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

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• Own the North India enterprise revenue target and drive consistent quarterly attainment.
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• Build and maintain a 3–4x pipeline coverage through structured territory planning, account mapping, and proactive prospecting.
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• Lead from the front on strategic enterprise deals — taking ownership of C-suite and CHRO-level relationships at priority accounts.
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• Drive deal velocity by ensuring rigorous qualification, multi-threading, and disciplined use of sales methodologies (MEDDIC / Challenger / Consultative Selling).
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• 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.
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Team Leadership & Coaching

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• Manage, coach, and develop a team of Enterprise AEs to consistently perform at or above target.
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• Run structured weekly pipeline reviews, deal coaching, and call shadowing sessions to elevate team execution quality.
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• 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.
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• Identify skill gaps and build individual development plans to accelerate AE ramp and long-term performance.
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Strategic & Cross-Functional Collaboration

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• Work closely with the Enterprise Head – India on territory strategy, headcount planning, and quarterly business reviews.
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• Collaborate with Marketing and Demand Generation to drive account-based campaigns and events in the North region.
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• 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.
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• Partner with Customer Success to ensure smooth handoffs and leverage existing customer relationships for referrals and expansions.
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• Provide structured market feedback to Product on competitive gaps, pricing sensitivity, and emerging enterprise needs.
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• Collect and relay structured feedback from North India prospects to the Product team, ensuring regional market needs are represented in the roadmap conversation.
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• 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.
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Customer Engagement & Solutioning

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• 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.
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• Act as a trusted advisor to CHRO, CFO, and CEO-level stakeholders — translating Keka's capabilities into tangible business outcomes for the prospect.
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• Attend and lead key customer meetings at strategic accounts, bringing the right mix of solution depth and commercial acumen to accelerate deal progress.
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What You Bring

Experience & Track Record

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• 10–12 years of B2B sales experience, with at least 3–4 years in a people management or sales leadership capacity.
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• Demonstrated success selling SaaS solutions into enterprise accounts across the North India market.
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• 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.
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• Consistent track record of meeting or exceeding revenue targets in a new business (new acquisition) role.
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• Experience with HR Tech, Payroll, ERP, or adjacent enterprise software is strongly preferred.
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• Familiarity with the North India enterprise landscape — key industry clusters, decision-maker networks, and buying patterns.
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Sales Skills & Methodology

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• Proficient in structured sales methodologies — MEDDIC, Challenger, Solution Selling, or equivalent.
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• Strong executive presence and ability to navigate complex, multi-stakeholder enterprise deals (HR, Finance, IT, CEO).
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• Excellent command of the full enterprise sales cycle — from prospecting and discovery through solutioning, negotiation, and close.
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• Data-driven approach to pipeline management and forecasting; comfortable with CRM hygiene and reporting.
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• Ability to build and communicate compelling business cases tailored to different buyer personas.
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Leadership & Soft Skills

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• Hands-on leadership style — comfortable getting into deals with the team while still holding the broader strategic view.
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• High ownership mindset with the resilience to operate in a fast-paced, target-driven environment.
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• Strong communicator — able to inspire a team, hold difficult conversations, and present confidently to senior stakeholders.
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• Collaborative by nature; able to work across Pre-Sales, Inside Sales, Marketing, and Product without friction.
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• Bachelor's degree required; MBA or equivalent preferred.
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Your Team

The Regional Sales Lead – Enterprise (North) will directly manage a team of Enterprise Account Executives, with a dedicated bench of Pre-Sales Engineers and Inside Sales Representatives supporting the North region. While the Pre-Sales and Inside Sales teams operate under their respective functional leads, they work in close alignment with the RSL to execute on regional priorities — making this a role that demands strong cross-functional leadership as much as direct team management.

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• Enterprise Account Executives (direct reports) — owning named account territories across North India
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• Pre-Sales Engineers (dedicated support) — aligned to the North team for solutioning and technical engagement
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• Inside Sales Representatives (dedicated support) — aligned to North for outbound prospecting and pipeline generation
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• Reporting line: Enterprise Head – India
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Why Keka

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• One of the fastest-growing enterprise SaaS companies in India — with real product-market fit, not just funding.
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• High-velocity sales culture built on ownership, craft, and peer-level collaboration across functions.
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• Transparent, performance-linked rewards with a clear and merit-driven path for career growth.
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• Work with some of the most respected enterprise brands across BFSI, Manufacturing, Retail, IT/ITES, and Healthcare.
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• Access to cutting-edge HR technology and a platform that continues to expand its enterprise capability footprint.
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