Head Of Sales

Summary

Join Nagarro, a rapidly scaling Digital Product Engineering company, as the Head of Sales for North America. This strategic, hands-on role focuses on "hunting new logos"—identifying and securing new clients. You will lead and develop a high-performing sales team, implement a North American sales strategy, and drive significant revenue growth. Success in this role requires proven experience in IT services sales, strong leadership skills, and a deep understanding of complex deal structures. The ideal candidate is a seasoned sales leader with a proven track record of building relationships and achieving ambitious sales targets. This is an exciting opportunity to contribute to the company's expansion in a dynamic and non-hierarchical work culture.

Requirements

• 8+ years in IT services sales, with at least 3 years in a leadership role focused on new business acquisition; proven track record in securing large consulting and service contracts
• Strong strategic thinking, exceptional communication and negotiation skills; experience with long sales cycles and complex deal structuring
• Deep understanding of the IT services landscape, including managed services, consulting, and digital transformation
• Demonstrated ability to lead and develop a high-performing sales team in a service-oriented environment
• Skilled in using data and sales metrics to inform strategy and drive decision-making
• Familiarity with CRM systems (e.g., Hubspot), sales enablement tools, and analytics software
• Bachelor’s degree in Business, Marketing, Information Technology, or a related field

Responsibilities

• Develop and implement a North American sales strategy focused on acquiring new customers and increasing market share
• Lead and manage a team of sales professionals dedicated to new business acquisition
• Set clear goals, sales targets, and KPIs aligned with company objectives and revenue growth
• Drive the end-to-end sales cycle from prospecting to closing, with a relentless focus on engaging new clients and winning large consulting and IT services contracts
• Identify and prioritize high-potential markets and sectors for new logo acquisition
• Partner with marketing and Business Units to develop strategies and campaigns that resonate with new customer segments
• Develop a scalable sales process tailored for complex IT service contracts, including managed services, consulting engagements, and long-term partnerships
• Collaborate with internal Business Units to ensure proposals and commitments are feasible and aligned with our capabilities
• Utilize CRM systems and other tools to track pipeline progress, forecast sales, and manage relationships effectively
• Analyze and monitor sales metrics to assess team performance, identify growth opportunities, and make data-driven decisions
• Provide regular reporting to senior leadership on pipeline health, sales performance and effectiveness, market trends, and competitive landscape
• Drive the adoption of sales automation and CRM tools to enhance efficiency, transparency, and visibility into sales activities
• Work closely with cross-functional teams, including marketing, solution architects, and delivery teams, to ensure seamless client proposals and engagements
• Partner with the legal and finance teams to structure contracts, manage negotiations, and align on terms that mitigate risk while driving business value
• Ensure that sales strategies and approaches align with overall company goals and capabilities
• Stay informed on industry trends, competitor strategies, and technological advancements in the IT services space
• Represent the company at industry conferences, forums, and events to build our brand, network with potential clients, and identify new business opportunities
• Build and maintain relationships with senior-level stakeholders and decision-makers in target markets
• Recruit, train, and mentor a team of sales professionals focused on selling IT services and consulting engagements
• Cultivate a results-driven and collaborative culture within the sales team, encouraging continuous learning and improvement
• Provide coaching and guidance to ensure each team member can effectively communicate our value proposition and close complex deals

Preferred Qualifications

MBA or equivalent