Job Title: Lead Mid Market Sales
About the role:
We are looking for an experienced B2B Sales Leader to build and drive SI’s mid-market commercial sales engine. This role is responsible for owning pipeline generation, qualification discipline, deal velocity, closure governance, and forecast accuracy across a fast-moving mid-market sales team. You will lead a high-accountability hunting environment where success depends not on pipeline volume alone, but on qualification rigour, sales discipline, and commercial consistency. The mandate is to build a scalable sales operating model that enables the team to generate qualified opportunities, move deals quickly, close with commercial sharpness, and hand over clients seamlessly for long-term account growth. This is a leadership role for someone who understands how to run a metrics-driven B2B sales machine in a high-velocity environment.
Key Requirement:
Pipeline & Demand Generation
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Own the mid-market pipeline number and ensure healthy pipeline coverage against revenue targets
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Set outbound generation expectations for the team and define channel mix for self-generated opportunities
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Partner closely with Marketing to align MQL campaigns to active target accounts and improve inbound lead quality
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Drive consistent demand generation discipline across outbound and marketing-assisted channels
Qualification & Sales Rigour
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Establish and enforce qualification frameworks across the team including BANT discipline, win probability scoring, and disqualification standards
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Ensure early validation of ACV, solution fit, buyer authority, and deal viability before proposal stage
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Own the quality of pipeline entries and ensure weak opportunities are filtered out early
Commercial Execution
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Ensure the team maintains a consistent standard across pitching, demos, proposals, and commercial presentations
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Define and manage the interface with Pre-Sales, ensuring standard mid-market deals are independently handled by the team
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Govern pricing authority, approval workflows, and exception management without slowing deal velocity
Deal Velocity & Closure
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Drive a disciplined and consistent sales cycle across all active opportunities
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Identify stalled deals early and implement corrective commercial actions
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Lead escalation decisions on pricing deviations, non-standard commercial requests, and deal-specific negotiations
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Oversee smooth handover of closed clients to the account management/farming team
Team Leadership & Capability Building
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Build team capability in outbound prospecting, qualification, objection handling, upselling, and negotiations
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Run weekly pipeline reviews that are data-led, rigorous, and action-oriented
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Set clear performance expectations and proactively manage underperformance
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Build a culture of learning from lost deals, stalled opportunities, and qualification misses
Reporting & Forecasting
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Own the monthly and quarterly mid-market sales forecast with deal-level visibility
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Ensure CRM hygiene standards are maintained across the team
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Track weekly KPIs, revenue progress, pipeline conversion, and performance gaps proactively
Background and Experience:
Experience
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10–15 years of B2B sales experience with at least 3 years leading a mid-market or SMB sales team
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Demonstrated experience building pipeline generation models, installing sales operating discipline, and consistently driving team revenue closures
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Proven experience in high-velocity sales environments managing multiple short-cycle deals simultaneously
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Experience in SaaS, digital solutions, technology, sports-tech, or services-led consultative sales environments preferred
Educational Qualification
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Bachelor’s degree in Business, Marketing, or related discipline
MBA preferred but not mandatory
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Core Skills:
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Strong consultative selling and qualification discipline
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Deep understanding of sales operating metrics, pipeline conversion, and revenue forecasting
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Strong CRM fluency (Zoho, Salesforce, or equivalent)
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Excellent commercial judgment, pricing understanding, and negotiation ability
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Strong people leadership and performance coaching capability
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High process orientation with data-led decision making
Preferred Candidate Profile:
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Comfortable running a numbers-first, accountability-heavy sales culture
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Strong ownership mentality with bias for diagnosis and corrective action
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Commercially independent and capable of driving closure without excessive dependency on support teams
The "Edge" (What makes you stand out):
Ability to build a disciplined mid-market sales engine where pipeline quality, deal velocity, and closure consistency translate directly into predictable revenue growth.
What We Offer:
Global Exposure: Work with marquee sports properties across 40+ sports worldwide.
Innovative Culture: A "fan-first" environment that values curiosity, quality, and fun.
Flexibility: Monday to Friday schedule with flexible timings and hybrid model.
