Sales Head(Sr. Director)- XEBIA

Role Overview

We are seeking a highly driven and strategic Senior Director – Sales with a strong focus on hunting, new logo acquisition, and new business development . The ideal candidate will have a proven track record of building pipeline from scratch, closing large enterprise deals, and leveraging a strong industry network (Rolodex) to accelerate revenue growth.

Key Responsibilities

New Business Development & Hunting

• Drive end-to-end new business acquisition, with a primary focus on hunting and opening new accounts
• Identify, qualify, and convert high-value prospects into long-term clients across target industries
• Build and execute strategic sales plans to penetrate new markets and expand the customer base

New Logo Acquisition

• Own and deliver new logo targets aligned with organizational growth objectives
• Establish strong entry strategies into enterprise accounts and mid-market segments
• Develop differentiated value propositions to win competitive deals

Sales Strategy & Revenue Growth

• Build a robust pipeline and consistently achieve/exceed revenue targets
• Drive large deal closures through consultative selling and solution-based approach
• Collaborate with internal teams (pre- sales , delivery, product) to craft winning solutions

Client Acquisition & Relationship Management

• Leverage an existing strong Rolodex/network of enterprise clients and decision-makers
• Build and nurture CXO-level relationships to drive strategic conversations and deal closures
• Ensure seamless transition from sales to delivery, maintaining high client satisfaction

Market Intelligence & Positioning

• Track market trends, competitor landscape, and customer needs to refine go-to-market strategies
• Represent the organization at industry forums, events, and client engagements

Key Requirements

• 12–18+ years of experience in enterprise sales / business development, preferably in IT services, SaaS, or digital transformation
• Proven success in hunting roles with consistent new logo acquisition
• Strong track record of closing large, complex deals (multi-million-dollar engagements preferred)
• Established Rolodex of CXO-level contacts across target industries
• Experience in solution selling, consultative sales , and strategic account acquisition
• Strong understanding of digital, cloud, AI, or technology-led solutions (preferred)
• Excellent stakeholder management, negotiation, and communication skills

Key Competencies

• Hunting mindset & high ownership
• Strategic thinking and execution
• Strong networking and relationship-building ability
• Results-driven with a focus on revenue and growth
• High level of business acumen and commercial orientation

Success Metrics

• New logos acquired
• Revenue from new business
• Pipeline creation and conversion ratios
• Deal size and win rates
• Market expansion and client acquisition