Head - Sales - B2B SaaS

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:

1. 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.

2. 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.

3. 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.

4. 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.

5. Partnerships:

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

6. 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.