National Head - Enterprise Business & Growth

Overview

Join IndiaMART as the National Head of Enterprise Business and Growth, spearheading the expansion of the Enterprise segment aimed at Indian corporates and multinational companies with turnovers exceeding 500 Crores. This role involves owning the full P&L responsibility and scaling the business from an early stage towards meaningful growth through strategic product-market alignment and market penetration.

Key Responsibilities

• Oversee comprehensive P&L management, including revenue growth, profitability optimization, marketing strategies, and investment planning.
• Develop and implement the Enterprise business strategy by identifying target profiles, value offerings, pricing strategies, packaging, and go-to-market plans.
• Construct a multi-year business plan positioning the Enterprise segment as a significant revenue source for IndiaMART.
• Make strategic decisions to prioritize sectors, deal sizes, and buyer personas, while deliberately deciding areas to deprioritize.
• Lead efforts to discover and establish product-market fit for the Enterprise segment, necessitating solutions tailored beyond the MSME-focused existing platform.
• Manage a dedicated product strategy team that translates customer insights into product development requirements.
• Collaborate closely with the central product and technology teams to guide the creation and prioritization of Enterprise-specific product features.
• Expand and lead a current 30+ sales and strategy team across key metropolitan locations, recruiting senior leaders and domain experts in enterprise sales and product management.
• Design and implement an effective enterprise sales model encompassing account planning, opportunity assessment, deal qualification, and pricing discipline.
• Oversee the entire customer lifecycle in the Enterprise segment — from acquisition and onboarding through to success management, expansion, and contract renewal.
• Focus on enhancing Net Revenue Retention (NRR) and scaling accounts through strong customer relationship management.
• Establish Voice of Customer feedback systems directly influencing product adjustments, pricing, and packaging decisions.

Candidate Requirements

• Approximately 40 years of age with at least 7 years of proven experience in enterprise sales demonstrating a rapid growth trajectory.
• Demonstrated ability as a builder who has successfully transitioned new business lines or product segments from inception through growth phases.
• A proactive, tech-oriented, and product-led mindset with the capacity to collaborate intensively with product teams to enhance market offerings.

Preferred Qualifications

• Academic credentials from top-tier institutes such as IIT, IIM, ISB, or similarly reputed establishments.
• Experience in digital advertising sales leadership with notable organizations (e.g., Google, Meta, LinkedIn, Times Internet, ZEE, Disney+ Hotstar, major publishers) is highly valued given the similarity in enterprise sales motions.

Additional Information

This position reports directly to the CEO and demands a leader comfortable with autonomous decision-making and dynamic challenges. The role is located in Noida, India, requiring onsite engagement.