Head of Sales - B2B SaaS | Coimbatore | 20 LPA

Valarr.io · India

About the Opportunity

We are looking for a hands-on Head of Sales to take complete ownership of the B2B SaaS sales function and build a predictable revenue engine from the ground up.

This is the first sales leadership hire. The role is designed for someone who can personally drive revenue while simultaneously building the sales team, process, playbook and pipeline engine.

You will work closely with the founders and have end-to-end ownership of new business, sales strategy, pipeline, forecasting, team building and revenue growth.

What You’ll Own

Revenue & Sales

• Own the India revenue target and new-business pipeline.
• Drive the complete sales cycle — prospecting, discovery, demos, trials, negotiations and closures.
• Build a scalable outbound engine alongside inbound, referrals and partnerships.
• Define the ICP and identify the segments with the highest conversion and retention potential.
• Build predictable pipeline coverage and maintain accurate forecasting.

SaaS / Solution Selling

• Understand the product deeply and sell based on customer business outcomes.
• Engage with founders, CXOs, Operations Heads, Supply Chain Heads and E-commerce leaders.
• Build ROI-led conversations around operational efficiency, cost savings, RTO reduction, revenue improvement and automation.
• Own product demos, trials and conversions.
• Understand competitors and clearly communicate the product's differentiation.

Build the Sales Function

• Build the sales function from scratch.
• Create the sales playbook covering prospecting, qualification, discovery, demos, objection handling and closing.
• Establish sales processes, metrics and operating rhythms.
• Hire and build the initial sales team, including SDR/BDR and AE roles.
• Set up strong CRM discipline and pipeline management.
• Run weekly pipeline and deal reviews.

Account Growth & Retention

• Build an expansion strategy across the product suite.
• Identify upsell and cross-sell opportunities within existing customers.
• Work closely with onboarding and customer success to ensure successful implementation and adoption.
• Identify churn risks and improve customer retention.
• Build strong customer references and case studies.

Partnerships

• Develop referral and channel partnerships with D2C/e-commerce agencies, 3PLs, warehouses, Shopify partners and ecosystem players.
• Create scalable partner-led acquisition channels.

Sales Intelligence & Reporting

• Own the single source of truth for revenue and pipeline.
• Track funnel performance, conversion rates and sales velocity.
• Build reliable forecasts for the founders.
• Identify recurring objections, lost-deal patterns and market feedback and translate them into actionable inputs for product and pricing.

What We’re Looking For

• 4–7 years of experience in B2B SaaS sales.
• Proven track record of personally owning and achieving sales/revenue targets.
• Strong full-cycle sales experience from prospecting to closing.
• Experience selling to D2C, e-commerce, retail, logistics or related businesses.
• Experience building sales processes, playbooks or teams from the ground up.
• Strong consultative and solution-selling skills.
• Comfortable selling technical and operations-led SaaS products.
• Ability to sell to senior decision-makers and build ROI-driven business cases.
• Strong CRM and pipeline management discipline.
• Comfortable working in an early-stage, high-ownership environment.
• Hands-on mindset you should be comfortable selling before managing.

Good to Have

Experience in e-commerce enablement SaaS.

Exposure to OMS, WMS, logistics, shipping, returns or post-purchase technology.

Existing network across D2C and e-commerce brands.

Experience building a sales team from the first hire.

Why This Role

This is an opportunity to own the entire SaaS sales function from defining the strategy and building the first pipeline to closing customers and hiring the team that scales it.

You won’t be stepping into an established sales machine. You’ll be responsible for building it.