Head of Sales, India

About the role

Mixpanel is seeking a hands-on leader to manage and expand our business operations across India and South Asia. This player-coach position involves directing regional go-to-market strategies while actively participating in deal cycles and team development. The role requires deep immersion in both strategic planning and tactical execution to drive sustainable growth. You will own the end-to-end performance of the sales organization in your region. This position demands a balance of coaching, negotiation, and operational oversight. Success will be defined by your ability to scale revenue while building a high-performing team. You will act as the primary link between global sales objectives and local market realities.

Key facts

What you'll do

• Manage, mentor, and hire a team of Account Executives covering SMB, Mid-Market, and Enterprise tiers.
• Oversee revenue goals for new business, renewals, and account expansion.
• Execute regional strategy in coordination with the VP of Sales, APAC.
• Develop predictable pipeline growth through a combination of inbound, outbound, and product-led strategies.
• Participate directly in high-level negotiations and support staff on complex deals.
• Implement and maintain standardized sales processes and forecasting rigor.
• Coordinate with Marketing, Customer Success, Solutions Engineering, and Partnerships to drive regional growth.
• Maintain transparency regarding performance metrics, risks, and market opportunities.
• Analyze competitive dynamics and adjust playbooks to secure market share.
• Build and refine sales playbooks specific to the Indian and South Asian contexts.
• Drive adoption of Mixpanel's product value across strategic customer initiatives.
• Identify and remove operational blockers that hinder team productivity.
• Foster a data-driven culture within the sales organization to inform decision-making.
• Develop succession plans and ensure continuity within the sales leadership structure.

Requirements

• 6 to 10+ years of experience in SaaS sales, including 3 to 5+ years in a leadership capacity.
• Demonstrated success managing teams across SMB, Mid-Market, or Enterprise segments.
• Expertise in the Indian and South Asian markets, including local buying behaviors and business culture.
• Proficiency in managing diverse sales motions such as inbound, outbound, and product-led growth.
• Mastery of sales frameworks like MEDDPICC, Challenger, or Force Management.
• Ability to coach staff through various deal stages and complexities.
• Analytical approach to performance management and decision-making.
• Strong executive communication skills.

Nice to have

• Experience selling into the technology sector in India or South Asia.
• Familiarity with regional channel ecosystems, system integrators, and partners.
• Background in data, analytics, martech, or developer tool sales.
• Experience in high-growth SaaS environments, specifically Series B through E or later stages.
• Knowledge of sales-assisted conversion within product-led growth models.

Skills & tools

• Sales methodologies (MEDDPICC, Challenger, Force Management)
• Pipeline management and forecasting
• Territory planning
• SaaS sales strategy
• Cross-functional collaboration

Practical notes

Benefits include comprehensive medical, dental, and vision coverage, mental wellness support, parental leave, and flexible vacation time. Mixpanel is an equal opportunity employer and encourages applications from all backgrounds.

This role is based in Bengaluru, Karnataka, India, and operates under a hybrid work model, allowing for a blend of remote and in-office collaboration. The position demands a high level of ownership and accountability for results in a dynamic and fast-paced environment. Full-time engagement is required to ensure alignment with the strategic goals of the APAC region. There are no specific travel requirements outlined in the current description, though the role necessitates close collaboration with cross-functional teams. Candidates must possess the right to work in India without sponsorship. The compensation details are not specified in the available source information. Applicants should be prepared to operate with a strong degree of autonomy while adhering to Mixpanel's core values and operational standards. The successful candidate will be responsible for interpreting market signals and translating them into actionable sales initiatives. This includes monitoring deal velocity, conversion rates, and pipeline health to ensure targets are met. You will work alongside Customer Success to identify expansion opportunities and reduce churn. Collaboration with Solutions Engineering will be critical to addressing complex technical queries during the sales cycle. The role requires fluency in navigating enterprise sales cycles within the Indian market. You will be expected to mentor junior team members on best practices and methodologies. Forecasting accuracy and pipeline discipline are essential components of this position. The ability to manage multiple deals concurrently while maintaining focus on strategic initiatives is a key requirement. This position is ideal for a leader who thrives on ownership and driving measurable outcomes. The role offers the opportunity to shape the sales culture in a high-growth technology company. You will have the chance to build processes that can be scaled across other regions in the future. Success in this role will be measured by your team's ability to execute strategy and achieve revenue targets. The position requires a deep understanding of the customer journey in South Asia. You will be responsible for ensuring that the sales organization is equipped with the right tools and enablement resources. The role is designed for a candidate who is passionate about building scalable sales operations. This includes establishing clear metrics and maintaining visibility into team performance. The ability to influence without direct authority is a critical skill. You will partner with Marketing to ensure messaging is aligned with customer needs. The role demands resilience and adaptability in the face of market fluctuations. You will be expected to lead by example and demonstrate excellence in every interaction. This position is a key leadership role within the Mixpanel global sales organization. The impact of your work will be felt across the entire Asia-Pacific region.