Job Description

This role is for one of the Weekday's clients

Experience: 8+ yrs

Location: Mumbai

Job Type: full-time

We are seeking an experienced B2B Sales Leader to develop and lead SI’s mid-market commercial sales engine. This position entails full ownership of pipeline generation, qualification processes, deal progression speed, closure management, and forecast precision within a dynamic mid-market sales team. You will manage a high-accountability, proactive sales environment where success relies not just on the volume of the pipeline but on rigorous qualification, disciplined sales practices, and consistent commercial execution. The objective is to establish a scalable sales operating framework that empowers the team to create qualified opportunities, accelerate deal flow, close with commercial acumen, and transition clients smoothly for sustained account growth. This leadership role is ideal for someone skilled in operating a metrics-driven B2B sales organization within a fast-paced setting.

Requirements

Key Requirements:

Pipeline & Demand Generation

• Take ownership of the mid-market pipeline figures and maintain sufficient pipeline coverage to meet revenue objectives.
• Define outbound lead generation goals for the team and determine the optimal channel mix for self-sourced opportunities.
• Collaborate closely with Marketing to synchronize MQL campaigns with active target accounts, enhancing the quality of inbound leads.
• Promote consistent demand generation practices across both outbound efforts and marketing-supported channels.

Qualification & Sales Rigor

• Develop and implement qualification frameworks within the team, including adherence to BANT criteria, win probability scoring, and disqualification rules.
• Verify early on the Annual Contract Value (ACV), solution suitability, buyer authority, and deal feasibility prior to advancing to the proposal stage.
• Ensure pipeline entries are of high quality by proactively filtering out weak opportunities at an early stage.

Commercial Execution

• Maintain consistent standards within the team for pitching, demonstrations, proposals, and commercial presentations.
• Define and oversee collaboration with Pre-Sales, ensuring that routine mid-market transactions are independently managed by the sales team.
• Manage pricing authority, approval processes, and exceptions effectively without compromising deal velocity.

Deal Velocity & Closure

• Implement disciplined and uniform sales processes across all active deals.
• Identify deals that have stalled in the pipeline early and apply necessary commercial interventions.
• Lead escalation for pricing anomalies, non-standard commercial requests, and deal-specific negotiations.
• Coordinate seamless transitions of closed clients to the account management or farming team.

Team Leadership & Capability Development

• Enhance team skills in outbound prospecting, qualification, objection handling, upselling, and negotiation strategies.
• Conduct weekly pipeline reviews that are data-driven, thorough, and focused on actionable outcomes.
• Set clear performance standards and proactively address any instances of underperformance.
• Foster a culture of learning from lost deals, stalled opportunities, and missed qualifications.

Reporting & Forecasting

• Take accountability for monthly and quarterly mid-market sales forecasts with detailed deal-level insights.
• Maintain high standards of CRM data hygiene across the team.
• Proactively monitor weekly KPIs, revenue progress, pipeline conversion rates, and identify performance gaps.

Background and Experience:

Experience

• 10 to 15 years of B2B sales experience, including a minimum of 3 years managing a mid-market or SMB sales team.
• Proven track record in building pipeline generation frameworks, establishing sales operational discipline, and consistently achieving team revenue targets.
• Experience thriving in high-velocity sales environments, handling multiple short-cycle deals concurrently.
• Preferred experience in SaaS, digital solutions, technology, sports-tech, or consultative services-driven sales environments.

Educational Qualification

• Bachelor’s degree in Business, Marketing, or a related field.
• MBA is preferred but not essential.

Core Skills

• Strong aptitude for consultative selling and disciplined qualification processes.
• Comprehensive understanding of sales performance metrics, pipeline conversion, and revenue forecasting.
• Proficiency in CRM systems such as Zoho, Salesforce, or comparable platforms.
• Excellent commercial judgment, pricing knowledge, and negotiation skills.
• Effective people leadership abilities and experience in performance coaching.
• Strong process orientation combined with data-driven decision-making capability.

Preferred Candidate Profile

• Comfortable leading a sales culture that prioritizes numbers and accountability.
• Demonstrates a strong sense of ownership with a focus on diagnosing issues and implementing corrective measures.
• Commercially independent and capable of driving deal closures with minimal reliance on support teams.

The "Edge" (What Sets You Apart):

Capability to develop a disciplined mid-market sales engine where pipeline quality, deal velocity, and consistent closures directly contribute to predictable revenue growth.

What We Offer:

• Global Exposure: Collaborate with prestigious sports properties across more than 40 sports worldwide.
• Innovative Culture: Work in a "fan-first" environment that values curiosity, quality, and enjoyment.
• Flexibility: Enjoy a Monday to Friday work schedule with flexible hours and a hybrid work model.

Must-have skills

Sales

Good-to-have skills

Lead Generation, Outreach, Demand Generation, Revenue Generation