Head of Sales

Sales Leader

Location: India

Exterro is seeking a motivated and results-driven Sales Leader to join our dynamic SaaS sales team. Reporting directly to the Vice President of International Sales, this Sales Leader will lead and scale our high velocity Sales organization in India ensuring the achievement of pipeline, bookings, and revenue goals while building a culture of accountability, development and operational excellence.

Key Responsibilities:

• Lead, coach, and develop sales team members to exceed monthly and quarterly quotas.
• Build, implement, and iterate on the sales strategy aligned with overall company objectives.
• Develop and execute plans to expand pipeline generation, accelerate sales cycles, and drive predictable revenue growth.
• Partner with marketing to refine lead generation, lead scoring, and conversion strategies for the region.
• Analyze and report on pipeline metrics, forecast accuracy, and team performance to executive leadership.
• Drive operational rigor in the sales process using Salesforce and sales engagement tools.
• Foster a high-performance, inclusive culture focused on coaching, career growth, and continuous improvement.
• Identify process bottlenecks and propose scalable solutions to improve conversion and efficiency.
• Collaborate with Product and Customer Success to ensure customer needs are represented and inform GTM strategy.

Qualifications

• 15+ years in sales leadership roles within SaaS, with at least 7+ years managing a sales teams at scale.
• Proven track record of meeting or exceeding sales targets in a high-velocity SaaS environment.
• Experience managing managers, with a strong ability to develop leaders and build high-performing teams.
• Deep understanding of SaaS sales metrics, pipeline management, and forecasting.
• Strong analytical and operational mindset with familiarity with Salesforce, Gong, or similar tools.
• Excellent communication and executive-level reporting skills.
• Ability to thrive in a fast-paced, evolving environment while maintaining a focus on team culture and accountability.
• Ability to inspire, mentor, and manage a sales team, fostering a culture of collaboration, accountability, and achievement.
• Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships.

Skills

• Strong understanding of SaaS sales methodologies (e.g., MEDDICC, Force: Command of the Message, or similar).
• Exceptional leadership, communication, and interpersonal skills with the ability to engage effectively with C-level executives and other key decision makers.
• Proficiency in CRM systems (e.g., Salesforce, Gong) and sales enablement tools.
• Analytical mindset with the ability to interpret data and make data-driven decisions.
• Negotiation skills with a focus on creating win-win outcomes.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.