Job Description
The Sales Lead is responsible to lead the organization's sales strategy, drive large-scale revenue growth, and expand the company's presence across domestic and international markets. This senior leadership role requires a strategic, growth-oriented professional with the ability to establish strong client relationships, develop high-performing sales teams, and secure high-value IT projects across software development, cloud, AI/ML, and enterprise solutions.
The ideal candidate will bring a combination of strategic vision and hands-on execution, with a proven track record in scaling sales operations within a fast-paced technology company.
Key Roles and Responsibilities
1. Sales Strategy & Leadership
- Define, own, and execute the end-to-end sales strategy aligned with organizational goals and revenue targets.
- Lead, mentor, and scale the sales team, ensuring capability development, performance management, and continuous improvement.
- Set clear KPIs, drive accountability, and ensure consistent achievement of team and individual targets.
- Establish best practices, sales processes, and governance frameworks to streamline sales execution.
2. Business Development & Market Expansion
- Identify and penetrate new markets, industries, and global regions to expand revenue opportunities.
- Develop strategic partnerships, long-term business relationships that enhance market reach.
- Oversee creation of enterprise-level proposals, deal structuring, pricing strategies, and commercial negotiations.
- Represent the organization at high-level meetings, industry events, and conferences to strengthen brand visibility.
3. Enterprise Sales & Key Account Management
- Drive acquisition of high-value enterprise clients and multi-year deals across key technology areas.
- Maintain executive-level relationships with CXOs, directors, and key influencers to ensure trust and long-term partnerships.
- Ensure high standards of customer satisfaction by collaborating with delivery and technical teams for successful project execution.
- Lead account growth strategies including upselling, cross-selling, and renewals for existing large accounts.
4. Revenue Management & Forecasting
- Develop and manage annual and quarterly revenue plans, ensuring predictable and scalable growth.
- Oversee sales analytics, forecasting models, and performance dashboards for board and leadership reporting.
- Utilize market insights and competitor intelligence to refine sales strategy and identify growth opportunities.
- Ensure strong pipeline health and guide teams to maintain accurate CRM data and forecasting discipline.
5. Cross-Functional Collaboration
- Work closely with the CEO, CTO, and delivery leadership to align client requirements with execution capabilities.
- Partner with marketing teams to develop targeted campaigns, corporate decks, case studies.
Required Qualifications
- Bachelor's degree in Business, Marketing; MBA preferred.
- 8+ years of progressive experience in IT/software sales, with at least years in a senior leadership role.
- Proven experience in managing enterprise-level clients and multi-million-dollar revenue portfolios.
- Strong understanding of IT services, custom development, digital transformation, cloud, AI/ML, and SaaS sales cycles.
- Demonstrated success in building and scaling sales teams in fast-paced environments.
- Excellent executive communication, negotiation, and stakeholder management skills.
- Experience selling to international markets (US/Europe strongly preferred).
Preferred Skills
- Proficiency with CRM and sales tools (Zoho, Apollo, LinkedIn Sales Navigator, etc..).
- Strong analytical skills with the ability to derive insights from data to drive decisions.
- Ability to create compelling business proposals, commercial models, and executive-level presentations.
- Understanding of emerging technologies and enterprise architecture.
