Chief Business Officer

About the Role

The Chief Business Officer (CBO) at IndiaMART is a pivotal leader responsible for driving revenue growth, customer value, and overseeing a vast sales force. The focus of this position lies in serving the dual priorities of Customers and Employees, with success measured by delivering meaningful outcomes for both groups.

The CBO manages the extensive Field Sales Force, comprising over 6,000 professionals working across more than 40 Tier 1 and Tier 2 cities, collectively catering to around 200,000 paying MSME customers. The role demands expertise in both acquiring new clients ('hunting') and maximizing value from current customers ('farming') through renewals, upselling, cross-selling, and churn management, emphasizing subscription-based revenue streams with compounded customer lifetime value.

Key Responsibilities

• Directly oversee the entire Field Sales Force spanning 6,000+ personnel across 40+ cities, including Hub Heads, Regional Directors, Zonal Managers, and frontline sales teams.
• Manage the sales and service divisions through National Sales Vertical Heads and lead the associated Product Marketing functions supporting sales enablement and strategic planning.
• Own the P&L for subscription and services business focusing on profitability and sustainable unit economics.
• Develop and implement policies, pricing, and packaging strategies to maximize revenue and market penetration.
• Recruit, nurture, and retain leadership at regional and zonal levels, establishing succession planning at all layers.
• Set performance management disciplines, territory design, headcount allocation, and incentive systems tailored by market opportunity and economics.
• Build technology-enabled customer acquisition processes, optimizing customer acquisition cost (CAC) while experimenting across channels and customer segments.
• Supervise customer lifecycle management focusing on onboarding, churn reduction, renewals, upsells, and long-term customer success backed by Voice of Customer mechanisms and stringent SLAs.
• Lead product marketing efforts for sales enablement, messaging, training, sales analytics, and strategy at the segment level to improve win rates and average revenue per user (ARPU).
• Bridge business teams and product/technology partners to automate workflows, utilize AI and data analytics, enhancing employee productivity and collections efficiency.
• Drive talent acquisition, employee retention through incentives, career paths, and cultivate a high-performance data-driven culture within a complex matrix organization.

Essential Qualifications and Experience

• Below 45 years of age.
• Over 10 years of post-qualification experience showing a consistent upward growth trajectory.
• Proven experience leading large field sales teams (over 1,000 personnel) successfully, with P&L accountability.
• Strong expertise in managing unit economics alongside revenue growth.
• Demonstrated capability to lead in multi-regional, matrix-structured organizations.
• Adoption of a technology-first approach in scaling tech-enabled sales or servicing operations.

Preferred Background

• Graduation from premier institutions such as IIT, IIM, or ISB.
• Leadership experience in media, digital advertising sales (e.g., Google, Meta, Amazon Ads), B2B SaaS, or technology marketplaces with extensive field sales operations.
• Experience managing diverse linguistic and regional markets across Tier 1 and Tier 2 cities.