Head of Sales

Job Application Form - Head of Sales (US)

Location: Surat (Gujarat), India

Job Type: Full-Time, remote

Experience Level: 6 to 10+ years

Salary range: Competitive base + commission with accelerators, equity potential for top performers

About GEMGEM

GEMGEM is a C2C luxury jewellery marketplace dedicated to the U.S. market, enabling individuals to buy and sell authenticated fine jewellery valued at US$1,000 and above. The platform delivers a trust-first experience by ensuring 100% authenticity through IGI certification, along with value-added services such as refurbishment and resizing. By combining rigorous verification with seamless buyer and seller interactions, GEMGEM provides a safe, transparent, and elevated marketplace for high-value jewellery.

Role summary

Lead GEMGEM's US expansion by building and running a high‑performance, scalable sales organisation that delivers predictable, repeatable revenue. The role blends strategic planning, hands‑on team leadership, premium buyer experience design, and tight operational discipline.

Key responsibilities and expectations

1) Market revenue strategy

• Own development and execution of the US revenue plan with clear monthly and quarterly targets.
• Align targets to CAC and ROAS payback expectations, ensuring acquisition efficiency and revenue sustainability. CAC shows what is spent to win a customer, while ROAS measures revenue earned per advertising spend, so both are helpful for efficiency and performance tracking.
• Monitor progress, analyse gaps, and adjust tactics to stay on track toward aggressive growth.

2) Team leadership

• Build, manage, and scale a lean but high‑impact sales organisation, including VVIP concierge and inside sales.
• Lead hiring, onboarding, performance management, and quota attainment.
• Cultivate a results‑driven culture with accountability, coaching, and continuous improvement.

3) VVIP sales motion

• Design and operationalise a premium, white‑glove selling motion: smart lead routing, rapid outreach SLAs, consultative interactions, and high‑touch closing.
• Personalise buyer journeys to maximise conversion, satisfaction, and repeat engagement.

4) Sales playbooks and process repeatability

• Create and maintain repeatable, scalable playbooks covering outreach frameworks, offer structures, objection handling, pricing levers, and upsell or cross‑sell sequences.
• Ensure consistent adoption across the team so success is not reliant on a few individuals.

5) Partnership and channel development

• Build and manage a pipeline of partnerships—jewellers, IGI‑adjacent touchpoints, influencers, and referrer communities—to unlock high‑quality demand and enhance brand presence.
• Track and nurture these channels as a sustained source of leads and credibility.

6) Funnel instrumentation and analytics

• Work closely with Product and Marketing to instrument the funnel, implement event tracking, strengthen attribution, and run A/B tests on sales assets and scripts.
• Use data to refine messaging, targeting, and tactics toward higher conversion and efficiency.

7) Cross‑functional growth enablement

• Collaborate with Product, Operations, and Curation teams to optimise inventory initiatives such as Fast Ship and GEMGEM‑Verified listings for better conversion.
• Provide sales feedback on inventory curation and customer experience improvements.

Required profile and competencies

Experience

• 6–10+ years in B2C high‑ticket or luxury sales. Experience in the marketplace or fine jewellery is advantageous.
• Demonstrated history of meeting or exceeding quotas; proven ability to lead teams from hiring through ramp‑up to full productivity.

Operational excellence

• Strong CRM discipline with tools like HubSpot or Salesforce.
• Rigorous pipeline management, accurate forecasting, and disciplined execution.

Communication and selling skills

• Exceptional written and spoken English.
• Consultative selling orientation; ability to influence high‑intent buyers.
• Calm, composed, and effective under pressure in fast‑moving environments.

Success metrics for the first 6 months

These are concrete, time‑bound expectations to define strong early performance:

• Revenue and volume ramp
• Closed‑won monthly run‑rate progressing toward at least 50 orders per month, aligned with the longer‑term goal of 500 orders per month.
• Conversion efficiency
• ≥25% lead‑to‑consult conversion on VVIP leads.
• ≥15% consult‑to‑close conversion.
• Sales cycle speed
• Median cycle ≤14 days for Fast Ship items.
• Median cycle ≤28 days for non‑pre‑authenticated items.
• Operational foundational assets
• Standardised sales playbooks, compensation plan, and weekly performance dashboard live by the end of Month 2.

Overall expectations

• Deliver measurable revenue growth while upholding GEMGEM's trust‑first, premium buyer experience.
• Build a disciplined, scalable sales organisation with clear processes, playbooks, and data‑driven decision making.
• Maintain strong pipeline visibility, forecasting accuracy, and reporting for leadership.
• Continuously refine partnerships, channels, and cross‑functional collaboration to drive efficiency and results.

Job Types: Full-time, Permanent

Pay: ₹452, ₹1,652,641.46 per year

Work Location: In person