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.

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)