Sales Head – International IT Services (Application Development)
Location: Pune
Work Mode: Onsite
Role: Hands-on Sales Leader | (0→1 or 1→10) Sales Build
We are looking for a Sales Head – International IT Services (Application Development) to build our global sales function from the ground up.
This is not a role where you will inherit an existing sales team, mature pipeline, or established sales infrastructure.
You will be expected to:
- Personally generate opportunities and close business
- Build the international sales strategy and pipeline
- Recruit and lead the inside-sales and business-development team
- Establish sales processes, CRM discipline, forecasting, and reporting
- Work directly with the founders and delivery leadership
- Continue operating as a hands-on seller while building the team
What You Will Sell
You should have direct experience selling services such as:
- AI consulting and AI-led transformation services
- Generative AI, agentic AI, and intelligent automation solutions
- AI application development and enterprise AI integrations
- Custom software development
- Product engineering
- Digital transformation
- Cloud, data, and automation services
- Dedicated engineering teams
- Offshore development services
- Managed technology services
Key Responsibilities
- Own new-logo acquisition across international markets, including the US, Europe, and GCC
- Personally manage the complete sales cycle—from prospecting to contract closure
- Build relationships with business and technology decision-makers
- Identify and develop opportunities for AI-led transformation, automation, and digital engineering
- Lead discovery, proposal strategy, commercial negotiations, and closures
- Define target markets, ideal customer profiles, and go-to-market priorities
- Build outbound, referral, account-based, and partner-led sales programmes
- Recruit and manage inside-sales, lead-generation, business-development, sales-operations, and account-management resources
- Establish a scalable and predictable revenue engine
What We Expect
Within 30 Days
- Define priority markets, industries, target accounts, and service propositions
- Identify the most commercially relevant AI and technology-services offerings
- Present a practical go-to-market plan
- Begin direct outreach and prospect conversations
- Establish CRM stages, qualification criteria, and reporting
- Create the initial sales-team hiring plan
Within 60–90 Days
- Build a qualified international pipeline
- Generate senior-level prospect conversations
- Progress opportunities to discovery, proposal, pilot, or commercial-discussion stages
- Begin onboarding the initial inside-sales or business-development resources
- Establish a measurable prospecting and forecasting process
Within 180 Days
- Deliver the first meaningful new-logo commercial conversion
- Build a healthy pipeline against the annual target
- Establish an operational inside-sales and business-development function
- Create repeatable sales and forecasting processes
Mandatory Experience
- 10–15 years of B2B sales or business-development experience
- At least 7 years of direct IT services sales experience
- Proven experience selling AI, digital-transformation, product-engineering, or custom software services
- Proven international sales experience across the US, Europe, GCC, or similar markets
- Demonstrated success in acquiring new-logo clients
- Experience personally owning deals from prospecting to closure
- Experience closing IT services engagements valued at approximately US$250,000 to US$1 million or more
- Track record of generating or managing approximately US$3 million to US$10 million or more in annual IT services revenue
- Experience selling offshore or India-based delivery capabilities
- Experience building or scaling a sales team
- Willingness to work onsite from Pune
Preferred Experience
- Experience selling AI consulting, Generative AI, agentic AI, automation, or AI application-development services
- Ability to position AI services in terms of business outcomes rather than only technical capabilities
- Experience selling AI discovery, pilot, implementation, or managed-services engagements
- Understanding of enterprise AI adoption, integration, governance, and data considerations
This Role Is Not Suitable For Candidates Primarily From
- SaaS or software-product sales
- AI product, platform, licence, or subscription sales without services-selling experience
- Software licence or subscription sales
- Hardware or infrastructure-product sales
- IT staffing, recruitment, bench sales, or body-shopping
- Channel, alliance, reseller, or distributor management
- Presales without direct revenue ownership
- Account management without new-logo acquisition
- Lead generation without negotiation and closure responsibility
- Domestic sales without meaningful international exposure
The majority of your experience must be in selling IT services - not products, licences, subscriptions, staffing, or partnerships.
Leadership Style
We are looking for a true player-coach.
You must be comfortable personally prospecting, selling, negotiating, and closing while simultaneously building and managing the sales team.
This role is ideal for someone who enjoys creating from scratch and does not need an established brand, inherited accounts, or a large support structure to generate results.
Build More Than a Sales Function
- Until now, you may have built growth engines for other organisations. Here, you will have the opportunity to build something you can genuinely call your own.
- You will work directly with the founders to shape the sales strategy, build the team, establish the market presence, and influence the company's global growth journey.
- This is designed to be a quasi-entrepreneurial opportunity—not simply another senior sales position. You will have the autonomy and ownership to build the function from the ground up, with the support and delivery capabilities of an established organisation.
- Most importantly, you will have the opportunity to participate in the long-term value you help create through performance-linked rewards and potential equity or ESOP participation.
Build it with the founders. Grow it like an entrepreneur. Participate in the value you create.
Compensation
The role offers:
- Competitive fixed compensation
- Performance-linked variable compensation
- Accelerated incentives for overachievement
- Potential equity, ESOPs, or long-term wealth-creation participation for the right candidate
Please apply only if you have direct and demonstrable experience selling international IT services, preferably including AI-led services.
Interested candidates can apply through LinkedIn or send their profile to [Confidential Information] with the following details:
- IT services revenue personally generated during the last three years
- Details of three IT services deals personally originated or closed:
- Service sold
- Approximate deal value
- Client geography
- New logo or existing account
- Your personal role
- Sales-cycle duration
- Details of any sales team or function built from scratch (Confidential client names are not required)
- Current CTC: Fixed + Variable
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