Job Description

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