Head - Enterprise Sales - Cybersecurity & Strategic Accounts

Head of Enterprise Sales - Cybersecurity & Strategic Accounts Location: Bengaluru, India (with extensive domestic travel and customer engagement as required) Function: Enterprise Sales - BFSI, Telecom & Strategic Enterprises The mandate: Build a high-performing enterprise sales business that makes the Company a preferred strategic partner for banks, telecom operators and enterprises preparing for the next generation of cybersecurity threats. 1. About the Company The Company is an Indian deep-tech company pioneering quantum-safe cybersecurity solutions to protect critical digital infrastructure against emerging quantum and AI-enabled security threats. Its portfolio includes quantum-safe cryptography, post-quantum cryptography (PQC), quantum key distribution (QKD), quantum random number generation (QRNG), cryptographic key management, hardware security and secure communications. The Company helps organisations strengthen their cryptographic infrastructure and prepare for the next generation of cybersecurity threats. We are looking for an exceptional enterprise sales leader to accelerate the Company's growth by building a predictable, scalable and high-value enterprise business across banking, financial services, telecommunications and other strategic sectors. 2. Role Overview The Head of Enterprise Sales will own the strategy, development and execution of enterprise sales across key industry verticals, with a particular focus on banks, financial institutions, telecom operators and large enterprises. This is a business-building role, not simply a sales management position. The successful candidate must have demonstrated the ability to build an enterprise technology business from the ground up and scale it to $10 million or more in annual revenue, through consultative selling, strategic account development, technology-led solution selling and the creation of strong customer relationships at the CXO level. The individual must combine commercial aggression with technical credibility, enabling them to engage CIOs, CISOs, CTOs, Chief Risk Officers, Heads of Infrastructure, network architects and other senior stakeholders in complex, multi-stakeholder sales environments. The leader will translate the Company's differentiated cybersecurity technologies, products and solutions into compelling business propositions, develop strategic customer relationships, establish repeatable sales processes and build a high-performing enterprise sales organisation. 3. Key Responsibilities A. Enterprise Business Development and Revenue Growth - Own enterprise sales strategy, bookings, revenue growth and pipeline development across BFSI, telecom and selected strategic enterprise accounts. - Build and execute a clear growth plan to develop a $10M+ enterprise business, with defined annual targets, account plans, opportunity pipelines and conversion milestones. - Identify and pursue high-value opportunities involving cybersecurity, secure networking, VPN, cryptographic infrastructure, PQC migration and quantum-safe communications. - Develop new accounts from initial engagement through discovery, solution validation, commercial negotiation, procurement and closure. - Build a balanced portfolio of strategic accounts, new-logo acquisition and expansion opportunities. - Establish predictable forecasting, pipeline coverage, deal qualification and sales execution discipline. B. Consultative and Technology-Led Selling - Lead consultative sales engagements that begin with understanding customer business risks, technology environments, security gaps and strategic priorities. - Translate complex technology propositions into clear business outcomes, including reduced cyber risk, improved resilience, regulatory readiness, cryptographic agility and protection of critical infrastructure. - Lead complex solution-selling engagements involving product demonstrations, proof-of-concept programmes, technical workshops, proposals and commercial business cases. - Work closely with Product, Engineering, Solution Architecture and Customer Success teams to design customer solutions without creating unnecessary product customisation. - Build credibility with technical buyers while securing sponsorship from economic buyers and executive decision-makers. C. Banking, BFSI and Telecom Market Development - Develop deep relationships with public and private sector banks, insurance companies, financial market infrastructure providers, payment networks, telecom operators and large technology enterprises. - Understand industry-specific cybersecurity priorities, including network security, VPN and secure remote access, cryptographic key management, data protection, secure connectivity, payment infrastructure and quantum-readiness programmes. - Navigate enterprise procurement, technology evaluation, risk assessment, security reviews, vendor onboarding and contractual negotiations. - Build account-specific strategies aligned with customer technology roadmaps, cybersecurity budgets, transformation programmes and regulatory obligations. - Develop relationships across CIO, CISO, CTO, network engineering, infrastructure, procurement, risk and business leadership teams. D. CXO Engagement and Strategic Account Management - Establish trusted relationships with senior customer executives and position the Company as a strategic technology and cybersecurity partner. - Lead executive briefings, strategic account reviews, solution presentations and commercial negotiations. - Develop multi-year account strategies that identify opportunities for land-and-expand growth across products, business units and geographies. - Build customer advocacy, reference accounts and executive-level sponsorship for strategic deployments. - Navigate complex decision-making environments involving multiple business units, technology teams, risk functions and procurement stakeholders. E. Go-to-Market Strategy and Market Creation - Develop vertical-specific go-to-market strategies, value propositions, sales playbooks and competitive positioning. - Identify market entry opportunities for the Company's existing and emerging product portfolio. - Build repeatable sales motions, standard commercial packages, qualification criteria and proof-of-concept frameworks. - Work with Marketing and Product Management to develop account-based marketing programmes, demand generation initiatives, industry campaigns and customer references. - Identify strategic partnerships with systems integrators, telecom ecosystem participants, cybersecurity service providers and technology vendors. - Provide structured market intelligence to influence product roadmaps, packaging, pricing and commercial strategy. F. Sales Organisation and Operating Discipline - Build, lead and develop a high-performing enterprise sales team, including account executives and business development professionals as the business scales. - Establish clear territory ownership, account plans, sales targets, incentive structures and performance management. - Implement disciplined CRM usage, opportunity qualification, pipeline reviews, forecasting and win/loss analysis. - Coordinate with Finance, Legal, Product and Delivery teams to ensure commercially sound commitments and successful customer execution. - Maintain a strong focus on profitable growth, collections, customer satisfaction and long-term account value. 4. Required Experience and Qualifications Essential requirements - 15+ years of overall experience in enterprise technology sales, cybersecurity, networking, telecommunications or adjacent enterprise infrastructure markets. - Demonstrated success in building and scaling a technology sales business from zero to $10M+ in annual revenue, or a comparably substantial and clearly evidenced business-building achievement. - Significant experience in consultative enterprise sales and complex solution selling, with long sales cycles, mu