Activate JobCopilot
This role is for one of our clients
Industry: Business Consulting and Services
Seniority level: Mid-Senior level
Min Experience: 6 years
Location: Delhi
JobType: full-time
₹14,00,000 - ₹20,00,000 a year
We are looking for a Director – Enterprise Revenue & Strategic Growth to build, own, and scale the enterprise revenue engine. This is a hands-on, closing-oriented leadership role for a seasoned enterprise seller who thrives in competitive markets and complex deal environments.
You will own the entire enterprise sales lifecycle—from defining the market strategy and targeting high-value accounts to leading negotiations and closing multi-stakeholder deals. Beyond closing new logos, this role is accountable for expanding strategic accounts, institutionalizing predictable revenue processes, and creating a scalable, repeatable enterprise sales motion.
What Success Looks Like (First 6–12 Months)
Build a high-quality, predictable enterprise pipeline aligned with defined ICPs and priority verticals.
Consistently close new enterprise clients and deliver against quarterly and annual revenue goals.
Increase win rates through sharper positioning, competitive differentiation, and value-based selling.
Establish a structured framework for renewals support, account expansion, and long-term client growth.
Implement strong forecasting discipline, CRM rigor, and KPI-led revenue reporting.
Key Responsibilities
1) End-to-End Enterprise Deal Leadership
Own the complete enterprise sales journey: targeting, discovery, solution design, proposals/SOWs, negotiation, and closure.
Manage a pipeline of mid-market and enterprise opportunities with high ACVs and long sales cycles.
Lead senior-level conversations with CXOs and functional heads, focusing on outcomes, ROI, and risk mitigation.
Navigate complex procurement, legal, compliance, and security reviews across multi-threaded buying groups.
Partner with delivery and consulting teams to craft compelling, outcome-driven proposals and commercial structures.
2) Strategic Account Expansion
Identify and execute cross-sell and upsell opportunities within existing enterprise relationships.
Build executive-level relationships that enable expansion across business units, regions, and use cases.
Work closely with delivery and client success teams to ensure value realization and renewal readiness.
3) Market Strategy & Positioning
Define and refine enterprise ICPs, buyer personas, and vertical-specific GTM strategies.
Develop differentiated positioning, deal narratives, and competitive win themes for high-stakes opportunities.
Strengthen pricing strategies, packaging, and case-study-led storytelling to support enterprise buying decisions.
4) Pipeline Generation & Ecosystem Partnerships
Drive targeted outbound and account-based sales motions into high-value enterprise accounts.
Build and nurture partnerships with platforms, advisors, agencies, and ecosystem players to generate referrals.
Collaborate with marketing to improve lead quality, funnel conversion, and enterprise deal velocity.
5) Revenue Operations & Team Enablement
Establish scalable enterprise sales processes across qualification, deal stages, and forecasting cadence.
Maintain strong CRM hygiene with accurate pipeline tracking and revenue forecasting.
Hire, mentor, and scale BD/SDR resources as enterprise revenue grows.
Key Metrics You’ll Own
New enterprise revenue (monthly, quarterly, annual)
Number of enterprise logos acquired
Pipeline coverage (3–5× target)
Win rate, deal velocity, and sales cycle length
Average contract value (ACV) and margin contribution
Expansion and repeat revenue from existing accounts
Forecast accuracy and CRM discipline
Ideal Background
7–13 years of experience in enterprise sales or B2B revenue leadership with a strong personal closing track record.
Proven success selling complex, solution-led offerings in consulting, services, SaaS, or agency environments.
Deep experience engaging senior executives and navigating multi-stakeholder enterprise buying processes.
Strong commercial negotiation skills across pricing, scope, MSAs/SOWs, and procurement workflows.
Demonstrated ability to build pipeline through outbound, relationship-led selling, and strategic partnerships.
Comfortable operating in fast-paced, ambiguous environments with high ownership and accountability.
Excellent written and verbal communication skills for executive pitches, proposals, and deal documentation.
Hands-on experience with CRM platforms (Salesforce, HubSpot, or similar) and forecast management.
Nice to Have
Existing enterprise relationships in Tech, BFSI, Retail, Manufacturing, or Healthcare.
Experience competing in crowded, highly competitive consulting or services markets.
Exposure to ABM motions, enterprise RFPs, and solution consulting models.
Prior experience building and leading business development or enterprise sales teams.
Understanding of consulting delivery models and outcome-based or value-based pricing.
Core Competencies
Executive presence with a consultative, outcome-led selling approach
Strong commercial judgment and financial acumen
High ownership mindset with accountability for revenue outcomes
Structured, process-driven sales execution
Long-cycle relationship building with persistence and resilience
Ability to convert complex client challenges into clear, compelling value propositions
Key Skills
Enterprise Sales · Strategic Revenue Growth · Consultative Selling · Account Expansion · B2B Sales · Go-to-Market Strategy · Executive Negotiation
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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