Head of international sales

Head – Sales | Job Description

Location: Andheri, Mumbai

Experience: 12+ Years | Mandatory

Industry: E-commerce / Marketplace / D2 C / B2 B / Technology-enabled Commerce

Market: Global / International, preferably US

Function: Sales Leadership | Revenue Growth | Business Development | Strategic Partnerships

1. About the Role

We are looking for an experienced Head – Sales who can build and scale revenue, acquire new business, and drive strategic commercial growth across global e-commerce and marketplace ecosystems.

This is a revenue-owning leadership role for someone who has demonstrated success in hunting new business, acquiring brands/vendors, building enterprise partnerships, and scaling sales teams.

The ideal candidate should be commercially driven, data-oriented and hands-on with AI-enabled sales workflows and productivity tools.

2. Key Responsibilities

Sales & Revenue Leadership

Own and drive overall sales strategy, revenue and GMV growth. Develop and execute the company's GTM strategy across target markets. Identify new revenue opportunities and build scalable sales channels. Own sales targets, forecasting and performance against business goals. Drive commercial decision-making around pricing, margins, ROI and profitability. Identify opportunities to increase revenue from existing and new marketplace categories.

New Business & Business Development

Lead the complete new-business acquisition lifecycle: Prospecting → Research → Outreach → Pitch → Negotiation → Closure → Onboarding → Growth Personally drive acquisition of brands, vendors, sellers and strategic business partners. Build and manage a strong enterprise sales pipeline. Develop strategic relationships with global brands, vendors and enterprise customers. Lead high-value commercial negotiations and partnership discussions.

E-commerce & Marketplace Growth

Drive business development across global e-commerce and marketplace ecosystems. Build relationships with brands, sellers, vendors and marketplace partners. Identify opportunities for marketplace expansion, category growth and portfolio development. Own and grow marketplace-related revenue/GMV. Leverage knowledge of global marketplaces such as Amazon, Walmart, e Bay or comparable platforms.

International Business

Develop and expand business across international markets, particularly the US. Build relationships with international customers, brands, vendors and strategic partners. Drive cross-border business development and marketplace opportunities. Work effectively with international teams and stakeholders.

3. AI-Enabled Sales Leadership – Mandatory

The candidate should be hands-on with AI in day-to-day sales and business workflows.

AI should be used to improve measurable sales outcomes, not simply for content creation.

Expected applications include:

AI-powered prospecting and account research Lead and account prioritization Personalized outreach Market and competitor intelligence CRM and workflow automation Sales reporting and analytics Forecasting and pipeline analysis Proposal and pitch preparation Sales productivity enhancement Reducing sales-cycle time Improving conversion rates or revenue outcomes

Important: Basic use of Chat GPT for emails, posts or content creation will not be considered sufficient.

The candidate should be able to demonstrate at least one practical AI use case with measurable business impact.

4. Revenue, Commercial & P& L Ownership

The ideal candidate must have a strong understanding of commercial performance and be able to demonstrate measurable business impact.

Key areas include:

Revenue / GMV ownership Annual sales targets and achievement Revenue growth P& L exposure Pricing strategy Margin management ROI analysis Commercial negotiations Business-case development Strategic partnership economics

Candidates should be able to clearly explain the scale of business they personally owned, acquired or grew.

5. Sales Team Leadership

Build, lead and scale high-performing sales/business development teams. Define sales targets, KPIs and performance metrics. Establish pipeline management and forecasting processes. Hire, coach and mentor sales professionals. Drive individual and team productivity. Implement structured sales processes and performance-management systems. Build a scalable and repeatable sales engine.

6. Required Experience & Qualifications

Mandatory

12+ years of total professional experience Significant experience in Sales Leadership / Business Development Strong experience in E-commerce / Marketplace / D2 C / B2 B / Technology-enabled Commerce Proven new-business acquisition / hunting experience Experience acquiring brands, vendors, sellers or enterprise partners Demonstrated revenue or GMV ownership Experience leading and scaling sales teams Strong commercial negotiation skills Exposure to P& L, pricing, margins and ROI Meaningful US/international business exposure Hands-on and practical AI usage in sales/business workflows

Preferred

Experience with global marketplaces such as Amazon, Walmart, e Bay or comparable platforms Strong US market experience Cross-border marketplace experience Experience building a sales function or GTM strategy from the ground up