Regional 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 organisations 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 B2B sales experience, with at least 3–4 years in a people management or sales leadership capacity.
- Demonstrated success selling SaaS 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 SaaS 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.
