Chief Revenue Officer - Sales - IT/Cybersecurity

Experience:

• 15+ years in B2B technology revenue leadership, with significant time in cybersecurity, IT services/MSSP, SaaS, or enterprise software.
• Scale: Proven track record carrying and exceeding multi-hundred-crore revenue targets and scaling an organisation through a step-change in revenue.
• Dual motion: Demonstrated success selling both services and product/platform offerings, and running mixed high-volume and high-value sales motions.
• Market: Deep relationships and credibility within BFSI and capital-markets buyers in India; familiarity with SEBI/RBI/CERT-In regulatory drivers is a strong advantage.
• GTM breadth: Experience building channel/alliance ecosystems and entering international markets.
• RevOps: Strong command of revenue operations, forecasting discipline, and CRM-driven pipeline management.
• Public-company readiness: Experience operating in or alongside a listed company, with investor/Board facing exposure, is highly desirable.
• Education: MBA or equivalent leadership credential preferred; an understanding of cybersecurity offerings (VAPT, SOC/SIEM, GRC) is valued.

Key Responsibilities:

1. Revenue Strategy & Ownership:

• Own company-wide revenue, P&L alignment, annual plan and quarterly targets.
• Build a roadmap to 100 Cr+ revenue for NSE Main Board migration.
• Improve revenue mix, deal size, recurring revenue and margins.
• Drive accurate forecasting, pipeline visibility and Board-level reporting.

2. Enterprise & Platform Sales:

• Lead enterprise sales across VAPT, SOC/SIEM and GRC.
• Build GTM, pricing and sales strategy for company product.
• Expand existing 500+ client base through cross-sell and upsell.
• Lead strategic accounts and large multi-year deals.

3. Regulatory Audit Business:

• Scale SEBI CSCRF, RBI and CERT-In driven audit revenue.
• Build a repeatable, productised compliance-led sales engine.
• Align sales strategy with regulatory deadlines and market demand.

4. Partnerships & International Growth:

• Build OEM, reseller, white-label and technology partnerships.
• Drive expansion across Canada and Australia.
• Support commercial integration of acquisitions and new capabilities.

5. Marketing & Revenue Operations:

• Align marketing and demand generation with revenue and pipeline goals.
• Build RevOps covering CRM, analytics, forecasting and incentives.
• Improve billing, collections, onboarding and reduce revenue leakage.

6. Leadership & Cross-Functional Alignment:

• Build, lead and retain a high-performing commercial team.
• Align Sales, Delivery, Product and SOC/PMO for profitable, scalable growth.
• Represent revenue strategy and performance to the CEO, Board, investors and analysts.