About this role
What You Will Own
Revenue and pipeline
- Own revenue, ARR and overall commercial performance with accountability for pipeline, conversion and forecast accuracy
- Develop and execute the Plotline’s GTM strategy across SMB, Mid-market and enterprise segments.
- Build scalable acquisition channels through outbound and inbound sales motions
- Monitor and optimise key business metrics including ARR, pipeline coverage, win rates, CAC, retention, NRR and customer satisfaction.
Team building
- Recruit, mentor and develop high performing sales and customer success teams
- Lead the existing India AE and hire the BDRs, AEs and solutions roles in the structure above
- Set quotas, compensation plans, onboarding and coaching rhythms
Go-to-market strategy
- Define the India ICP and territory split across SMB, mid-market and enterprise, and sequence them by deal size and sales cycle
- Shape India pricing and packaging against our global bands: SMB, mid-market & enterprise
- Build the India enterprise playbook: discovery, demo, POC, security and compliance reviews (including expectations for regulated buyers), procurement and negotiation
- Build the similar strategy for MENA and SEA expansion once India is running predictably
Systems and insight
- Review the current set up and run CRM hygiene, pipeline reviews, forecasting and win/loss analysis
- Work with Marketing on events, content, community and regional campaigns
What We Are Looking For
Must have
- 8 to 10+ years in B2B SaaS sales, with at least 3 years leading a sales team
- Proven record selling in India to product, growth, marketing buyers, ideally in martech, CX, engagement, analytics or mobile SaaS
- Closed mid-market and enterprise deals ($40K to $100K+ ACV) with multi-stakeholder, multi-month cycles, including BFSI or large consumer-internet accounts
- Demonstrated ability to hire, coach and retain strong AEs and BDRs
Nice to have
- Experience in an early-stage startup, seed to Series B
- Familiarity with channel and partner motions such as agencies
- Experience working with global teams across time zones
Key outcomes
- First 90 days : $300K in closed-won new ARR (10% of quota)
- 6 months : $900K in cumulative closed-won new ARR (30% of quota)
- 12 months : $3M in closed-won new ARR (100% of the annual quota)
Why Plotline
- Real ownership: you own a market, not a slice of a function
- Marquee logos already in the book, including Meesho, SBI, Dream11, CoinDCX, BharatPe and Upstox
- Work directly with the founders and have a genuine say in strategy