Job Description & How to Apply Below
This is a strategic revenue leadership role with direct accountability for growth, market expansion, and cross-functional orchestration.
Scale the portfolio from 10+ to 50+ active enterprise clients
Deliver annual revenue bookings and revenue recognition targets
Achieve 60% revenue from net new client acquisition and 40% from account expansion
Architect and operationalize ISB Online GTM model
Establish predictable pipeline coverage (3–4x revenue target)
Key Responsibilities
1. Revenue & Portfolio Expansion
Acquire and close new enterprise partnerships
Drive multi-year institutional relationships
Increase average deal size and lifetime value
Develop structured account expansion roadmaps
2. Hybrid GTM Architecture
Co-create Blended offerings with Product
Align Marketing for targeted enterprise demand generation (ABM-led approach)
Partner with Delivery to ensure execution excellence and retention
Institutionalize pricing, contracting, and solution frameworks
3. Cross-Functional Leadership
Lead without formal authority across Product, Marketing, Delivery, and Finance
Translate market demand into product roadmap inputs
Build internal governance rhythms for enterprise growth
4. Revenue Predictability & Governance
Drive forecasting discipline and revenue recognition visibility
Monitor pipeline health, conversion ratios, and margin quality
Build scalable sales processes and performance dashboards
Success Metrics
15+ new active enterprise accounts
Revenue mix: 60% new account acquisition / 40% new revenue in existing accounts
Year-on-year growth in average deal size
Enterprise retention and expansion rate
Established ISB Online Enterprise playbook
Skills & Knowledge Required
10–15+ years in Enterprise Sales leadership (SaaS / PaaS / EdTech / HRTech / Digital Solutions)
Proven track record closing complex, multi-stakeholder enterprise deals
Experience engaging CXO / CHRO-level decision-makers
Strong commercial acumen and long-cycle deal management capability
Demonstrated ability to build and scale new verticals or GTM models
Position Requirements
10+ Years
work experience
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