Enterprise Sales Manager

Job description

Sales Manager – Enterprise New Acquisition · Enterprise Sales · People Manager Location: Delhi NCR · Experience: 10–12 Years · Function: Enterprise Sales About Keka Keka is India's fastest-growing HRMS and payroll platform, trusted by 10,000+ businesses. Built on a modern, employee-first philosophy, Keka delivers end-to-end HR capabilities — HRIS, payroll, attendance, performance, recruitment, and engagement — in a single, deeply configurable platform. Known for exceptional user experience, strong compliance coverage for the Indian market, and a customer-obsessed delivery model, Keka is the preferred choice for enterprise organizations looking to move beyond legacy systems. Role Overview As Regional Sales Lead – Enterprise (North), you will own and drive enterprise new business (new acquisition) across the region. You will lead a team of Enterprise Account Executives, supported by dedicated Pre-Sales Solution Engineers and an Inside Sales team, with the singular mandate of building and closing a high-quality pipeline of enterprise accounts. This is a high-accountability, high-visibility role at the intersection of people leadership and regional strategy. You will be expected to build a high-performing team, drive marquee logo wins, and establish the North region as Keka's strongest enterprise territory. What You'll Do Revenue & Pipeline Ownership • Own the North India enterprise revenue target and drive consistent quarterly attainment. • Build and maintain a 3–4x pipeline coverage through structured territory planning, account mapping, and proactive prospecting. • Lead from the front on strategic enterprise deals — taking ownership of C-suite and CHRO-level relationships at priority accounts. • Drive deal velocity by ensuring rigorous qualification, multi-threading, and disciplined use of sales methodologies (MEDDIC / Challenger / Consultative Selling). • Track and report on regional sales performance metrics — win rates, deal velocity, pipeline coverage, and stage conversion — providing regular visibility to the Enterprise Head – India. Team Leadership & Coaching • Manage, coach, and develop a team of Enterprise AEs to consistently perform at or above target. • Run structured weekly pipeline reviews, deal coaching, and call shadowing sessions to elevate team execution quality. • Steer the dedicated Pre-Sales Engineers and Inside Sales Representatives — who support the North team but do not report directly — to ensure alignment with regional priorities and deal momentum. • Identify skill gaps and build individual development plans to accelerate AE ramp and long-term performance. Strategic & Cross-Functional Collaboration • Work closely with the Enterprise Head – India on territory strategy, headcount planning, and quarterly business reviews. • Collaborate with Marketing and Demand Generation to drive account-based campaigns and events in the North region. • Drive sector-specific initiatives in collaboration with Marketing — including vertical-focused campaigns, industry roundtables, and targeted outreach — to build Keka's presence and pipeline within priority sectors across North India. • Partner with Customer Success to ensure smooth handoffs and leverage existing customer relationships for referrals and expansions. • Provide structured market feedback to Product on competitive gaps, pricing sensitivity, and emerging enterprise needs. • Collect and relay structured feedback from North India prospects to the Product team, ensuring regional market needs are represented in the roadmap conversation. • Represent Keka at industry roundtables, HR leadership forums, and customer events across the North region — building Keka's brand presence, deepening executive relationships, and positioning the team as a trusted voice in the enterprise HR conversation. Customer Engagement & Solutioning • Partner with the dedicated Pre-Sales Engineers to ensure discovery calls and product demonstrations are tailored to each prospect's specific pain points and business context. • Act as a trusted advisor to CHRO, CFO, and CEO-level stakeholders — translating Keka's capabilities into tangible business outcomes for the prospect. • Attend and lead key customer meetings at strategic accounts, bringing the right mix of solution depth and commercial acumen to accelerate deal progress. What You Bring Experience & Track Record • 10–12 years of B2B sales experience, with at least 3–4 years in a people management or sales leadership capacity. • Demonstrated success selling SaaS solutions into enterprise accounts across the North India market. • Prior exposure to selling into key enterprise verticals such as BFSI, Retail, Manufacturing, IT & ITES, Healthcare, or similar sectors; ability to speak the language of each industry and navigate sector-specific buying dynamics. • Consistent track record of meeting or exceeding revenue targets in a new business (new acquisition) role. • Experience with HR Tech, Payroll, ERP, or adjacent enterprise software is strongly preferred. • Familiarity with the North India enterprise landscape — key industry clusters, decision-maker networks, and buying patterns. Sales Skills & Methodology • Proficient in structured sales methodologies — MEDDIC, Challenger, Solution Selling, or equivalent. • Strong executive presence and ability to navigate complex, multi-stakeholder enterprise deals (HR, Finance, IT, CEO). • Excellent command of the full enterprise sales cycle — from prospecting and discovery through solutioning, negotiation, and close. • Data-driven approach to pipeline management and forecasting; comfortable with CRM hygiene and reporting. • Ability to build and communicate compelling business cases tailored to different buyer personas. Leadership & Soft Skills • Hands-on leadership style — comfortable getting into deals with the team while still holding the broader strategic view. • High ownership mindset with the re