National Head - Enterprise Business & Growth

Job Description

This is not a role for someone looking to inherit a scaled machine.

IndiaMART's core business serves MSMEs. The Enterprise segment targets customers with turnover of ₹500 Cr and above, including Indian corporates and MNCs operating in India.

Your first responsibility will be to find product-market fit for this segment, and then to scale aggressively.

The ideal candidate is a builder, not just a seller. You will operate as a vertical head with full P&L ownership — setting segment strategy, partnering with product to shape the offering, hiring and building the team across India, and bringing a product-led-growth mindset to the vertical.

1. P&L Ownership & GTM Strategy

• Own end-to-end P&L for the vertical — revenue, profitability, unit economics, marketing and investment decisions.
• Define the Enterprise business strategy: target customer profile within the ₹500 Cr+ universe, value proposition, pricing, packaging, and GTM model.
• Build the multi-year business case for Enterprise as a meaningful revenue contributor to IndiaMART.
• Make sharp prioritization calls on where to play (industry verticals, deal sizes, buyer personas) and, equally importantly, where not to play.

1. Product-Market Fit & Product Partnership

• Lead the search for product-market fit in the Enterprise segment. The current IndiaMART product is built for MSMEs; the assumption is that the Enterprise customer needs something different.
• Lead a small team of product strategists embedded in the business who translate customer signals into product requirements.
• Partner closely with the central product & tech team to define, prioritize, and build Enterprise-oriented product capabilities.

1. Building & Scaling the Team

• Inherit the current 30+ team based in top metros (Delhi, Mumbai, Bangalore) and scale it as the segment matures.
• Hire senior enterprise sales leaders, regional heads, and BDMs who can sell to CXOs and marketing teams at large corporates; hire product leaders and strategists to help identify and build the value proposition.
• Design the enterprise sales motion — account planning, opportunity management, deal qualification, pricing discipline — required for enterprise sales cycles.

1. Customer Lifecycle & Account Growth

• Own the full Enterprise customer lifecycle — acquisition, onboarding, success, expansion, and renewal.
• Drive Net Revenue Retention (NRR) and account expansion as first-order metrics.
• Evolve customer success and account management functions calibrated for large customers.
• Institutionalize Voice of Customer (VoC) feedback loops directly into product, pricing, and packaging decisions.

• Age around 40 years.
• 7+ years of enterprise sales experience with a proven track record of high-growth progression.
• Proven 1–10 builder — has taken a new business, segment, or product line through an early-stage to growth-stage transition, not just managed steady state.
• Tech-first and product-led-growth mindset — understands how product becomes a sales lever, not just a feature checklist. Ability to partner deeply with product teams to shape an offering.

• Education from a premier institution — IIT, IIM, ISB, or equivalent.
• Digital advertising sales leadership background (Google, Meta, LinkedIn, Times Internet, ZEE, Disney+ Hotstar, large publishers) — the enterprise ad-sales motion most closely mirrors what IndiaMART's enterprise offering is likely to become.