**This role is for one of the Weekday's clients

**Min Experience: 8 years

Location: Mumbai

JobType: full-time

The Opportunity

The domestic new-business target for FY27 is Rs 15 Cr, distributed across four segments:

Tier 1 LTFs — Upselling to existing IPL/PKL marquee clients (Rs 3 Cr)
Tier 2 LTFs — Acquiring new logos across Leagues, Federations, and Teams (Rs 7 Cr)
Brands — Sponsors within the IPL ecosystem engaging around cricket (Rs 3 Cr)
Government Bodies — Including SAI, Khelo India, and State Sports Departments (Rs 1 Cr)

The market consists of over 500 organisations. We have mapped this universe, identified the appropriate buying windows, and developed the pipeline playbook. We are seeking a VP who can take ownership of the target, build the team, and successfully close deals.

What You Will Own

Revenue

Take full ownership of the Rs 15 Cr new domestic business target for FY27 from start to finish
Develop and maintain a raw pipeline exceeding Rs 30 Cr across all four cohorts
Achieve closure of 45+ new-logo deals by March 2027
Provide weekly pipeline reports aligned with cohort-specific targets, with daily tracking discipline

Team

Set individual goals, conduct weekly deal reviews, and coach the team to improve conversion rates
Collaborate with existing CSMs and marketing teams to synchronize outreach efforts, events, and follow-ups

Go-To-Market (GTM) Execution

Manage five simultaneous pipeline initiatives: referrals from existing clients, secretariat cold calls, city-level micro-roundtables, brand agency intermediaries, and partner-driven pipeline activation
Own the relationship with the BD advisor (ex-BCCI/AIFF/FSDL retainer model) to extend the network
Conduct outreach to Tier 2 leagues and federation secretariats leveraging BCCI/AIFF affiliate directories
Engage brand agency partners as referral sources
Coordinate regional meetings across six zones (North, South, West, East, Central/NE, National) following the league buying calendar

Market Intelligence

Ensure CRM accuracy by mapping every account, staging every deal, and scheduling every next step
Provide feedback on competitive intelligence, pricing signals, and buyer objections to the product and marketing teams
Lead the product-market fit discussions for FanOS Lite—the entry-level offering designed to unlock the Tier 2 volume market

What We Are Looking For

Must-Have

8-10 years of experience in sales or business development within the Indian sports ecosystem
Demonstrated success in closing B2B deals ranging from Rs 10L to Rs 1 Cr within a complex, multi-stakeholder sales environment
Strong network within Indian sports leagues, federations, state associations, or related brands, with the ability to be recognized at BCCI, AIFF, PKL, ISL, or state cricket associations
Experience in building and leading a sales team, beyond individual contributor roles
Proficiency in data-driven management using pipeline metrics, conversion rates, and cohort analysis rather than relying solely on intuition
Based in Mumbai and willing to travel extensively across regions

Strong Preference

Background in sports technology, sports media, sports marketing, or digital platforms marketed to sports organizations
Existing connections with brand CMOs or sports marketing agency leaders (e.g., GroupM, Havas Play, Madison, Mediapeak)
Experience selling digital solutions such as websites, apps, data products, content platforms, or CRM systems to leagues, federations, or government bodies
In-depth understanding of the Indian cricket and football ecosystems, including state associations, Tier 2 leagues, and franchise ownership structures

The Person, Not Just the Profile

You build your pipeline through relationships rather than just email outreach, understanding that decisions in India's sports ecosystem depend on trust, not cold emails
You are comfortable taking ownership of a target even when all answers are not yet clear
You are a builder at heart, eager to establish the Tier 2 commercial engine at SI rather than joining an already established team
You can seamlessly engage in conversations ranging from CXOs to federation secretaries within the same day and be effective with both

What You Will Not Be Doing

Managing existing Tier 1 IPL client relationships
Functioning only in media sales roles
Waiting for inbound leads from marketing before initiating sales efforts
Relying primarily on email campaigns as your main pipeline strategy

Compensation

Competitive base salary aligned with your experience
Uncapped performance bonus directly tied to revenue from new-logo deals closed
Equity component via ESOPs as part of the overall compensation package, reflecting the company’s growth stage

Skills

Sales

Revenue Generation

Business Development

Sales Lead

Skills