Enterprise sales manager

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 B2 B sales experience, with at least 3–4 years in a people management or sales leadership capacity. Demonstrated success selling Saa S 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 resilience to operate in a fast-paced, target-driven environment. Strong communicator — able to inspire a team, hold difficult conversations, and present confidently to senior stakeholders. Collaborative by nature; able to work across Pre-Sales, Inside Sales, Marketing, and Product without friction. Bachelor's degree required; MBA or equivalent preferred.

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.

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

Why Keka

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