Senior Sales

Avencore Tech Services · Mumbai metropolitan region, India

Designation: Head of Sales

Location: Mumbai

Duration: Permanent

Experience: 18+ years

Role Overview:

The Head of Sales – Promo will lead the sales function for our client's integrated SaaS-based enterprise platform, spanning eCommerce, ERP, and BPO-enabled digital solutions. This is a P&L-aligned, revenue-first leadership role with full accountability for driving predictable, scalable revenue growth across North American markets. The role will focus on building a high-performance sales engine, expanding enterprise and mid-market penetration, and consistently delivering and exceeding company-wide revenue targets.

This leadership position will also oversee the development of the sales organization—shaping structure, building product-aligned teams, and ensuring delivery of company-wide sales targets.

Roles and Responsibilities:

Revenue & P&L Ownership

 Own and deliver company-wide revenue targets (monthly, quarterly, annual) with full accountability for ARR, bookings, and revenue predictability.

 Drive sustainable recurring SaaS revenue growth across North America.

 Define revenue strategy, pricing models, subscription frameworks, and expansion plans.

 Establish disciplined forecasting and revenue governance mechanisms.

 Lead revenue planning aligned with company growth projections and board-level expectations.

Sales Organization Development

 Build and structure a scalable SaaS sales organization aligned to growth strategy.

 Recruit, mentor, and lead high-performing enterprise sales leaders and Business Development Managers.

 Define compensation plans tied to ARR, new bookings, and expansion metrics.

 Create a high-accountability, quota-driven sales culture focused on revenue performance.

Sales Process, Execution & GTM Leadership

 Develop and standardize the SaaS sales motion from product-market fit to enterprise-scale execution.

 Partner with Marketing to design demand-generation strategies optimized for SaaS conversion funnels.

 Oversee enterprise demonstrations, solution positioning, and value articulation.

 Personally engage in strategic enterprise deal closures and multi-year contract negotiations.

 Strengthen multi-year subscription contracts and recurring revenue commitments.

Pipeline, Performance & Revenue Optimization

 Establish predictable pipeline coverage ratios and conversion benchmarks.

 Monitor revenue metrics including ARR growth, churn control, expansion revenue, CAC efficiency, and deal velocity.

 Conduct performance reviews and implement corrective actions to protect revenue delivery.

 Drive operational excellence across CRM governance and forecasting discipline.

Global Market Leadership

 Represent the organization across global markets, especially North America.

 Build strategic partnerships and enterprise alliances to accelerate SaaS adoption.

 Ensure readiness for international travel and global business engagements.

Key Performance Indicators (KPIs):

 Ownership of Annual Recurring Revenue (ARR) and new bookings targets.

 Achievement of monthly, quarterly, and annual sales targets.

 Team recruitment, onboarding, and performance metrics (time-to-hire, sales quota attainment).

 Conversion rates from lead generation to closure.

 Customer acquisition and retention rates.

 Improvements in sales playbooks, GTM alignment, and sales operations efficiency.

Core Competencies & Attributes: Competency Area Key Competencies and Descriptions

Strategic Leadership

• Ability to build and execute long-term sales strategies in enterprise SaaS and digital transformation space • Transform sales organizations with forward-looking strategic thinking

Organizational Development

• Build high-performance sales cultures and talent development • Create career progression pathways and motivational frameworks

Business Acumen

• Strong understanding of enterprise, digital commerce, ERP, and BPO-driven solutions. • Balance short-term targets with long-term strategic market opportunities

Performance Mindset

• Drive continuous improvement and data-driven strategies • Maintain growth-oriented approach with innovative problem-solving

Collaborative Spirit

• Facilitate cross-functional collaboration and knowledge sharing • Foster a culture of mutual respect and continuous learning

Adaptability & Resilience

• Excel in dynamic technology environments • Showcase rapid problem-solving and composure under challenging scenarios

Additional Competencies

• Possess technological and global business landscape expertise • Demonstrate entrepreneurial approach to sales methodology

Qualifications and Skills:

 18+ years of B2B enterprise sales experience with at least 12+ years in senior leadership roles.

 Prior experience selling into or operating within the US Promotional Products (Promo) Industry is strongly preferred.

 Strong track record in selling enterprise SaaS platforms across North America.

 Experience in establishing relationships with CIOs, CTOs, CDOs, Heads of Digital, and enterprise transformation leaders.

 Demonstrated success in closing large, complex deals and multi-year enterprise contracts.

 Exposure to GTM strategy, demand-generation collaboration, and sales ops planning.

 Strong communication, negotiation, and executive presence.

 Must be willing to relocate to Mumbai (onsite role).

 Experience working with US markets is mandatory.

 MBA or equivalent advanced degree preferred.

Regional & Industry Expertise

 Network within digital transformation, eCommerce, or BPO-driven industries is a plus

 Deep understanding of North American enterprise and mid-market ecosystems.

 Ability to navigate multi-stakeholder decision cycles typical of US enterprises.

Skills & Competencies

 Strategic mindset with a strong focus on execution and measurable outcomes.

 Excellent communication, presentation, and negotiation skills.

 Strong analytical and commercial acumen.

 Self-driven, resilient, and adaptable to cross-cultural and cross-border environments.

 Proficiency in CRM platforms and enterprise sales tools.

 MBA or equivalent advanced degree preferred.

Travel Requirements

 Willingness to travel extensively (up to 40–50%) across global regions.

 Valid passport and eligibility for global business/work visas.