Head of Revenue, India

About the role

We are hiring a Head of Revenue for India, one of our most important markets and home to flagship customers such as Meesho, SBI, Dream11, CoinDCX, BharatPe and Upstox. You will be the first dedicated revenue leader for India. You will carry a number, close deals yourself, and build the team, process and playbook that take India from a single-AE motion to a repeatable engine.

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

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