HEAD OF SALES & MARKETING WHAT YOU'LL DO
Drive
- Own subscription sales equally across Proquro (procure-to-pay SaaS) and B2B Trading Platform
- Execute parallel strategies: Proquro sells workflow automation and compliance to procurement/finance teams; Trafasa(Trading Platform) sell supplier discovery and transaction efficiency to purchasing/sourcing teams
- Build tiered subscription models for both platforms: MSME packages (1-5L), mid-market (5-15L), enterprise (15L-1Cr+)
- Design Trading Platform subscriptions: basic listings, premium visibility, lead generation tools, advertising placements, analytics dashboards
- Recruit 15+ pilots before February 2026: 7-8 for Proquro workflows, 7-8 for Trading Platform transactions
Scale B2B Trading PLatform Business
- Drive buyer subscriptions: sell consolidated supplier access, verified vendor quality, transparent pricing, transaction efficiency versus fragmented sourcing
- Build supplier-side revenue: onboard verified vendors across metals, chemicals, machinery, components, raw materials paying for premium listings and buyer access
- Create Trading Platform liquidity balancing buyer demand with supplier supply across priority industrial categories
- Establish differentiation: vendor verification processes (financial stability, quality certifications, capacity validation, compliance) versus unverified directories
- Sell trading platform outcomes: reduced sourcing time, competitive pricing discovery, reliable supplier base, quality assurance, transaction documentation
Build Proquro SaaS Revenue
- Sell workflow automation value: requisition-to-payment digitization, multi-level approvals, budget controls, compliance documentation, spend visibility
- Target decision-makers: CFOs (financial control, audit trails), procurement heads (efficiency, supplier management), CAs (compliance, documentation for client MSMEs)
- Position configurable workflow designer as differentiator: customizable to organization-specific approval hierarchies versus rigid one-size-fits-all systems
- Demonstrate integration capabilities: ERP connectivity, accounting software sync, Trading Platform transaction data flowing into procurement records
- Sell compliance outcomes: audit-ready documentation, policy enforcement, authorization trails, spend analytics, budget adherence
Penetrate Manufacturing & Industrial Sectors
- Target both platforms into industries with heavy procurement: ferro alloys, steel, chemicals, automotive components, industrial machinery, renewable energy equipment, electrical, packaging materials, construction supplies
- Execute multi-channel acquisition: industry exhibitions (IMTEX, Auto Expo, sector trade shows), manufacturing cluster events, trade association seminars, procurement forums
- Activate bank/NBFC partnerships: position both platforms as digital infrastructure for lending clients, co-market with financial institutions reaching MSMEs and corporates
- Leverage co-founder networks: Nilesh Sharma (ferro alloys trading contacts), Vivek Sharma (international trade, renewable energy sector relationships)
- Build referral channels: CAs, management consultants, ERP partners, logistics providers, industry advisors, business associations
Establish Integrated Platform Positioning
- Own "procurement orchestration platform" narrative: unique integration of internal workflow automation + external trading platform access in single ecosystem
- Differentiate from workflow-only procurement software lacking supplier discovery and transaction capabilities
- Differentiate from marketplace-only platforms lacking integration with internal procurement processes and approval workflows
- Sell integrated value: requisitions created in Proquro seamlessly flow to trading platform for competitive sourcing, transactions feed back into workflow approvals and payment processing
- Build category leadership through founder visibility, customer case studies, industry reports, webinar thought leadership
Build Go-to-Market Infrastructure
- Design webinar curriculum covering both platforms: procurement digitization, supplier discovery strategies, compliance automation, marketplace best practices
- Execute exhibition strategy demonstrating integrated platform: workflow customization demos + live trading platform supplier matching
- Negotiate strategic partnerships: fintech (payments, invoice discounting), logistics (fulfillment tracking), escrow (transaction security), inspection services (quality assurance)
- Create sales collateral for each platform: Proquro ROI calculators (time savings, compliance efficiency), trading platform value models (cost reduction, sourcing time)
- Develop pilot customer feedback loops informing product priorities for both workflow designer features and trading platform functionality
Operationalize Revenue Growth
- Implement CRM with separate pipelines: Proquro enterprise, Proquro MSME, trading platform buyers, trading platform vendors
- Build subscription forecasting: new logos, renewal rates, cross-sell (Proqurotrading platform, trading platformProquro), expansion revenue, churn analysis
- Create platform-specific sales playbooks: discovery questions, competitive positioning, demo scripts, pricing negotiation, objection handling
- Report growth metrics: MRR/ARR by platform, CAC by channel, LTV by segment, trading platform GMV, vendor acquisition, pipeline velocity
- Support fundraising conversations with customer traction data, platform adoption metrics, market validation evidence
WHO YOU ARE
Required
- 10-12 years B2B sales with dual expertise: 3+ years procurement/workflow SaaS AND 3+ years B2B marketplace/platform sales
- Sold subscription-based or marketplaces commission models to industrial buyers: achieved supplier liquidity, drove buyer subscriptions, onboarded verified vendors
- Sold enterprise workflow software to manufacturing/industrial companies: procurement, ERP, supply chain, or compliance platforms requiring customization
- Closed enterprise deals 20L-1Cr+ with procurement heads, CFOs, operations VPs, sourcing managers in manufacturing sectors
- Managed MSME volume sales
- Deep manufacturing networks: procurement communities, sourcing teams, operations leaders, trading houses, industrial purchasing managers
Critical Capabilities
- Built dual-sided marketplaces: balanced buyer and supplier acquisition, established verification standards, created category depth, demonstrated network effects
- Understand marketplace dynamics: achieving liquidity, maintaining quality standards, building buyer trust, subscription-based monetization models
- Sold configurable/workflow-heavy software requiring customer-specific customization and multi-stakeholder buy-in
- Executed multi-channel B2B acquisition: exhibitions, trade associations, bank partnerships, webinars, referral networks, direct outreach
- Early-stage operator: 0-to-500 customer acquisition, built sales processes from scratch, resourceful with limited budgets
- Know industrial B2B buying: supplier evaluation criteria, RFP processes, approval hierarchies, quality requirements, compliance needs, payment terms
Ideal Background
- Worked at industrial B2B marketplace connecting manufacturers with suppliers across metals, chemicals, machinery, components, raw materials
- Sold procurement SaaS, ERP modules, workflow automation, or supply chain platforms into manufacturing/industrial sectors
- Leveraged financial institution channels (banks, NBFCs) for platform customer acquisition in MSME segment
- Understand subscription business models: MRR/ARR tracking, churn management, renewal optimization, expansion revenue
- Manufacturing sector expertise: automotive, ferro alloys, steel, chemicals, machinery, electrical, industrial supplies, packaging
EDUCATION
- Bachelor's degree in Engineering, Business, or Commerce from recognized university
- MBA from Tier 1/2 institution preferred but not mandatory with proven sales track record
