<p><b>The opportunity</b></p><p>The domestic new-business target for FY27 is Rs 15 Cr across four cohorts:</p><p> Tier 1 LTFs — Upsells across existing IPL/PKL marquee clients (Rs 3 Cr)</p><p> Tier 2 LTFs — New logos across Leagues, Federations, and Teams (Rs 7 Cr)</p><p> Brands — IPL ecosystem sponsors activating around cricket (Rs 3 Cr)</p><p> Govt Bodies — SAI, Khelo India, State Sports Departments (Rs 1 Cr)</p><p>The market universe is 500+ organisations. We have mapped it, identified the buying windows, and built the pipeline playbook. We need a VP who can own the number, build the team, and close.</p><p>-</p><p><b>What you will own:</b></p><p><b>Revenue</b></p><p> Own the Rs 15 Cr new domestic business target for FY27 end-to-end</p><p> Build and manage a raw pipeline of Rs 30+ Cr across all four cohorts</p><p> Drive 45+ new logo deal closures by March 2027</p><p> Weekly pipeline reporting against cohort-level targets with daily tracking discipline Team</p><p> Set individual targets, run weekly deal reviews, and coach the team on conversion</p><p> Work alongside existing CSMs and marketing to align outreach, events, and follow through GTM execution</p><p> Activate five parallel pipeline tracks: existing client referrals, secretariat cold calling, city-level micro-roundtables, agency intermediaries for brands, and partner-activated pipeline</p><p> Own the BD advisor relationship (ex-BCCI/AIFF/FSDL retainer model) as a network extension</p><p> Run outreach to Tier 2 league and federation secretariats using BCCI/AIFF affiliate directories</p><p> Engage brand agency partners as referral channels</p><p> Drive regional meetings in 6 zones (North, South, West, East, Central/NE, National) aligned to the league buying calendar</p><p><b>Market intelligence</b></p><p> Maintain CRM hygiene — every account mapped, every deal staged, every next step dated</p><p> Feed competitive intelligence, pricing signals, and buyer objections back into the product and marketing teams</p><p> Own the product-market fit conversation for FanOS Lite — the entry-level proposition needed to unlock the Tier 2 volume market.</p><p><b>What we are looking for</b></p><p><b>Must-have</b></p><p> 8-10 years of sales or business development experience in sports ecosystem in India</p><p> Proven track record of closing B2B deals in the Rs 10L–Rs 1 Cr range in a complex, multi-stakeholder sales environment</p><p> Deep network in Indian sports leagues, federations, state associations, or sports-adjacent brands.</p><p>You must be able to walk into a room at BCCI, AIFF, PKL, ISL, or a state cricket association and be known</p><p> Experience building and managing a sales team, not just carrying a bag</p><p> Comfort with data - you use pipeline metrics, conversion rates, and cohort analysis to manage your business, not just gut feel</p><p> Based in Mumbai, willing to travel extensively across regions<br /><br /></p><p><b>Strong preference</b></p><p> Background in sports technology, sports media, sports marketing, or digital platforms sold to sports properties</p><p> Existing relationships with brand CMOs or sports marketing agency heads (GroupM, Havas Play, Madison, Mediapeak)</p><p> Experience selling digital solutions (websites, apps, data products, content platforms, CRM) to leagues, federations, or government bodies</p><p> Understanding of the Indian cricket and football ecosystem at a granular level — state associations, Tier 2 leagues, franchise ownership structures the person, not just the profile</p><p> You generate pipeline through relationships, not just email. You know that in India's sports ecosystem, decisions are made by people who trust you, not people who read your cold email</p><p> You are comfortable owning a number you do not yet have all the answers to</p><p> You are a builder — you want to create the Tier 2 commercial engine at SI, not join one that already exists</p><p> You can move between a CXO conversation and a federation secretary's office in the same day and be equally effective in both<br /><br /></p><p><b>What you will not be doing</b></p><p> Managing existing Tier 1 IPL client relationships</p><p> Person who has only done media sales</p><p> Waiting for inbound leads from marketing before selling</p><p> Running email campaigns as your primary pipeline strategy</p><p><br /></p><p><b>Compensation</b></p><p> Competitive base commensurate with experience</p><p> Performance bonus linked directly to new logo closed revenue — uncapped</p><p> ESOPs as part of the total package, reflecting the growth stage of the business<br /><br /></p><p><b>Reporting and structure</b></p><p>Reports to: Chintan Shah, SVP Revenue — India</p><p>Team you will have:</p><p> 3 × Account Manager — Sales (one focused on Leagues/Federations, one on Brands, one on Govt Bodies)</p><p><b> 1 × Senior Manager — Sales (pipeline execution and regional coverage)</b></p>
