Head - Sales - SaaS - DMS Solutions

Role: Head Sales (SaaS based DMS, SFA products)

Job Location: Chennai (Remote working if based out of Bangalore, Hyderabad)

About the company:

The company is a B2B enterprise technology and SaaS solutions provider specialising in FMCG/CPG sales, distribution management and Route-to-Market (RTM) automation.

They are looking for a Head of Sales to own and scale its Technology sales business in India. This is a senior position for a hands-on commercial leader who combines deep market connections with a strong grasp of enterprise technology, and who can turn client relationships into measurable business outcomes.

Key Responsibilities:

- Own the sales strategy, annual revenue targets, pipeline health and forecast accuracy.

- Identify, prioritise and enter target industries and segments; build a clear go-to-market plan by vertical, region and account tier.

- Open and grow strategic enterprise and mid-market accounts through your own network of CXO-level and decision-maker relationships.

- Build and nurture channel, alliance and ecosystem partnerships that widen market reach.

- Drive both new-logo acquisition and expansion (upsell and cross-sell) within existing accounts.

- Lead consultative, value-based selling of SaaS solutions, translating client business problems into technology-backed solutions.

- Lead complex negotiations, commercial structuring and contract closure.

- Ensure a smooth hand-off from sale to implementation, with clear scope, timelines and stakeholder alignment.

- Partner with Customer Success and Implementation teams to drive adoption, early value realisation and high retention.

- Hire, coach and retain a high-performing sales team (regional heads, account executives, presales and inside sales).

Candidate requirements:

- 15+ years in B2B technology sales, with at least 5 years in a senior leadership role heading sales for SaaS or enterprise software in India.

- Demonstrated experience in enterprise sales cycles, including onboarding large clients and seeing them through to adoption.

- Working knowledge of enterprise IT environments: cloud, integrations and APIs, ERP and data platforms, security and compliance.

- Consultative and solution-selling expertise, with strong ROI and business-case articulation.

- Excellent negotiation, presentation and executive communication skills.

- Credible with technical teams: able to discuss architecture, integration and deployment at the right depth.

- Data-driven approach to forecasting, pipeline management and performance tracking.

- Leadership, mentoring and stakeholder management skills; high integrity and ownership.