Head of Sales

About the job

Role Overview The Head of Sales is responsible for leading the organization’s revenue function by driving business development, managing key client relationships, and ensuring disciplined sales execution across markets. This role carries full accountability for revenue performance, collections, sales team effectiveness, and sustainable growth. Key Responsibilities Revenue & Business Development • Own and deliver monthly, quarterly, and annual revenue targets. • Drive revenue across all approved business verticals, including: • Advertising and media sales • Brand partnerships and sponsorships • Events, intellectual properties (IPs), and on-ground activations • Government, institutional, and CSR engagements • Identify and develop new business opportunities and scalable revenue streams. Client Acquisition & Account Management • Acquire new clients through direct outreach, strategic partnerships, and professional networks. • Build and manage a portfolio of key and strategic accounts to ensure long-term engagement. • Act as the primary commercial point of contact for high-value clients. • Drive renewals, upselling, cross-selling, and repeat business. Sales Strategy & Execution • Develop and implement a structured sales strategy aligned with organizational objectives. • Maintain a robust and realistic sales pipeline to support revenue forecasting. • Lead commercial negotiations and finalize deal terms within approved pricing frameworks. • Ensure all commercial agreements are formally documented and approved. Sales Team Leadership • Build, lead, and develop a high-performing sales team across locations. • Define clear roles, targets, KRAs, and performance metrics. • Conduct regular pipeline reviews and performance evaluations. • Foster a culture of accountability, professionalism, and results orientation. Cross-Functional Coordination • Collaborate with finance, operations, and programming/content teams to ensure: • Timely billing and collections • Feasible client commitments • Smooth execution of sold deliverables Qualifications & Experience • Bachelor’s degree in Business, Marketing, or a related field (MBA preferred). • 8–15 years of experience in B2B sales, preferably in media, advertising, events, or services. • Minimum 5 years in a senior sales leadership role. • Proven experience in managing high-value accounts and complex negotiations. Skills & Competencies • Strong commercial and financial acumen • Excellent negotiation and stakeholder management skills • Data-driven decision-making capability • Leadership and team development skills • High standards of integrity, discipline, and accountability Performance Expectations • Consistent achievement of revenue and collection targets • Predictable and strong sales pipeline • Growth in key accounts and repeat business • Development of a stable, high-performing sales team

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field (MBA preferred)
• 8–15 years of experience in B2B sales, preferably in media, advertising, events, or services
• Minimum 5 years in a senior sales leadership role