What You Will Own
Revenue and pipeline
Own revenue, ARR and overall commercial performance with accountability for pipeline, conversion and forecast accuracy
Develop and execute the Plotline’s GTM strategy across SMB, Mid-market and enterprise segments.
Build scalable acquisition channels through outbound and inbound sales motions
Monitor and optimise key business metrics including ARR, pipeline coverage, win rates, CAC, retention, NRR and customer satisfaction.
Team building
Recruit, mentor and develop high performing sales and customer success teams
Lead the existing India AE and hire the BDRs, AEs and solutions roles in the structure above
Set quotas, compensation plans, onboarding and coaching rhythms
Go-to-market strategy
Define the India ICP and territory split across SMB, mid-market and enterprise, and sequence them by deal size and sales cycle
Shape India pricing and packaging against our global bands: SMB, mid-market & enterprise
Build the India enterprise playbook: discovery, demo, POC, security and compliance reviews (including expectations for regulated buyers), procurement and negotiation
Build the similar strategy for MENA and SEA expansion once India is running predictably
Systems and insight
Review the current set up and run CRM hygiene, pipeline reviews, forecasting and win/loss analysis
Work with Marketing on events, content, community and regional campaigns
What We Are Looking For
Must have
8 to 10+ years in B2B SaaS sales, with at least 3 years leading a sales team
Proven record selling in India to product, growth, marketing buyers, ideally in martech, CX, engagement, analytics or mobile SaaS
Closed mid-market and enterprise deals ($40K to $100K+ ACV) with multi-stakeholder, multi-month cycles, including BFSI or large consumer-internet accounts
Demonstrated ability to hire, coach and retain strong AEs and BDRs
Nice to have
Experience in an early-stage startup, seed to Series B
Familiarity with channel and partner motions such as agencies
Experience working with global teams across time zones
Key outcomes
First 90 days: $300K in closed-won new ARR (10% of quota)
6 months: $900K in cumulative closed-won new ARR (30% of quota)
12 months: $3M in closed-won new ARR (100% of the annual quota)
Why Plotline
Real ownership: you own a market, not a slice of a function
Marquee logos already in the book, including Meesho, SBI, Dream11, CoinDCX, BharatPe and Upstox
Work directly with the founders and have a genuine say in strategy