Head of Sales
Sales | Bengaluru
Step into a pivotal role at Digii as Head of Sales. Own the strategy, lead the team, and drive B2B SaaS growth across markets. If scaling high-performance sales functions is your superpower, this is your chance to shape the future of education tech.
Key responsibilities include:
Strategy and Leadership:
- Develop and implement a comprehensive sales strategy aligned with the company’s 1-to-10 growth objectives.
- Define clear revenue targets, growth KPIs, and performance benchmarks for the sales organization.
- Lead market segmentation efforts to identify and prioritize high-potential geographies, verticals, and customer segments.
- Build and execute a robust go-to-market (GTM) strategy for Digiicampus, ensuring alignment with product and marketing teams.
- Stay updated on market trends and competitive dynamics, adjusting sales strategies to maintain a competitive edge.
Team Building & Leadership:
- Build, mentor, and lead a high-performing sales team, including regional managers, account executives, and inside sales representatives.
- Foster a culture of accountability, collaboration, and continuous learning within the sales organization.
- Develop and implement training programs to improve the team’s product knowledge, negotiation skills, and sales techniques.
- Establish and manage incentive programs that drive motivation and align with business goals.
Sales Process Optimization:
- Design and implement scalable sales processes and workflows to improve efficiency and effectiveness.
- Leverage CRM tools (e.g., Salesforce, HubSpot) to track performance, manage pipelines, and ensure data-driven decision-making.
- Build a repeatable, predictable sales pipeline by implementing robust lead qualification and deal-closing frameworks.
- Collaborate with marketing to ensure alignment between demand generation campaigns and sales efforts, driving quality leads.
- Streamline the contract negotiation and closing process to reduce sales cycle times.
Customer Acquisition and Expansion:
- Drive new customer acquisition efforts, focusing on mid-sized to large educational institutions.
- Identify opportunities for account expansion and upselling by understanding customer needs and aligning them with product capabilities.
- Build strong, lasting relationships with key decision-makers, positioning Digiicampus as a trusted partner.
Metrics, Reporting, and Forecasting:
- Track and report on key sales metrics, including revenue growth, customer acquisition cost (CAC), customer lifetime value (CLTV), and win rates.
- Create accurate sales forecasts, ensuring alignment with company growth goals and investor expectations.
- Regularly analyze sales performance and market feedback, using insights to refine strategies and improve outcomes.
Collaboration with Cross-Functional Teams
- Provide actionable feedback to the product team on customer requirements and pain points, shaping future feature development.
- Work closely with marketing to align messaging, content, and campaigns with customer needs and sales objectives.
Qualifications Must Haves:
- 10+ years in enterprise B2B SaaS sales, with 3+ years in senior leadership, scaling operations during high-growth phases.
- Expert in SaaS sales cycles, consultative selling, and solution-based approaches.
- Skilled in building and leading high-performance sales teams, with a focus on coaching and development.
- Data-driven, proficient in CRM tools and sales analytics, with strong communication and relationship-building abilities.
Preferred:
- Experience in the education technology sector or selling to higher education institutions.
- Familiarity with account-based marketing (ABM) and customer-centric selling techniques.
- MBA or equivalent advanced degree (preferred but not mandatory).