Director- India Sales Lead

About the Role

We are looking for a Director- India Sales Lead who lives and breathes Indian Ecommerce. You will not be "building a pipeline from scratch"—you will be activating your existing network. We need a deal-closer who creates immediate access to the C-Suite and VPs of India’s Top 100 Commerce Enterprises (Reliance Retail, Myntra, Nykaa, D2C Unicorns, etc.). You will work directly with the founders to close high-value ACV contracts and define the sales playbook for our next phase of growth.

What You’ll Own

Net New Revenue & Quota Ownership

• Own and drive net new enterprise revenue across Tier 1, Tier 2, and Tier 3 ecommerce and adjacent B2B segments in India
• Secure multi-year annual commitments, targeting ~₹1 Cr ARR average deal size
• Your compensation will be performance-linked with a strong variable component

Hunt the Top 100

• Own the revenue target for the Indian Enterprise ecommerce market
• Acquire logos from the Top 100 ecommerce and retail conglomerates in India
• Proactively build and close your own enterprise pipeline

Full-Cycle Enterprise Sales Motion

Run a complete sales cycle:

• Outbound prospecting -> Discovery & consultative selling -> Solution design -> Contract negotiation -> Closure
• Navigate 6–12 month enterprise deal cycles, including procurement, legal, and multi-stakeholder approvals
• Drive complex buying committees across CMO, CTO, VP Digital, and Ecommerce Heads

Unlock the C-Suite

• Leverage your existing relationships to secure direct access to senior decision-makers
• Bypass gatekeepers and create strategic conversations
• Build trust and long-term enterprise relationships

Evangelize GenAI

• Sell not just software, but a paradigm shift from manual content workflows to AI-driven commerce operations
• Educate enterprises on how to embed Generative AI into cataloging, PDP creation, and marketing automation
• Confidently articulate the business value of AI without buzzword-heavy selling

AI-Native Sales Execution

• Actively leverage AI tools across prospecting, outreach, deal management, and forecasting
• Design and execute an AI-assisted sales workflow with defined human intervention points
• Demonstrate awareness of emerging AI models and their relevance to enterprise selling
• Use AI to improve pipeline intelligence, personalization, and efficiency

Strategic GTM Contribution

• Act as the voice of the market to Product and Engineering teams
• Contribute to refining our ICP, messaging, and enterprise positioning
• Collaborate closely with the existing enterprise sales team in a flat, high-ownership GTM structure
• Help shape the enterprise sales playbook as an early senior member of the sales function

What We’re Looking For

Non-Negotiables

• 6–8 years of quota-carrying enterprise sales experience with consistent over-achievement
• Proven hunter — strong track record of closing net new logos (not just renewals/expansion)
• Experience selling to Indian enterprise customers with understanding of buying culture and stakeholder dynamics
• Average deal size experience of ₹80L–₹1 Cr+ ARR per deal
• Compensation history reflecting strong variable structure (60%+ variable preferred)
• Strong reference from a previous manager validating your quota attainment and selling style
• Active user of AI tools in your current sales workflow (mandatory)

Strongly Preferred

• Experience selling to e-commerce companies or adjacent B2B verticals (SaaS, content, marketing tech)
• Background in high-growth companies such as Pepper Content, MoEngage, WebEngage, Unboxed, or similar
• Familiarity with AI-content, media, image/video, or commerce technology ecosystems
• Experience operating in a flat, early-stage startup environment without hand-holding

Core Competencies

• Deep understanding of the e-commerce tech stack (Shopify, Magento, Salesforce Commerce Cloud)
• Excellent negotiation skills and enterprise procurement experience
• Strong executive presence and ability to influence C-suite stakeholders
• High ownership mindset with bias for action
• Ability to operate in ambiguity and move faster than corporate speed

You’ll Thrive If You Have…

• Proven track record of closing ₹50L+ to ₹1Cr+ ACV deals in the Indian market.
• Deep understanding of the challenges faced by large e-commerce teams (Cataloging, PDP creation, Marketing automation).
• Experience selling to key stakeholders: CMOs, VP of Digital, Head of E-commerce.
• Excellent negotiation skills and experience with enterprise procurement processes.