Sales Lead

This role is for one of the Weekday's clients

Min Experience: 8 years

Location: Mumbai

JobType: full-time

The Opportunity

The domestic new-business target for FY27 is Rs 15 Cr, distributed across four segments:

• Tier 1 LTFs — Upselling to existing IPL/PKL marquee clients (Rs 3 Cr)
• Tier 2 LTFs — Acquiring new logos across Leagues, Federations, and Teams (Rs 7 Cr)
• Brands — Sponsors within the IPL ecosystem engaging around cricket (Rs 3 Cr)
• Government Bodies — Including SAI, Khelo India, and State Sports Departments (Rs 1 Cr)

The market consists of over 500 organisations. We have mapped this universe, identified the appropriate buying windows, and developed the pipeline playbook. We are seeking a VP who can take ownership of the target, build the team, and successfully close deals.

What You Will Own

Revenue

• Take full ownership of the Rs 15 Cr new domestic business target for FY27 from start to finish
• Develop and maintain a raw pipeline exceeding Rs 30 Cr across all four cohorts
• Achieve closure of 45+ new-logo deals by March 2027
• Provide weekly pipeline reports aligned with cohort-specific targets, with daily tracking discipline

Team

• Set individual goals, conduct weekly deal reviews, and coach the team to improve conversion rates
• Collaborate with existing CSMs and marketing teams to synchronize outreach efforts, events, and follow-ups

Go-To-Market (GTM) Execution

• Manage five simultaneous pipeline initiatives: referrals from existing clients, secretariat cold calls, city-level micro-roundtables, brand agency intermediaries, and partner-driven pipeline activation
• Own the relationship with the BD advisor (ex-BCCI/AIFF/FSDL retainer model) to extend the network
• Conduct outreach to Tier 2 leagues and federation secretariats leveraging BCCI/AIFF affiliate directories
• Engage brand agency partners as referral sources
• Coordinate regional meetings across six zones (North, South, West, East, Central/NE, National) following the league buying calendar

Market Intelligence

• Ensure CRM accuracy by mapping every account, staging every deal, and scheduling every next step
• Provide feedback on competitive intelligence, pricing signals, and buyer objections to the product and marketing teams
• Lead the product-market fit discussions for FanOS Lite—the entry-level offering designed to unlock the Tier 2 volume market

What We Are Looking For

Must-Have

• 8-10 years of experience in sales or business development within the Indian sports ecosystem
• Demonstrated success in closing B2B deals ranging from Rs 10L to Rs 1 Cr within a complex, multi-stakeholder sales environment
• Strong network within Indian sports leagues, federations, state associations, or related brands, with the ability to be recognized at BCCI, AIFF, PKL, ISL, or state cricket associations
• Experience in building and leading a sales team, beyond individual contributor roles
• Proficiency in data-driven management using pipeline metrics, conversion rates, and cohort analysis rather than relying solely on intuition
• Based in Mumbai and willing to travel extensively across regions

Strong Preference

• Background in sports technology, sports media, sports marketing, or digital platforms marketed to sports organizations
• Existing connections with brand CMOs or sports marketing agency leaders (e.g., GroupM, Havas Play, Madison, Mediapeak)
• Experience selling digital solutions such as websites, apps, data products, content platforms, or CRM systems to leagues, federations, or government bodies
• In-depth understanding of the Indian cricket and football ecosystems, including state associations, Tier 2 leagues, and franchise ownership structures

The Person, Not Just the Profile

• You build your pipeline through relationships rather than just email outreach, understanding that decisions in India's sports ecosystem depend on trust, not cold emails
• You are comfortable taking ownership of a target even when all answers are not yet clear
• You are a builder at heart, eager to establish the Tier 2 commercial engine at SI rather than joining an already established team
• You can seamlessly engage in conversations ranging from CXOs to federation secretaries within the same day and be effective with both

What You Will Not Be Doing

• Managing existing Tier 1 IPL client relationships
• Functioning only in media sales roles
• Waiting for inbound leads from marketing before initiating sales efforts
• Relying primarily on email campaigns as your main pipeline strategy

Compensation

• Competitive base salary aligned with your experience
• Uncapped performance bonus directly tied to revenue from new-logo deals closed
• Equity component via ESOPs as part of the overall compensation package, reflecting the company’s growth stage

Skills

Sales

Revenue Generation

Business Development