ole Overview
TartanHQ is looking for a Senior Enterprise Sales Manager to drive new business acquisition across West India. You will own the full sales cycle — from identifying and qualifying prospects to closing annual recurring revenue (ARR) deals with mid-market and enterprise clients. This is not a farming or account management role. We need someone who can independently open doors, navigate complex multi-stakeholder organisations, and close deals within 45–60 day sales cycles. You will sell Tartan's full suite of solutions to HR, Finance, and IT decision-makers across industries. This is an on-site role based out of our Mumbai office, with regular travel to client locations across the region.
Key KPIs
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Quarterly new ARR bookings against assigned quota
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Pipeline coverage: maintain 3x quota at all times
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Win rate on qualified opportunities (target: 25%+)
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Average deal cycle time: 45–60 days from first meeting to close
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Number of net-new enterprise logos acquired per quarter
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Self-sourced pipeline as a percentage of total pipeline (target: 60%+)
Day-to-Day Responsibilities
Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points — not waiting for inbound leads. You will run your own pipeline from first outreach through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2–3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role.
Core Responsibilities
New Business Acquisition (60% time allocation)
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Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography
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Build and execute account plans for target organisations — map decision-makers, understand buying processes, and create multi-threaded engagement strategies
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Run the full sales cycle independently: prospecting, discovery, solution presentation, negotiation, and close
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Sell Tartan's complete solutions portfolio to HR, Finance, and IT buyers — this is not a single-product role
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Generate self-sourced pipeline through direct outreach, referrals, events, and personal network — not dependent on marketing-qualified leads
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Consistently achieve and exceed quarterly and annual ARR quotas
Pipeline Management & Deal Execution (25% time allocation)
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Maintain a healthy pipeline with 3x coverage at all times — qualify rigorously and disqualify early
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Manage deal progression through structured stages with clear next steps and timelines
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Prepare and present compelling business cases, ROI analyses, and commercial proposals
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Navigate procurement, legal, and compliance processes within enterprise organisations
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Accurately forecast revenue on a weekly and monthly basis using CRM
Market Intelligence & Collaboration (15% time allocation)
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Provide structured feedback to Product and Marketing on market needs, competitive positioning, and objection patterns
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Share best practices and playbooks with the broader sales team
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Represent Tartan at industry events, conferences, and networking forums in your region
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Collaborate with Solutions Engineering for technical demonstrations and proof-of-concept engagements
Incentive Structure
This role offers a competitive base salary with a significant incentive component tied directly to your quota attainment:
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Incentives kick in at 75% of quota — you don't need to hit 100% to start earning variable pay
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At 100% quota attainment, your incentive payout is a substantial multiple of your base
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Overachievement is rewarded aggressively — there is no cap on incentive earnings
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Payouts are calculated quarterly on a cumulative basis, based on actual collections
We have designed this structure to reward top performers disproportionately. If you are confident in your ability to sell, the earning potential here significantly exceeds what a higher base salary at a larger company would offer.
Required Skills & Qualifications
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6–9 years of experience in B2B enterprise sales with a strong track record of closing ARR-based deals (not TCV, GMV, or one-time project revenue)
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Proven ability to independently source and close deals — you do not rely on inbound leads, MQLs, or ABM-generated pipeline to hit quota
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Experience selling to mid-market and enterprise organisations with 45–60 day (or longer) sales cycles involving multiple stakeholders
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Comfortable selling to C-suite and VP-level buyers across HR, Finance, and IT functions
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Strong understanding of consultative and solution selling — you lead with business problems, not product features
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Demonstrated annual ARR attainment in the range of ₹60L–₹1.5Cr or equivalent
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Excellent verbal and written communication — can build a compelling narrative in proposals, emails, and presentations
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Proficiency with CRM tools (Salesforce, HubSpot, or similar) for pipeline management and forecasting
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Willingness to travel regularly to client locations within your assigned geography
Preferred Skills
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Prior experience selling into BFSI (Banking, Financial Services, Insurance) organisations
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Background in selling SaaS, API-based, or fintech infrastructure products
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Experience working at a growth-stage startup where you had to build processes alongside selling
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Familiarity with HR tech, payroll, or financial data integration products
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Existing relationships with CHROs, CFOs, or CTOs at mid-market and enterprise companies in India
What We Look For
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Hunter mentality: You get energy from opening new accounts and winning competitive deals — not managing existing relationships
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Commercial rigour: You run a disciplined pipeline with accurate forecasts, clear deal stages, and no sandbagging
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Resourcefulness: You find creative ways to get to decision-makers without relying on warm introductions or marketing funnels
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Resilience: Enterprise sales involves long cycles and complex stakeholder management — you stay focused through ambiguity and setbacks
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Incentive-driven: You are motivated by uncapped variable compensation and see incentive structures as an opportunity, not a risk
Reporting To
Chief Business Officer (CBO)
