- Salary
- ₹2500k – ₹4000k
- Location
- Gurugram, India
- Workplace
- Onsite
- Department
- Sales
- Source
- Keka
Description
Location: Gurgaon, Haryana
Work Mode: Work from Office - 5 Days a Week
Experience: 7-10 Years
Reporting To: Founder & CEO
About Infra360
Infra360 is a cloud consulting and managed services company helping businesses build, secure, scale, and optimize their cloud infrastructure. Our services span Cloud Strategy, DevOps, Site Reliability Engineering (SRE), Cloud Security, Cloud Infrastructure, Automation, and Managed Services across AWS, Azure, and GCP.
At Infra360, we believe in ownership, collaboration, problem-solving, and excellence. As we scale our business, we are looking for a commercially driven leader who can build and execute our go-to-market strategy, drive revenue growth, and lead our entire business growth engine.
About the Role
We are looking for a Sales Head – Cloud, DevOps & GTM to lead Infra360's end-to-end revenue generation and market expansion initiatives across India and international markets.
This is a high-ownership leadership role that goes beyond traditional sales management. The individual will be responsible for driving new client acquisition, solution selling, strategic partnerships, presales, business development, SDR operations, marketing alignment, and growth initiatives.
The ideal candidate will have strong experience selling cloud consulting, DevOps, infrastructure, or managed services, with the technical understanding to engage confidently with technology stakeholders and translate complex solutions into business value.
Working directly with the Founder, the individual will own the GTM engine, align sales and marketing efforts, build a predictable revenue pipeline, lead the growth team, and establish scalable processes to support Infra360's next phase of growth.
We are looking for someone who combines technical understanding, sales execution, marketing acumen, business strategy, and data-driven decision-making.
Key Responsibilities
1. Revenue Ownership & New Client Acquisition
- Own revenue generation, new client acquisition, and business growth across domestic and international markets.
- Identify target industries, ideal customer profiles (ICPs), decision-makers, and high-potential accounts.
- Drive the complete sales lifecycle, including prospecting, discovery, qualification, solution discussions, proposals, negotiations, and deal closure.
- Build and nurture relationships with CXOs, CTOs, CIOs, VPs of Engineering, Heads of Infrastructure, and other key stakeholders.
- Drive consultative and solution-led selling by understanding client challenges and positioning relevant cloud, DevOps, cybersecurity, infrastructure, and managed services solutions.
- Develop strategic accounts, nurture long-term client relationships, and identify opportunities for account expansion and recurring revenue.
- Build a healthy, measurable, and predictable sales pipeline with clear revenue targets and conversion goals.
2. Cloud Solution Selling & Technical Presales
- Demonstrate a strong understanding of cloud services and the commercial opportunities associated with AWS, Azure, GCP, DevOps, SRE, cloud security, and infrastructure management.
- Understand client infrastructure challenges, business objectives, cloud adoption requirements, migration needs, and optimization opportunities.
- Translate technical capabilities into business outcomes, including cost optimization, scalability, reliability, security, automation, and operational efficiency.
- Lead initial discovery and solution discussions, working closely with technical teams to develop appropriate proposals and solution approaches.
- Drive presales coordination, solution presentations, RFP/RFI responses, commercial proposals, and client presentations.
- Ensure proposed solutions align with client requirements, delivery capabilities, commercial viability, and business objectives.
3. GTM Strategy & Business Growth
- Own the development and execution of Infra360's go-to-market strategy, including target-market identification, service positioning, ICP definition, and account prioritization.
- Develop focused GTM motions for cloud consulting, DevOps transformation, cloud security, infrastructure modernization, and managed services.
- Identify new market opportunities, industry segments, service lines, and revenue channels.
- Work directly with the Founder to translate business priorities into actionable growth plans, quarterly targets, and execution roadmaps.
- Build repeatable sales processes, outreach strategies, account-based selling initiatives, and scalable revenue-generation mechanisms.
- Evaluate market trends, competitor positioning, customer demand, and pricing opportunities to strengthen Infra360's market position.
4. Marketing, Demand Generation & Growth
- Work closely with the Marketing and Growth team to align marketing activities with business and revenue objectives.
- Understand and guide demand generation, outbound campaigns, inbound lead generation, account-based marketing, email outreach, LinkedIn campaigns, and other relevant acquisition channels.
- Define campaign objectives, target audiences, messaging, qualification criteria, and expected business outcomes.
- Collaborate on service positioning, value propositions, case studies, customer success stories, thought leadership, and technical content.
- Monitor marketing-qualified leads (MQLs), sales-qualified leads (SQLs), lead quality, conversion rates, campaign performance, and pipeline contribution.
- Continuously improve the alignment between marketing activity, sales execution, and revenue outcomes.
5. Partnerships & Alliances
- Build and strengthen relationships with AWS, Microsoft Azure, Google Cloud, and relevant technology partners.
- Identify strategic alliances, referral opportunities, channel partnerships, and co-selling opportunities.
- Explore partner-led demand generation, joint campaigns, cloud marketplace opportunities, and ecosystem-driven business development.
- Develop a structured partner engagement strategy that contributes to pipeline generation, credibility, and revenue growth.
6. Leadership of the GTM & Revenue Engine
- Lead and coordinate the integrated growth function across Sales, Business Development, SDR, Partnerships & Alliances, Presales, Marketing, and Growth.
- Guide a cross-functional team of approximately five members, with scope to evolve as the business scales.
- Establish clear ownership, responsibilities, targets, KPIs, and accountability across functions.
- Build effective workflows for lead generation, lead qualification, sales handoffs, follow-ups, proposal management, and deal closure.
- Coach team members, review performance, remove execution bottlenecks, and ensure consistent follow-through.
- Create a culture of ownership, collaboration, disciplined execution, and continuous improvement.
- Work closely with delivery and technical teams to ensure realistic commitments, smooth client transitions, and a strong customer experience.
7. Data Analytics, Sales Operations & Performance Management
- Build and maintain visibility into the complete revenue funnel, from lead generation to opportunity conversion and revenue realization.
- Track key metrics, including pipeline value, qualified opportunities, conversion rates, sales cycle, deal size, revenue, win rates, and forecast accuracy.
- Analyse campaign effectiveness, channel performance, lead quality, customer acquisition costs where measurable, and sales productivity.
- Use CRM systems, dashboards, and reporting frameworks to drive data-backed decisions.
- Establish regular review mechanisms for sales, marketing, partnerships, and overall GTM performance.
- Identify gaps in the funnel and implement improvements in targeting, messaging, qualification, follow-ups, and closing effectiveness.
- Present clear business updates, performance insights, forecasts, risks, and growth recommendations to the Founder.
Required Skills & Qualifications
- 7–10 years of relevant experience in B2B sales, business development, or revenue leadership within cloud services, cloud consulting, DevOps, IT infrastructure, or technology services.
- Mandatory cloud services sales experience: demonstrable experience selling cloud solutions, cloud consulting, managed services, DevOps services, or related infrastructure solutions.
- Strong working knowledge of AWS, Azure, GCP, DevOps, cloud migration, cloud optimization, infrastructure management, and related service offerings.
- Proven experience in consultative selling, solution positioning, new client acquisition, relationship management, negotiations, and deal closure.
- Experience in developing or executing GTM strategies, demand generation initiatives, outbound campaigns, and business development plans.
- Strong understanding of marketing processes and the relationship between marketing activity, lead generation, pipeline creation, and revenue.
- Experience leading or coordinating cross-functional teams across sales, business development, SDR, partnerships, presales, and marketing.
- Strong business acumen, commercial judgement, and the ability to connect technical solutions with client business outcomes.
- Good analytical skills, including the ability to interpret sales funnel data, campaign metrics, revenue forecasts, and performance dashboards.
- Strong communication, presentation, negotiation, stakeholder management, and leadership skills.
- Ability to operate independently, take end-to-end ownership, and work closely with the Founder in a fast-paced, growing organization.
Work Location & Expectations
- Based in Gurgaon, Haryana.
- Must be comfortable working from the Gurgaon office five days a week.
- Willingness to engage with clients and partners across India and international markets as required.
- Comfortable operating in a hands-on leadership role, balancing strategic planning with day-to-day execution.
- Able to work directly with the Founder and take accountability for business growth and GTM outcomes.
What Success Looks Like
Success in this role will be measured by the individual's ability to:
- Build a consistent pipeline of qualified cloud services opportunities.
- Acquire new clients and achieve agreed revenue targets.
- Improve lead-to-opportunity and opportunity-to-win conversion rates.
- Build an effective and coordinated GTM engine across sales, marketing, partnerships, SDR, and presales.
- Establish productive cloud partnerships and referral channels.
- Improve forecasting accuracy, reporting discipline, and data-driven decision-making.
- Build a high-accountability team that can scale with Infra360's growth.
What We Value
We value leaders who combine commercial thinking with practical execution, understand technology services, take ownership of business outcomes, and build lasting client relationships.
At Infra360, you will have the opportunity to work directly with the Founder, shape the company's growth strategy, lead a cross-functional GTM team, and make a meaningful impact on the growth of a cloud and DevOps services business.
Skills
AWSAzureGCPCybersecurityDevOpsSRENegotiationStrategic Planning