Head of Sales and Marketing

HEAD OF SALES & MARKETING

WHAT YOU'LL DO

Drive Dual Platform Revenue

● Own subscription sales equally across Proquro (procure-to-pay SaaS) and B2B Trading Platform

● Execute parallel strategies: Proquro sells workflow automation and compliance to procurement/finance teams; Trafasa(Trading Platform) sell supplier discovery and transaction efficiency to purchasing/sourcing teams

● Build tiered subscription models for both platforms: MSME packages (₹1-5L), mid-market (₹5-15L), enterprise (₹15L-1Cr+)

● Design Trading Platform subscriptions: basic listings, premium visibility, lead generation tools, advertising placements, analytics dashboards

● Recruit 15+ pilots before February 2026: 7-8 for Proquro workflows, 7-8 for Trading Platform transactions

Scale B2B Trading PLatform Business

● Drive buyer subscriptions: sell consolidated supplier access, verified vendor quality, transparent pricing, transaction efficiency versus fragmented sourcing

● Build supplier-side revenue: onboard verified vendors across metals, chemicals, machinery, components, raw materials paying for premium listings and buyer access

● Create Trading Platform liquidity balancing buyer demand with supplier supply across priority industrial categories

● Establish differentiation: vendor verification processes (financial stability, quality certifications, capacity validation, compliance) versus unverified directories

● Sell trading platform outcomes: reduced sourcing time, competitive pricing discovery, reliable supplier base, quality assurance, transaction documentation

Build Proquro SaaS Revenue

● Sell workflow automation value: requisition-to-payment digitization, multi-level approvals, budget controls, compliance documentation, spend visibility

● Target decision-makers: CFOs (financial control, audit trails), procurement heads (efficiency, supplier management), CAs (compliance, documentation for client MSMEs)

● Position configurable workflow designer as differentiator: customizable to organization-specific approval hierarchies versus rigid one-size-fits-all systems

● Demonstrate integration capabilities: ERP connectivity, accounting software sync, Trading Platform transaction data flowing into procurement records

● Sell compliance outcomes: audit-ready documentation, policy enforcement, authorization trails, spend analytics, budget adherence

Penetrate Manufacturing & Industrial Sectors

● Target both platforms into industries with heavy procurement: ferro alloys, steel, chemicals, automotive components, industrial machinery, renewable energy equipment, electrical, packaging materials, construction supplies

● Execute multi-channel acquisition: industry exhibitions (IMTEX, Auto Expo, sector trade shows), manufacturing cluster events, trade association seminars, procurement forums

● Activate bank/NBFC partnerships: position both platforms as digital infrastructure for lending clients, co-market with financial institutions reaching MSMEs and corporates

● Leverage co-founder networks: Nilesh Sharma (ferro alloys trading contacts), Vivek Sharma (international trade, renewable energy sector relationships)

● Build referral channels: CAs, management consultants, ERP partners, logistics providers, industry advisors, business associations

Establish Integrated Platform Positioning

● Own "procurement orchestration platform" narrative: unique integration of internal workflow automation + external trading platform access in single ecosystem

● Differentiate from workflow-only procurement software lacking supplier discovery and transaction capabilities

● Differentiate from marketplace-only platforms lacking integration with internal procurement processes and approval workflows

● Sell integrated value: requisitions created in Proquro seamlessly flow to trading platform for competitive sourcing, transactions feed back into workflow approvals and payment processing

● Build category leadership through founder visibility, customer case studies, industry reports, webinar thought leadership

Build Go-to-Market Infrastructure

● Design webinar curriculum covering both platforms: procurement digitization, supplier discovery strategies, compliance automation, marketplace best practices

● Execute exhibition strategy demonstrating integrated platform: workflow customization demos + live trading platform supplier matching

● Negotiate strategic partnerships: fintech (payments, invoice discounting), logistics (fulfillment tracking), escrow (transaction security), inspection services (quality assurance)

● Create sales collateral for each platform: Proquro ROI calculators (time savings, compliance efficiency), trading platform value models (cost reduction, sourcing time)

● Develop pilot customer feedback loops informing product priorities for both workflow designer features and trading platform functionality

Operationalize Revenue Growth

● Implement CRM with separate pipelines: Proquro enterprise, Proquro MSME, trading platform buyers, trading platform vendors

● Build subscription forecasting: new logos, renewal rates, cross-sell (Proquro→trading platform, trading platform→Proquro), expansion revenue, churn analysis

● Create platform-specific sales playbooks: discovery questions, competitive positioning, demo scripts, pricing negotiation, objection handling

● Report growth metrics: MRR/ARR by platform, CAC by channel, LTV by segment, trading platform GMV, vendor acquisition, pipeline velocity

● Support fundraising conversations with customer traction data, platform adoption metrics, market validation evidence

WHO YOU ARE

Required Experience

● 10-12 years B2B sales with dual expertise: 3+ years procurement/workflow SaaS AND 3+ years B2B marketplace/platform sales

● Sold subscription-based or marketplaces commission models to industrial buyers: achieved supplier liquidity, drove buyer subscriptions, onboarded verified vendors

● Sold enterprise workflow software to manufacturing/industrial companies: procurement, ERP, supply chain, or compliance platforms requiring customization

● Closed enterprise deals ₹20L-1Cr+ with procurement heads, CFOs, operations VPs, sourcing managers in manufacturing sectors

● Managed MSME volume sales

● Deep manufacturing networks: procurement communities, sourcing teams, operations leaders, trading houses, industrial purchasing managers

Critical Capabilities

● Built dual-sided marketplaces: balanced buyer and supplier acquisition, established verification standards, created category depth, demonstrated network effects

● Understand marketplace dynamics: achieving liquidity, maintaining quality standards, building buyer trust, subscription-based monetization models

● Sold configurable/workflow-heavy software requiring customer-specific customization and multi-stakeholder buy-in

● Executed multi-channel B2B acquisition: exhibitions, trade associations, bank partnerships, webinars, referral networks, direct outreach

● Early-stage operator: 0-to-500 customer acquisition, built sales processes from scratch, resourceful with limited budgets

● Know industrial B2B buying: supplier evaluation criteria, RFP processes, approval hierarchies, quality requirements, compliance needs, payment terms

Ideal Background

● Worked at industrial B2B marketplace connecting manufacturers with suppliers across metals, chemicals, machinery, components, raw materials

● Sold procurement SaaS, ERP modules, workflow automation, or supply chain platforms into manufacturing/industrial sectors

● Leveraged financial institution channels (banks, NBFCs) for platform customer acquisition in MSME segment

● Understand subscription business models: MRR/ARR tracking, churn management, renewal optimization, expansion revenue

● Manufacturing sector expertise: automotive, ferro alloys, steel, chemicals, machinery, electrical, industrial supplies, packaging

EDUCATION

● Bachelor's degree in Engineering, Business, or Commerce from recognized university

• ● MBA from Tier 1/2 institution preferred but not mandatory with proven sales track record