Head of Sales

What Do We Do
ShopDeck helps e-commerce merchants set up and manage their D2C storefront "profitably".

Proposition For Merchants
D2C selling made as easy as selling on marketplaces like AZ, FK, Meesho, Myntra, etc

Why Build This

• India's D2C wave has been limited to venture-funded D2C brands today
• The art of selling on your own website is not democratised. There are ~500k-1M sellers who can sell D2C but can at best sell on marketplaces
• Philosophically - we feel brand owners should spend most of their time on the product and not on channel optimization
• Shopify / Status-quo software solve for work-flow management of storefront but don't do enough on "helping" merchants sell well

Our Proposition

• We have a software + services proposition for the merchant with the goal of optimising for the merchant's profitability.
• Our product is an all-in-one software stack that gives merchants everything they need to sell D2C, i.e. Storefront, Shipping, Marketing integrations,Communication.

Role
Our services layer works on top of this software stack to achieve profitability for merchants. Here, we combine 4-key roles in classic e-commerce setup, all relevant for any D2C brand as well:

• Marketing manager ("top of the funnel")
• Category manager ("products/merchandising")
• Product manager ("website/app metrics")
• Ops manager ("shipping metrics")

Our services layer measures metrics across all these buckets to optimise and take appropriate actions for merchant's profitability. Over time, the goal is to productize our services layer - which we believe will move the baseline of what merchants expect from a storefront software.

Let's talk Shopify

Shopify is lazy in India, waiting to be disrupted. Shopify's strength is its biggest weakness in India: app and partner ecosystem.

• The app ecosystem is valuable but has left Shopify's core infrastructure far too thin globally, and even more so, in India
• A lot of merchants don't want to work with 100 different apps. Especially in India, many prefer an all-in-one solution
• Given the tiny share of the Indian market, apps are not built for India at all
• Shopify partners (developers/marketeers) are expensive, need upfront investment and do not truly care about merchant's profitability.

This is our attack vector. We have a counter-Shopify proposition, we aim merchants who can't make shopify work for them today -

• Outcome-first proposition ("We make money when you make money")
• All-in-one software ("No need to install any apps")
• Success-focused account management/services ("We'll make you profitable")

Our Journey
Our journey will look closer to how marketplaces in India have been built, i.e. hands dirty, identify potential-hit merchants and help them grow. Keep a larger share of the pie but be closer to merchants. Our DNA combines the best of e-commerce and SaaS DNA, which we feel is critical to create a large company here. As marketplaces become tough to penetrate, a lot of merchants are taking the route of going D2C as their primary channel. We see ourselves potentially becoming a "4th front" for long-tail commerce in India, after AZ, FK, Meesho

Strategically, we're attacking the most critical piece of ecommerce enablement. Driving traffic profitably is the most valuable asset and skill, which we're building deep expertise in. If we succeed, this should ensure we'll become one of the most valuable assets in the D2C landscape.

Team And Scale
We're at ~$6.5M ARR and had hit profitability earlier in the year. We've recently raised series-B from led by Bessemer Venture Partners (who had famously led Series A for Shopify in 2010) with participation from Elevation Capital, General Catalyst (fka Venture Highway) and Chiratae Ventures.

Founders

• Rishabh Verma
• Harmin Shah

Key Responsibilities
As Head of Sales, you will own the end-to-end sales charter — from strategy and pipeline generation to deal closure and revenue realization. This role demands a hands-on builder who can craft scalable playbooks, lead high-velocity inside sales teams, and forge strong partnerships across sectors like B2B SaaS, EdTech, BFSI, Real Estate, and eCommerce.

• Sales Leadership & Strategy

○ Define and execute Shopdeck's sales strategy for SME and mid-market clients.

○ Build scalable outbound & inbound sales playbooks tailored for high-volume, high-velocity growth.

○ Build & deploy a channel wise strategy across Inside Sales, Performance Marketing, Field Sales & Partnership.

• Team Building & Performance

○ Hire, mentor, and lead a high-performing Inside Sales team.

○ Instill a culture of accountability, process rigor, and consistent overachievement.

• Pipeline & Revenue Growth

○ Drive pipeline generation through outbound, cold-calling, performance leads, and partner-led motions.

○ Own revenue targets, forecast accuracy, and funnel health.

• Partnerships & Ecosystem

○ Build and manage strategic partnerships with ecosystem players (platforms, agencies, SaaS enablers).

○ Explore and operationalize new GTM channels.

• Process & Tooling

○ Implement sales operations discipline — CRM hygiene, metrics-driven reviews, funnel optimization.

○ Work closely with founders to align sales motion with broader org goals.

Ideal Profile

• Experience: 7+ years of progressive sales leadership, ideally in B2B SaaS, eCommerce, or fast-growth tech.
• Track Record: Proven success in building and scaling inside sales engines (outbound/cold calling, performance leads).
• Exposure: Experience managing partner sales / field sales (FoS) is a plus.
• Skills:

○ Strong operator with execution excellence — can build & scale processes from scratch.

○ Strategic thinker with a founder's mindset and deep ownership.

○ Hands-on leader who thrives in high-growth, ambiguous environments.

Compensation & Growth

• Competitive cash + ESOP structure (flexible for the right talent).
• Opportunity to shape and scale Shopdeck's revenue engine from the ground up.

Skills: inside sales,team management,head sales