Sr Manager- Enterprise Manager

R ole Overview TartanHQ is looking for a Senior Enterprise Sales Manager to drive new business acquisition across Mumbai. You will own the full sales cycle — from identifying and qualifying prospects to closing annual recurring revenue (ARR) deals with mid-market and enterprise clients. This is not a farming or account management role. We need someone who can independently open doors, navigate complex multi-stakeholder organisations, and close deals within 45–60 day sales cycles. You will sell Tartan's full suite of solutions to HR, Finance, and IT decision-makers across industries. This is an on-site role based out of our Mumbai office, with regular travel to client locations across the region. Key KPIs Quarterly new ARR bookings against assigned quota Pipeline coverage: maintain 3x quota at all times Win rate on qualified opportunities (target: 25%+) Average deal cycle time: 45–60 days from first meeting to close Number of net-new enterprise logos acquired per quarter Self-sourced pipeline as a percentage of total pipeline (target: 60%+) Day-to-Day Responsibilities Your typical week involves a mix of prospecting, discovery calls, product demonstrations, and deal negotiations. You will spend time researching target accounts, mapping org structures, and identifying the right entry points — not waiting for inbound leads. You will run your own pipeline from first outreach through contract signature, coordinating with Solutions and Product teams for technical demos when needed. Expect 2–3 client meetings per week (in-person or virtual), weekly pipeline reviews with the CBO, and regular collaboration with marketing on account-based outreach. Travel to client offices is a regular part of the role. Core Responsibilities New Business Acquisition (60% time allocation) Identify, qualify, and close new enterprise and mid-market accounts within your assigned geography Build and execute account plans for target organisations — map decision-makers, understand buying processes, and create multi-threaded engagement strategies Run the full sales cycle independently: prospecting, discovery, solution presentation, negotiation, and close Sell Tartan's complete solutions portfolio to HR, Finance, and IT buyers — this is not a single-product role Generate self-sourced pipeline through direct outreach, referrals, events, and personal network — not dependent on marketing-qualified leads Consistently achieve and exceed quarterly and annual ARR quotas Pipeline Management & Deal Execution (25% time allocation) Maintain a healthy pipeline with 3x coverage at all times — qualify rigorously and disqualify early Manage deal progression through structured stages with clear next steps and timelines Prepare and present compelling business cases, ROI analyses, and commercial proposals Navigate procurement, legal, and compliance processes within enterprise organisations Accurately forecast revenue on a weekly and…