Head of Revenue, India

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