Enterprise Sales Manager

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 organizations 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 round tables, 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 round tables, 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…