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.
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
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
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)
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
Skills Required
- 8 to 10+ years of experience in B2B SaaS sales
- At least 3 years leading a sales team
- Proven record selling in India to product, growth, or marketing buyers
- Experience in martech, customer experience, engagement, analytics, or mobile SaaS
- Experience closing mid-market and enterprise deals valued at $40,000 to $100,000+ ACV
- Experience managing multi-stakeholder, multi-month sales cycles
- Experience selling to BFSI or large consumer-internet accounts
- Demonstrated ability to hire, coach, and retain strong AEs and BDRs
- Experience in an early-stage startup from seed to Series B
- Familiarity with channel and partner motions such as agencies
- Experience working with global teams across time zones
What We Do
Plotline is a mobile adoption platform that enables marketing and product teams to launch native experiences like Stories, Native Embeds, Videos, Streaks, Rewards, etc inside the app, without any engineering effort or app releases. The platform provides powerful event-based targeting and user segmentation to target the right users and help them take the right action inside the app. Today, Plotline operates at a scale of 300M MAU across their customers. The world’s largest consumer apps like Dream 11, Step Banking, Upstox, Kredivo Group, Cermati Group and the like trust Plotline to engage their users inside the app.
