to automate sales workflows, dialers, CRM, and servicing systems.

• Leverage data analytics, AI tools, and automation to increase productivity per employee and streamline renewal collections.

7. People & Organization

• Talent Acquisition: Drive the hiring engine to attract, identify, and onboard top-tier sales leaders - Hub Heads, Regional Directors, Zonal Managers, and front-line managers at scale.

• Employee Retention: Design and implement robust incentive structures, career progression frameworks, and cultural initiatives to minimize employee churn in a high- pressure sales environment.

• Build a culture of extreme accountability, high performance, and data-backed decision- making.

• Operate effectively in a matrix organization — balancing Hub Heads, vertical leaders, and central functions.

Must-Haves

• Age below 45 years.

• 10+ years of post-qualification experience with a proven track record of high-growth progression.

• Proven experience managing large Field Sales Force (FSF) teams at scale (1,000+headcount).

• Profitability-oriented — carried P&L ownership and delivered on unit economics, not just topline.

• Demonstrated ability to build and operate in matrix-structured, multi-regional organizations.

• Tech-first mindset — has built or scaled tech-enabled sales/servicing operations.

Preferred

• Education from a premier institution — IIT, IIM, ISB, or equivalent.

• Prior leadership experience in media / digital advertising sales (Google, Meta, Amazon Ads, large digital publishers) or in B2B, SaaS, or new-age tech marketplaces with strong field sales motions.

• Experience leading multi-lingual, multi-regional businesses across Tier 1 and Tier 2 markets.