Position: Head – Digital Sales, Growth & Subscriptions
Department: Business Development & Revenue
Location: Lucknow (Head Office)
Employment Type: Full-Time
Salary: Competitive, commensurate with experience and proven revenue performance
About LIVE Eye News Service (LENS)
LIVE Eye News Service (LENS) is a digital-first video news agency being built to provide fast, verified and affordable news footage to television channels, digital publishers, YouTube news and opinion channels, influencers and other content creators across India.
LENS will operate a nationwide network of reporters, correspondents and stringers and offer news content through a digital marketplace, pay-per-story purchases, subscription plans and, subsequently, enterprise licensing and API-based content delivery.
Head – Digital Sales, Growth & Subscriptions will lead the commercial growth of LENS and build its customer and revenue base.
Position Summary
We are looking for a highly driven, commercially minded professional who can build LENS's customer acquisition, digital sales and subscription business from the ground up.
The ideal candidate may come from a B2B SaaS, subscription business, digital media, OTT, media-tech or technology platform background and should understand how to acquire, convert and retain paying customers through digital channels.
This is not a conventional brand-marketing position. The successful candidate will be directly responsible for generating revenue through subscriptions, individual video sales, enterprise accounts and other commercial products of LENS.
Key Responsibilities
1. Growth Strategy
- Develop and execute the overall customer acquisition and revenue-growth strategy for LENS.
- Build a scalable growth funnel from visitor and lead generation to registration, trial, purchase, subscription and renewal.
- Identify the most commercially attractive customer segments.
2. Subscription Sales
- Drive sales of LENS subscription plans.
- Convert registered and trial users into paying subscribers.
- Develop strategies to increase subscription upgrades, renewals and customer lifetime value.
- Monitor subscriber behaviour and identify opportunities for upselling and cross-selling.
- Develop promotional campaigns, introductory offers and subscription packages in consultation with management.
The LENS model includes subscription plans as well as individual story purchases, making subscription conversion and retention a core responsibility of this position.
3. Pay-Per-Video / Marketplace Sales
- Drive individual video and story purchases through the LENS marketplace.
- Develop strategies to convert occasional buyers into regular customers and subscribers.
- Analyse purchasing patterns to identify high-demand categories, regions and customers.
- Work with the editorial team to understand which types of content have the greatest commercial demand.
- Develop campaigns around breaking news, elections, major events and high-demand footage.
4. B2B Sales & Business Development
Build a strong customer pipeline among:
- YouTube news channels
- YouTube opinion and current-affairs channels
- Digital news publishers
- Independent journalists
- Influencers and content creators
- Television news channels
- Regional news networks
- OTT platforms
- Production houses
- Media agencies
- Large content networks
The candidate will be expected to personally lead important sales discussions and build long-term commercial relationships.
5. Enterprise Sales
- Identify and acquire large media organisations requiring high-volume content.
- Develop enterprise subscription and licensing opportunities.
- Build relationships with senior editorial, procurement, commercial and digital teams.
- Assist management in developing annual contracts, bulk-content arrangements and enterprise licensing.
- Develop opportunities for future API-based content delivery and white-label services.
6. Digital Marketing & Lead Generation
Lead the digital acquisition strategy through:
- Google Ads
- Meta Ads
- YouTube advertising
- SEO
- Email marketing
- WhatsApp marketing
- Social media campaigns
- Referral and affiliate programmes
- Strategic partnerships
The focus should be on qualified leads and paying customers, rather than vanity metrics such as impressions and followers.
7. Website Conversion & Product Growth
Work closely with the product and technology team to improve:
- Landing pages
- Registration flow
- Free-to-paid conversion
- Story preview experience
- Checkout process
- Subscription purchase journey
- Pricing presentation
- Customer onboarding
- Renewal and upgrade journeys
Use customer data and analytics to continuously improve conversion rates.
8. Customer Retention & Success
- Monitor customer usage and engagement.
- Identify customers at risk of cancellation.
- Develop retention and reactivation campaigns.
- Build relationships with high-value customers.
- Ensure customers understand the value of LENS content and services.
- Develop a systematic renewal and upselling process.
9. Revenue Analytics
The candidate will be responsible for monitoring and reporting:
- Monthly Recurring Revenue (MRR)
- Annual Recurring Revenue (ARR)
- Subscription sales
- Pay-per-story revenue
- Enterprise revenue
- Customer Acquisition Cost (CAC)
- Customer Lifetime Value (LTV)
- Conversion rate
- Renewal rate
- Average Revenue Per Customer
- Lead-to-customer conversion
- Revenue by customer segment
Ideal Candidate Profile
The ideal candidate should have 5–10 years of relevant experience in one or more of the following:
- B2B SaaS
- SaaS subscriptions
- Digital media
- Online marketplaces
- Digital publishing
- Subscription businesses
- Technology platforms
- B2B digital sales
Candidates with demonstrated experience in SaaS growth, subscription sales, customer acquisition and revenue generation will be strongly preferred.
Particularly desirable experience
- Building a subscription business
- Selling SaaS or digital products to businesses
- Inside sales and outbound sales
- Enterprise sales
- Digital customer acquisition
- Performance marketing
- CRM and sales automation
- Conversion-rate optimisation
- Customer retention
- Account management
- Revenue analytics
Educational Qualification
- Bachelor's degree in Digital Marketing or a related field.
- A MBA/PGDM in Marketing, Digital Marketing, Sales, Business Development or a related field will be an advantage.
- Candidates with strong, demonstrable experience in digital sales, customer acquisition, subscription sales or revenue generation may be considered irrespective of their educational specialization.
What We Are Looking For
We are particularly interested in candidates who can demonstrate:
"I have built a sales funnel, acquired customers, converted them into paying subscribers and grown recurring revenue."
This is an opportunity to join the core leadership team of a new-generation Indian video news agency at an early stage and build its commercial engine from the ground up.
Work Location: In person
