Sales Head - EHS

Role & Responsibilities

• Own and deliver the overall EHS sales and revenue targets across assigned regions, including India, SEA, and MEA.
• Build, manage, and maintain a healthy and predictable sales pipeline to support consistent revenue growth.
• Establish a structured sales process with clear stages, ownership, qualification criteria, and review mechanisms.
• Ensure complete and accurate tracking of all leads, opportunities, activities, and deal progress through the CRM and lead management system.
• Drive regular pipeline, forecast, and deal reviews with the sales team and leadership.
• Ensure high forecast accuracy through data-driven pipeline analysis and disciplined opportunity management.
• Lead, mentor, and manage regional sales teams, with clear KRAs, targets, territories, and accountability.
• Coach sales team members on prospecting, solution positioning, deal strategy, negotiations, stakeholder management, and closure.
• Identify capability gaps and support hiring, onboarding, and development of a high-performing sales team.
• Personally lead strategic and high-value enterprise deals, including complex negotiations and executive-level stakeholder engagement.
• Work closely with Marketing to improve lead quality, campaign effectiveness, lead-source tracking, and conversion rates.
• Collaborate with Product teams to communicate customer requirements, market feedback, product gaps, and solution positioning needs.
• Identify new business opportunities across industries, customer segments, and geographies.
• Develop structured expansion strategies for new markets and verticals.
• Establish clear territory and account ownership to avoid cross-territory conflicts and duplication of efforts.
• Build strong relationships with enterprise customers, key decision-makers, partners, and strategic stakeholders.
• Drive a culture of transparency, ownership, accountability, and data-driven decision-making across the sales organization.
• Eliminate dependency on verbal or selective reporting by ensuring that all business-critical information is captured and visible in the defined systems.
• Continuously improve the sales operating model, processes, governance, and reporting mechanisms to build a scalable and repeatable sales engine.

Preferred Candidate Profile

• 1015+ years of proven experience in B2B, enterprise, consultative, or solution-based sales.
• Strong preference for candidates with experience in SaaS, EHS, ESG, enterprise technology, digital solutions, or other complex B2B solutions.
• Demonstrated track record of consistently achieving and exceeding revenue targets.
• Proven experience in building, scaling, and managing high-performing sales teams.
• Strong experience in managing enterprise sales cycles involving multiple stakeholders and complex decision-making processes.
• Hands-on experience with CRM platforms such as Salesforce, HubSpot, Zoho, or similar systems, with a strong understanding of pipeline management and sales governance.
• Proven ability to establish structured sales processes, forecasting mechanisms, pipeline reviews, and performance governance.
• Experience managing sales teams across multiple regions, preferably India, SEA, and/or MEA.
• Strong understanding of enterprise account management, consultative selling, strategic negotiations, and complex deal closures.
• Demonstrated ability to develop new markets, territories, customer segments, and strategic accounts.
• Strong analytical and data-driven approach to sales management, forecasting, and decision-making.
• Excellent stakeholder management skills with the ability to work effectively with Leadership, Sales, Marketing, Product, and other cross-functional teams.
• Strong communication, presentation, negotiation, and influencing skills.
• High level of ownership, accountability, transparency, and execution discipline.
• Ability to move an organization from individual-driven selling to a structured, predictable, and scalable sales engine.
• Experience in a leadership role where the candidate has been responsible for both strategic sales direction and hands-on execution would be highly preferred.