Head of SaaS Sales (Growth Stage / Mid-Market focus)

Role Overview

• Location: Remote (Open to candidates located anywhere in India)
• Employment Type: Full-time
  
  

We are looking for a high-energy, data-driven Head of SaaS Sales to scale our commercial engine. We have strong product-market fit, an expanding pipeline, and are ready to systematically dominate the mid-market segment.

In this role, you will transition our sales motion into a highly predictable, repeatable revenue machine. Mid-market selling at our company requires a balance of speed and sophistication—you will lead a team that navigates multi-stakeholder deals (typically 3–6 decision-makers) with contract values that demand a consultative approach. You will manage the entire sales org, build outbound playbooks, and scale a team of high-performing mid-market Account Executives.

Key Responsibilities

Mid-Market Strategy & Execution

• Multi-Stakeholder Playbooks: Map the typical mid-market buying committee (e.g., Directors, VPs, Head of IT) and build standard objection-handling, demo, and proof-of-concept (PoC) frameworks.
• Velocity & ACV Balance: Optimize the sales cycle (aiming for predictable 30–90 day velocities) while maintaining healthy Average Contract Value (ACV) limits.
• Pipeline Sourcing Collaboration: Partner with Marketing on account-based marketing (ABM) campaigns to consistently feed the team with high-intent mid-segment inbound and warm outbound leads.
  
  

Scaling & Infrastructure

• Process Standardization: Define, instrument, and enforce CRM workflows (HubSpot/Salesforce) to track key velocity metrics: pipeline coverage, stage conversion rates, and average sales cycle length.
• Hiring & Onboarding: Standardize onboarding to ramp new mid-market AEs to full quota productivity within 60 days.
• Comp & Quota Design: Structure mid-market commission plans, SPIFFs, and quota tiers that align with company ARR goals and net-revenue retention (NRR).
  
  

Executive Deal Support

• Deal Strategy: Act as the strategic executive sponsor on high-value mid-market deals, stepping into late-stage negotiations to accelerate closing.
• Forecasting: Deliver accurate, weekly pipeline forecasts to the executive leadership team based on verifiable stage metrics.
  
  

Requirements & Qualifications

• SaaS Experience: 5+ years of B2B SaaS sales experience, with a proven track record specifically selling to or managing teams in the mid-market / mid-segment space.
• Leadership Track Record: 2+ years of sales management experience in a fast-paced, growth-stage startup environment.
• Deal Metrics Expertise: Deep understanding of mid-market sales cycle physics, including experience handling average deal sizes ranging from ₹2,000,000 to ₹8,000,000+ ARR.
• Methodology: Mastery of consultative sales frameworks (e.g., MEDDPICC, Gap Selling, SPICED) tailored for mid-segment buyers.
• Remote Capability: Proven capability to lead, motivate, and manage a distributed, remote sales team across different regions.
  
  

Compensation & Benefits

• Base Salary+
• On-Target Earnings (OTE)